As published in The Mandarin October 29, 2024 by Kiah MD John Glenn It’s de rigueur to run performance-based contracts. Deliver the agreed performance, get paid. Don’t meet the performance standard, get paid less. Should make sense, but does it? Do the job, get paid In a business-to-business (B2B) relationship, if a company delivers faster,…
As published in The Mandarin November 7, 2023 by Kiah MD John Glenn I’m not against the ‘Big Four’ — they have things to offer. They just shouldn’t be offered everything. Setting aside the egregious behaviours of a few, the bigger problem is their extraordinary exclusionary access and influence. It has created an oligopoly across…
As published in The Mandarin September 5, 2023 by Kiah MD John Glenn Enough with the noise about the ‘Big’ 4, and the parallel Defence MSPs. Few would disagree that ‘Big’ has a stranglehold on the professional services government spend. Even with a greater in-house capability in our public service they can’t and shouldn’t replace…
Negotiation is the process of trading something of value for something you value more. Deadlock is where there is no movement. It happens when creating a contract, during delivery, around change proposals. It happens within organisations – particularly where groups must work together but have different agendas or outcomes. Sometimes deadlock is real – there…
*Warning, it’s unsafe Any conversations that suggest alternative contracting models can engage companies to deliver social outcomes, acting in the public interest over their own, are based on a false premise that industry will subjugate their own interest in favour of their clients’ interests. Businesses do not exist for the public good. They may do…
As published in the Mandarin 23 May, 2022 Talking about building strategic partnering relationships is the flavour of the month, especially in Defence where there always seems to be a search for a model that works better than what is happening now. I don’t think that is a bad goal, by the way, but we…
We are seeing a plethora of “Program Offices” being established – if you haven’t got a “Program” you’re not in the game. But a Program is not without cost. You only want one if it adds real value, and if you do want one you had better know what it is that you want. Caveat…
As published in the Mandarin March 14, 2021 by Kiah MD John Glenn An early lesson as a boy on a farm was that you don’t leave a dog unattended in a sheep pen. They revert to instinct, and so it is with the Defence Major Service Provider Program — its MSPs. In early 2018,…
