Problem
We were engaged by our client as they were looking to replace a long standing service support solution but lacked in house procurement resource and capability. Their spend was not large but they had some critical applications that needed support and were keen to find a local supplier who they could develop a real partnership with.
Solution
Working as part of the cross functional team, we ran an initial RFI (to narrow a large field of possible vendors down to a credible few), followed by a detailed RFP. Most of the negotiation took place after the preferred vendor had been identified as the complexity of the ‘ask’ meant that detailed discussions were required. Open dialogue with the shortlisted vendors ensured ongoing engagement and commitment on both sides and delivered the right partner with the best commercial position.
Results
A win-win outcome for both parties in the right timescale that ensured a managed exit from the existing vendor and a smooth transition to the new partner. The costs had been right-sized for the business requirements and the contract was detailed with all required services correctly scoped. The negotiation had delivered the right outcome for the client and set the relationship up for success.
