Selling partnerships requires specialist skills
Deals in all market sectors have dramatically changed over the last 5 years. Most procurements are now 'business-led', with the end-client focusing on core business and transferring non-core activities to a partner. There is increasing emphasis on delivering genuine benefits through business transformation, partnering and the use of model contracts.
Relationships, sales, bids and negotiations must evolve
The skills needed to qualify, bid, negotiate and deliver such business have radically changed. 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.
Lock-out will become a significant issue
Contracts have become 'must-wins' as the trend is for durations of over 5, 7, 10 years or more. This means that failing to win the initial contract leads to being 'locked-out' of discretionary spend for that period. Business-led partnerships exacerbate this effect as the successful partner will be taking future revenue streams which may traditionally have been spent via frameworks.