Buying Professional Services: How to Get Value for Money from Consultants and Other Professional Service Providers

Introduction.

PART 1 Why is Buying Professional Services Different?

1 The Professional Services Sector.

2 Why Organisations Buy Professional Services.

3 The Challenges of Buying Professional Services.

4 The Supplier Perspective.

PART 2 The Role of the Purchasing Department.

5 Aligning the Purchasing Approach with the Business Strategy, Structure and Culture.

6 Requirements and Specifications.

7 Acting as an Intermediary.

PART 3 Purchasing Approaches.

8 Governance, Influence and Demand Management.

9 Category Management.

10 Frameworks and Approved Suppliers.

PART 4 Choosing the Right Supplier.

11 The Selection Process.

12 Selection Criteria.

13 Scoring Bids and Tenders.

PART 5 Negotiating and Contracting.

14 Negotiation.

15 Understanding Structures and Costs.

16 Payment and Commercial Models.

17 The Contract.

PART 6 Managing the Service Provider.

18 Contract and Performance Management.

19 Supplier Relationship Management.

20 Sustainability and Corporate Social Responsibility.

PART 7 Conclusions.

21 What Makes a Successful Assignment?

22 What Could Possibly Go Wrong?

23 The Future of Professional Services.

Index.