Background
The client was coming towards the end of an existing global outsource arrangement for its networks and telecoms services. The existing contract wasn’t delivering value to the client and was causing multiple problems. Following an extensive strategy development phase, supported by Wavestone, the client wished to move to a multi-sourced operating model with a number of key suppliers and a larger element of retained services. The initial phase involved moving to 3 key suppliers, coupled with the development of the necessary internal capability.
Challenges
Working alongside the client, Wavestone is tackling three major areas of challenge:
- Populate the Request for Proposal (RFP) documents tailored to the specific client needs and ensure alignment and agreement from all stakeholders before issuing out the RFP;
- Define the evaluation and scoring mechanism, co-ordinate the inputs, supplier presentations and Q&A activities, identify who and how to take forward the preferred suppliers and manage the due diligence phase;
- Develop a full set of contract schedules to cover the services and associated requirements taking input from the RFP responses, refinement from stakeholders and utilising expertise of market best practices.
Answers & Key Success Factors
The client received added valued in a number of ways:
- The methodology ensured a coherent and tightly controlled approach to the sourcing programme, providing a natural progression from the RFP through to the draft schedules and final agreed contracts;
- The templates, tools and intellectual capital enabled swift development of RFP and contract documents, tailored to the specific client need;
- The experienced team was able to take a frontline role in negotiations as well as provide the necessary level of co-ordination and management between workstreams throughout the process.
Client Feedback
“The consultants were able to support and drive the project through the different phases, from strategy and designing our operating model, right through to the sourcing process and negotiating the contracts. They really know their stuff!” – Executive Director
