Contract management the key to unlock your influence - Dr Jo Meehan

Contract management: The key to unlock our influence?Dr Jo MeehanSenior Lecturer in Strategic PurchasingDirector of Liverpool MBA

[email protected] @drjomeehan uk.linkedin.com/in/drjomeehan

The complex world of value

- Value for Money- Benefits minus sacrifices- Temporal element (whole life costing)- Perceptions of value (anchored as either low or high pricing

scales)- Value perceived by who?- Objective measures of value- Not everything has a £ value or can be assessed by CBA- People, planet, profit- Values (as opposed to value) adds further layer of complexity

Procurement’s value challengeStatus and relationships- Not involved early enough- Procurement’s position to challenge and influence- Everyone thinks they are a buyer

Infrastructure and functional maturity- ‘Let and forget’ approach to contracts- Market knowledge- Commercial transparency of cost across supply chain- Internal transparency of cost- Lack of data- Deficits impact rationality

Are we looking in the wrong place?

Early involvement

Strategic positioning

CONFLICT!!

Another way: Start at the end…

- Contract management

- Procurement maturity

Questions