In the cycle of procurement, the execution of a contract is the beginning of the most significant activity – providing the goods and/or services. A focus on performance is common, but when additional value is expected from a relationship, how does a buyer judge the potential for such value to be realised?

PSI has developed a two stage program of workshops that allows the potential relationship to be evaluated in comparison to other tenderers, and then builds upon that assessment during the contract negotiation phase. The typical services that PSI provides involve the design, development and facilitation of procurement workshops to include the following:

• Linking identified risk to workshop design.
• Identifying key factors in a relationship that need testing.
• Developing workshop agenda and materials.
• Providing key stakeholders with the opportunity to contribute to the evaluation.
• Deriving workshop content from submitted tenders.
• Ensuring that key stakeholders are fully engaged.
• Anticipating negotiation and transitional hurdles.
• Profiling the performance framework of a contract to the strategic level.
• Increasing ownership of the procurement outcomes in both parties.

To effectively conduct these activities, PSI requires the client’s contextual information, access to the key stakeholders and the evaluation / tender materials driving the procurement process.