Insights & Observations
The public and private sectors live in their own swim lanes. Too often forgetting each other’s purpose and misunderstanding perspectives.
I want to share what I’ve thought and what I’ve learned. Testing how we govern, measure, and deliver public services, through the public and private sectors, and at the intersection of the two
You will find a mix of articles published on this site, and often elsewhere.
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Latest posts
- Negotiating is trading, not conceding
In my last article I highlighted that interests matter: understanding what you and the other party actually want from a negotiation. This seems obvious because, ultimately, we need to satisfy enough of the other party’s interests if we are going to come to an agreement. But this raises the question,… - Tips, tricks, and things to think about
I’ve been doing some work. Just a little consulting, and I’m enjoying it. Not because I am chasing the work, but because it’s good to be helpful. Good advice unfettered by the need to find the next job or grow a business. It’s probably what I always really wanted to… - in defence of Defence
This article was published in The Mandarin 24 July 2026. I have added some commentary for subscribers. In hindsight, I am not sure I really homed in on the message I was trying to get across. This isn’t an article about procurement, it’s about trust. Governments lose confidence when the options presented appear incomplete…
Occasional papers
White papers, deeper opinion pieces, and submissions to government generated here, and over time inside the company I ran. Click link to download
Observations and commentary
The status quo leads us nowhere new.
Critical reflections and sharp opinion pieces on how government works — or doesn’t.
Practical practices
Real-world tools, tips, and strategies — tested in practice — to help you get the job done.
- Negotiating is trading, not concedingIn my last article I highlighted that interests matter: understanding what you and the other party actually want from a negotiation. This seems obvious because, ultimately, we need to satisfy enough of the other party’s interests if we are going to come to an agreement. But this raises the question,…
- Tips, tricks, and things to think aboutI’ve been doing some work. Just a little consulting, and I’m enjoying it. Not because I am chasing the work, but because it’s good to be helpful. Good advice unfettered by the need to find the next job or grow a business. It’s probably what I always really wanted to…
- Negotiations aren’t just for negotiators
As published in The Mandarin December 3, 2024 by Kiah MD John Glenn If I had realised this when I first started out my life would have been much easier – everywhere! I would have got more of what I wanted to achieve with much less angst. At home, at…
Pursuits and procurement
Two sides of the same coin. From writing RFT’s to understanding both government buying and selling.
- DTA review doesn’t deliver whole picture on government contracts
First published in The Mandarin 9 February 2026 The Digital Transformation Agency has released the strategic review of the whole of Australian government single seller… - Negotiations aren’t just for negotiatorsAs published in The Mandarin December 3, 2024 by Kiah MD John Glenn If I had realised this when I first started out my life…
- If KPI’s work, why doesn’t my contract?
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… - Stop wasting your time with contract management
As published in The Mandarin September 10, 2024 by Kiah MD John Glenn I know I’m a heretic. Surely, it’s obvious we need good contract… - How government can break free of the Big Four consulting firms
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….
AI in practice
Exploring how AI is changing the way we think, write, decide, and deliver — especially in public work.
- AI, and all that I fear
First published in The Mandarin 26 March 2025 AI, and all that I fear “It’s too new. It’s just guessing. I don’t know how it…
Negotiation & Influence
On how we reach agreement, navigate power, and shape the conditions for good delivery.
- Negotiating is trading, not concedingIn my last article I highlighted that interests matter: understanding what you and the other party actually want from a negotiation. This seems obvious because,…
Defence
Recent thinking on delivery, procurement, and reform inside Australia’s Defence environment.
- in defence of DefenceThis article was published in The Mandarin 24 July 2026. I have added some commentary for subscribers. In hindsight, I am not sure…
- How will Marles’ defence procurement plan make a difference?
No one has cracked defence procurement. How will Marles’ plan make a difference? - Veteran suicide – when doing your best isn’t good enough
It’s the scout’s creed “Do Your Best”, but sometimes doing your best just isn’t good enough. As published in The…