Management Advisory Services
Panel Member
As a member of the Australian Government's Management Advisory Services (MAS) Panel, Scotwork welcomes the opportunity to provide strategic procurement advice, negotiation support, and process advisory services for government-wide procurement projects in Australia.
As a member of the Australian Government's Management Advisory Services (MAS) Panel, Scotwork welcomes the opportunity to provide strategic procurement advice, negotiation support, and process advisory services for government-wide procurement projects in Australia.
At Scotwork, negotiation is all we do. We’ve been the world's leading authority on collaborative mutual gain negotiation for almost 50 years.
We have a long and rich history of providing negotiation skills capability development, coaching, consulting and advisory services within the Australian public service sector.
We have provided extensive support to the Commonwealth on a wide range of Defence projects for over a decade, and many state government agencies too. Some recent examples including acting as lead negotiator on behalf of the Commonwealth in the Adecco recruitment contract negotiations, and being engaged by the Australian Communications and Media Authority (ACMA) to lead their negotiation process and coach the negotiation team during the purchase of a highly integrated software management system and business transformational project.
Our senior negotiation consultants have a comprehensive understanding of the Commonwealth procurement legislation and associated requirements around compliance. Furthermore, we have extensive experience in relation to the Defence procurement process and the Commonwealth contracting suites (in particular ASDEFCON). We have a deep, first hand understanding of the common negotiation issues that arise between parties in both acquisition and sustainment contracting and have extensive experience in preparing Contract Negotiation Directives and Contract Negotiation Reports, having executed these on behalf of the Commonwealth on numerous occasions.
We have confidence in our ability to help participating agencies achieve mutual gain outcomes, deliver better value for money, and build long-term lasting relationships.
We have observed and often coach senior stakeholders on several challenges they face when contracting for new capabilities, including: overcoming downward pressure on the budget; achieving strategic alignment; improving speed to contract; controlling and offsetting risk; and building trusting and enduring relationships.
Further, we are aware of the difficulty to build and maintain a skilled workforce that can manage complex projects, and can partner with you, providing tailored advice and guidance to enhance workforce capabilities in a time poor environment.
Scotwork’s negotiation practitioners can be involved from start to finish or step in at any stage of the deal, giving you a guiding hand for as long or as little as you need us.
Here's just a few examples of how we can help:
* Identify where value is being destroyed
* Assess whether there are issues in: process, skill, historic approach, capability, competence, capacity, precedent, scope, empowerment, escalation
* Create negotiation guiding principles to support your organisation
* Develop strategic objectives and options
* Assist with streamlining and managing a more efficient negotiation process
* Build a custom negotiation playbook to deliver proven solutions with consistency
The possibilities are endless...
Sometimes it can seem that a deal is dead in the water with no chance of reaching agreement. It may be that the parties positions are so far apart that breaking deadlock feels all but impossible. However, with the right strategy and techniques, it is definitely possible to break deadlock when negotiating and achieve mutual gain outcomes as Scotwork Australia consultant John Hopkins shares.
Are you suffering through interminable meetings that don't seem to be going anywhere? Sometimes, the ability to move the deal forward can feel like an uphill battle with no end in sight and the reason why may not always seem obvious. Scotwork Partner Simon Kelland found himself confronted with this exact problem 27 years ago. Thankfully, as he shares in this video - with the right training and the right tools and techniques, it is possible to progress the deal and achieve mutual gain outcomes.
There's nothing we love more than helping our clients prepare, finetune and pressure test their negotiation strategy. We get such a buzz from seeing them empowered with the skills and confidence to then put this strategy into action and achieve fantastic and sustainable outcomes on cost reduction projects such as this.