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Focus on the prize, not just the buzzBenefit-led Decision-Making

Support for commercial teams with benefit based contracts

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 and we'll get in touch for a chat about your specific needs




















Cambiel Consulting Ltd, Fasbourn Hall, Buxhall, Suffolk, IP14 3EB, Tel 01449 737867,