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Click for slide: Planning for negotiations Click for slide: Managing the Supply Chain Click for slide: Other agreements Click for slide: Ensure the right contract is in place Click for slide: Agree service levels Click for slide: Prepare for change Click for slide: Ensure that there is a clause addressing dispute resolution Click for slide: Selecting a preferred bidder Click for slide: Produce evaluation plan Click for slide: Agree draft contract
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What you need to do

For complex procurements where the negotiated route can be justified, contract negotiations are time-consuming and intensive but are key to the success of the project in achieving the right deal with the right supplier. Planning is essential to ensure they stay on track. Identify the order in which parts of the contract are to be tackled, the review points, and who is involved in developing and reviewing them.

Identify specialist resources, legal, financial, technical etc and ensure they are available when required.

There will be a lot of documents exchanged with suppliers, so ensure there is a configuration management plan in place to cover version control, routing, storage etc, and resources to implement and manage it.

Points to consider

Tackle the difficult issues early

Do negotiators know the extent to which they can make agreements without referring upwards?

Are negotiating and fall-back positions clear?

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