Business-led deals require 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, shared services, information assurance and sustainability.
Procurements and negotiations have evolved
The skills needed to qualify, bid, negotiate and deliver such business have radically changed. Procurements procedures such as Competitive Dialogue can lead to excellent win-win contracts, but are an expensive and demanding process which require experienced practitioners on both sides to deliver an optimum deal.
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.