Business-led deals require specialist skills
Deals in all market sectors have dramatically changed over recent years. Most procurements are now ‘business-led’, with the end-client focusing on their core business and transferring non-core activities to a partner, whilst retaining an ‘intelligent client’ capability.
There is increasing emphasis on delivering genuine benefits through business transformation, partnering, shared services, information assurance, social value and sustainability.
Procurements and negotiations have evolved
The skills needed to qualify, bid, negotiate and deliver such business have radically changed. Procurement procedures such as Competitive Procedure with Negotiation (CPN) can lead to excellent win-win contracts, but are an expensive and demanding process. The win probability must therefore be high for a bidder to justify that investment.
Astute companies have recognised the need for specialists with a combination of management consultancy, relationship, technical, commercial and delivery skills. Proven skills in these areas are scarce, and bidding without them leads to either a low chance of winning, or (perhaps worse) being awarded contracts which become loss-making and unsatisfactory for all sides.
