Re-Negotiating with a Powerful Incumbent

Sydney - 5:00pm Tuesday 11th July 2017

A government organisation was three years into a $100m a year contract for remote offshore logistics. Established with some urgency, this was a mission critical contract.

There was growing dissatisfaction over cost, leading to inappropriate behaviours, new interpretations of the contract, the withholding of payments and, unsurprisingly, climbing levels of disagreement.

There were strong drives towards termination and tendering—a costly and potentially risky approach. This could only be avoided if direct negotiation produced a significant cost reduction and confidence in the value for money.

The result was a reduction in cost of around 30%, and a relationship which remained in place for nearly a decade.

This is a unique opportunity to work through this case study—examining approaches to improve commercial opportunities and dispute resolution through strategic negotiation.

If you are interested in attending this Beyond the Table session, or to be invited to another, please let us know.

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Beyond the Table

 

Beyond the Table sessions are round table discussions held for our clients and colleagues. They focus on topics of interest, typically around negotiations or project recovery, and hone in on practical answers to challenging issues. Conversations focus around actual case studies and experiences, with names and dates changed to protect the confidentiality of the participants.

Sessions are by invitation only and are limited to small groups of up to 15 people, They are run approximately every six weeks in Melbourne, Sydney and Canberra.

Refreshments are provided.

If you would like to attend one of our sessions please drop us a line.

 

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An Insight

John Glenn, Managing Director

John facilitates most Beyond the Table sessions.

John is an experienced and successful strategist, negotiator and dispute resolver.  He has a wealth of experience in the delivery of complex programs, often with significant technology and logistics components.  He has operated in both the public and private sectors in project delivery and senior executive roles, and is often in demand to lead rapid intervention and project turn-around work.

Kiah, under John’s leadership, has been awarded two Defence commendation for its work in remediating some of the most challenging problems.

John holds multiple tertiary qualifications in computer science, electronics and management and is a graduate of the Australian Army Command and Staff College and the Royal Military College, Shrivenham, UK (Div I).  He is a nationally accredited mediator, a member of the Australian Institute of Arbitrators and Mediators, Australian Institute of Company Directors, Australian Institute of Management and the Royal United Services Institute.  He is a registered Gateway Reviewer for the Federal, Victorian, Queensland and New Zealand governments.