What is commercial consulting and how can it help my business?
Commercial consulting focuses on optimising your business's commercial relationships, contracts, and procurement processes. Across engagements like Nissan, Smith & Nephew, and MoJ, results have ranged from 8% to 33% in direct cost savings, alongside reduced commercial risk through stronger contract and supplier management. The exact outcome depends on where the organisation is starting from.
How does public sector procurement differ from private sector procurement?
Public sector procurement must follow strict regulatory frameworks like the Public Contracts Regulations 2015, ensuring transparency, fairness, and value for taxpayers. Unlike private sector procurement, public bodies must use frameworks like G-Cloud, CCS agreements, and follow OJEU procedures for large contracts. My expertise in both sectors helps organisations navigate these complex compliance requirements while achieving their commercial objectives.
What is the OPERATE™ framework and how does it work?
OPERATE™ is my proprietary framework for successful commercial and procurement outcomes: Objectives alignment, Planning & preparation, Engagement strategy, Risk management, Award & implementation, Transition management, and Evaluation & optimisation. This systematic approach ensures consistent results across complex IT transformations and procurement programmes.
How long does a typical commercial consulting engagement last?
Engagement duration varies by project complexity. Short-term advisory projects may last 2-3 months, while major IT transformation programmes can span 12-24 months. For procurement strategy development, expect 3-6 months. As an interim consultant, I integrate quickly with your team and can scale involvement up or down based on project phases and requirements.
What makes your IT procurement expertise different from other consultants?
My 25+ years of hands-on experience spans all major IT categories: Software (SaaS), Hardware, Cloud (AWS, Azure), Telecoms, and Professional Services. I've negotiated directly with major vendors like Oracle, Workday, and IBM on multi-million pound deals. This deep category expertise, combined with my understanding of both supplier and buyer perspectives, enables me to secure optimal terms and avoid common procurement pitfalls.
Do you work with SMEs and start-ups, or only large organisations?
I work with organisations of all sizes. For SMEs and start-ups, I design scalable procurement and contract management systems from the ground up, providing a solid commercial foundation for growth. For larger organisations, I lead complex transformation programmes and optimise existing processes. My approach adapts to your organisation's size, maturity, and specific commercial challenges.
What ROI can I expect from commercial consulting services?
ROI depends on the engagement, but here's what's actually been delivered: a 33% cost reduction on a single supplier renewal for Nissan, 17% savings on a Smith & Nephew software contract, and a £120M contract moved to a new supplier as part of the first-ever MoJ FITS incumbent exit. I'd rather show you a specific result from a comparable engagement than quote a generic range.
How do you ensure compliance with UK procurement regulations?
I maintain up-to-date knowledge of all relevant UK procurement regulations including the Public Contracts Regulations 2015, Utilities Contracts Regulations, and Concession Contracts Regulations. My experience with CCS frameworks, G-Cloud, and OJEU processes ensures your procurement activities remain fully compliant while achieving your commercial objectives. I also provide compliance training for your internal teams.
What industries do you have experience working in globally?
My cross-sector experience spans globally across Public Sector (Central & Local Government), Technology & IT Services, Energy, Telecommunications, Media, Retail, and SMEs/Start-ups. Notable clients include BP, BBC, Metropolitan Police, Ministry of Justice, Houses of Parliament, Renault-Nissan Alliance, and major multinational corporations. This diverse international experience allows me to bring best practices from across sectors and regions to your specific challenges.
How do I know if my organisation needs a commercial consultant?
Consider commercial consulting if you're experiencing: high procurement costs, frequent contract disputes, poor supplier performance, compliance concerns, complex IT transformations, or lack of internal commercial expertise. Signs you need help include repeated project delays, cost overruns, or difficulty negotiating favourable terms with suppliers. A discovery call can help assess whether commercial consulting would benefit your organisation.
