Our approach
From business need to contract performance
Our approach covers the key stages from requirements definition to contract and supplier performance management. The stages provide a structured framework, with findings from the market and from suppliers informing earlier assumptions where necessary.
Five stages
Define the need
Are we buying the right thing?
We work with the stakeholders who will use the product or service to separate what the business needs from what it has always bought. Where the market knows more than the buyer, we write performance specifications that state the outcome; where compliance is critical, conformance specifications that state requirements and acceptance criteria clearly.
Analyse the market and the cost
What should it cost, and who can really supply it?
We map the supply market: how many capable suppliers exist, where they are concentrated and how much capacity they have. In parallel we build a cost model from the drivers behind the price, so every bid can be judged against an independent estimate and a total cost of ownership rather than against the other bids.
Engage and qualify suppliers
Can they deliver, and keep delivering?
Supplier appraisal covers financial stability, technical capability, quality systems, capacity and compliance, confirmed on site. Where a promising supplier falls short, a development plan may offer a practical alternative to looking further afield.
Tender, evaluate and negotiate
Is the competition real, and is the process fair?
Evaluation criteria and their weightings are fixed before bids arrive, and walk-away positions are agreed before negotiation starts. When results fall outside the expected range, we review the estimate, the specification and the level of competition before recommending the next step, which may include widening the qualified supplier base and re-tendering.
Contract and manage performance
Are we getting what we paid for?
Contracts are only as good as their management. We segment suppliers by their importance and risk, set KPIs that reflect what matters to the business, review performance with the supplier and act on non-conformance through corrective action and, where necessary, the remedies in the contract.
How we work
Throughout, we hold to the standards the profession expects: fair and transparent competition, declared interests and decisions that are documented well enough to stand up to audit.