Case Studies

Rapid program establishment in a public-private sector collaboration

A government client seeking to establish an unorthodox public– private sector collaboration. Objective: To provide a safe place for client and industry participants to rapidly establish cross-company teams for the accelerated adoption and innovative use of technology to deliver near-term outcomes. Essentially a think-tank with the added complication of industry participants sharing IP and know-how […]

Remediating a long running dispute of a $1 billion contract on brink of failure

A government client seeking resolution to contract stalemate. Objective: To break a three-year dispute over service delivery and costs that had put a $1 billion-plus contract on the brink of failure. Kiah approach: Together with Norton Rose, used legal advice, negotiating strategy, support for mediation and contract restructure to save the program. Once upon a […]

A $100 million contract dispute – strategy, negotiation, management of legal and consulting

A government client awarded a contract for remote off-shore logistics, emergency and medical services, facilities contraction and maintenance, catering, and cleaning services. The contract was worth more than $100 million per annum, had been in place for three years, and had a six-month renewable term. Client staff were dissatisfied and viewed the contract as over-priced. […]

Facilitating complex decisions rapidly

The problem: Our public sector client had received advice, through an external review, that a critical piece of hazardous storage infrastructure was no longer safe to use. The recommendation was due, in part, to the natural decay of the facilities through underfunded maintenance, and a change in the local land use that had seen the surrounding […]

Sweating the asset – a public sector approach to allowing commercial use of a facility

The problem: Our public sector client operated a bulk fuels facility located alongside a public port. The facility, of several million litres, was a strategic facility for the client and provided a fuel reserve (in case commercial supply lines were interrupted). The client recognised that to continue operating the facility, would need specialist skills that were […]

Gaining value in a commodity contract and deal negotiation

A government client sought to purchase telecomms services on behalf of itself and 50+ partner agencies, across 120 countries. When does a commodity contract become something more? Objective: To help the client clarify its evaluation process, prioritise its requirements, and negotiate a sustainable deal which would succeed for both parties over the long term. Kiah approach: Look […]