Procurement Service Case Studies in the United Kingdom


Case study 1 -Higher Education – Procurement delivery

A UK University wished to replace its telephony and mobile phone infrastructure.  The existing agreements were very old, and the technology was becoming unsupportable.

Jon designed and ran a Competitive Dialogue procurement for the University, creating the detail requirements and using a diverse range of stakeholders to contribute to the project.  BT/Avaya was selected as the strategic solution.  The University now has an up to date and advanced solution which can be further developed as the University moves ahead.


Case study 2 - Energy sector - Negotiation

Jon created, prepared and led a negotiation team of 3 expert negotiators together with legal and IT specialists to undertake contract renegotiations with major IT suppliers (including IBM, Accenture, WIPRO and Infosys) for their AD/AM programme (contract values in excess of £500m). This was a complex procurement also including over 10 different categories of software including industry specialised products such as Digital Oilfield Technologies (DOFT). The organisation successfully completed negotiations making savings of up to 40% on existing run costs.



Case study 3 - Retail - Sourcing Strategy

As part of the John Lewis’s IT Transformation programme, Jon assisted John Lewis Partnership (JLP) with the enhancement of its strategic IT sourcing approach.  This work included the creation of a sourcing framework and sourcing decision model, together with an organisational review and support for staff communications.  Jon also assisted with quick win improvements for 3rd party supplier management, proposed a development approach for better demand management of IT resources, ran a market test for a portfolio of IT services including major projects and an integrated testing solution, and trained over 100 JLP partners in intelligent sourcing.


Case study 4 – Bid development

Successfully led programme management and commercial activities in Serco’s winning bid to Transport for London (TfL) for the £140m London Cycle Hire Scheme (LCHS). Working across Serco and with selected external suppliers, identified and created the Serco supply chain for LCHS, which includes Public Bike Systems (a Canadian consortium), Logica and Serco’s own IT organisations and many other suppliers.  Identified and retained legal advisers to review the proposed TfL contract and prepare Serco’s commercial position, advising senior Serco management and achieving substantial movement in TfL’s initial positions.  Drew up the key sub-contracts and initiated parallel negotiations with the suppliers, including Logica for software development and LAGAN for CRM systems.