Sourcing & Transition

Too many sourcing deals fail to deliver what was promised. Suppliers over-promise. Buyers underestimate what an incoming supplier has to take on. A procurement process built for buying commodities strains under a complex transformation deal, and tight deadlines lead to contracts signed on a promise to work out the detail later. The problems take time to appear, and by then they are hard to fix without straining the relationship.

Even a strong supplier on a well-built contract is not enough on its own. The real work starts once the contract is signed. Regret sets in quickly if the bid team is replaced by a weaker delivery team, and a supplier chosen for its ability to run a service may struggle to set it up or take it over from someone else.

How we work

We have no ties to any supplier and have worked with many, so our view of the market is independent and grounded in experience. We work alongside your team to set clear objectives, decide how to approach the market and build a value case people can test. We design and run the tender, work with your lawyers on the contract and prepare your people for the new service. Then we plan the transition with realistic dependencies, because that is where many deals go wrong.

For a global insurance broker, we took two service towers from first RFP to preferred supplier in under four months, then led the transition into service. Read the case study