Typical scenario

There has been a strategic decision that contracts for products and services should be awarded based on delivery of benefits, not just capability. Some contracts will incentivise suppliers financially to realise benefits. The commercial team recognises that badly devised contracts will lead to adversarial relationships with suppliers, and are unlikely to deliver best value. They also recognise that incentivising the 'right' supplier behaviours will be critical to success.

What we do

• Work with commercial and contracts teams to embed benefits planning, including highly visual benefits maps, into contracts:
  • Clarifying scope and value
  • Measuring the 'right' things
  • Gaining business ownership of delivery
  • Identifying a full range of business changes and establishing which of the purchasing or supply organisations is accountable for delivering them

How it helps

• Supplier proposals can be compared and evaluated on a like-for-like basis
• Negotation can take place based on properly prioritised benefits
• The contract becomes a management information tool for the business, rather than a 'file and forget' document used only in the event of disputes

Email information@cambiel.co.uk and we'll get in touch for a chat about your specific needs

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

• Solutions
• Development of benefit information for partnership planning, measurement and reporting
• Facilitation of benefit mapping workshops for the partnership
• Coaching in benefit-led decision making for lead partners
• Support for sales teams to establish Benefit Management as a key differentiator in their strategic selling approach.
• Support for sales teams to respond effectively to individual outcome based tenders
• Support for commercial teams with benefit based contracts
• Support for measurement and reporting teams to improve their provision of benefits information
• Training and coaching for Portfolio & PMO Leaders to improve their use of benefits information
• Personalised coaching for experienced facilitators to run Benefits Mapping Workshops
• Strategy and prioritisation sessions for senior decision makers
• Development of benefit led business cases