A management consultancy relationship

This assignment was a challenge! A large international consultancy organisation was entrenched in our client, and had been for many years. The Key Account Executive had a permanent pass issued by our client. The management consultancy ‘picked up’ assignments direct from account holders without tender action or any contractual accountability for the outcomes. The rates were at least 25% more than market rates. It required a complete turnaround, commencing with a tender exercise, putting our client in control of events, with procurement taking an active part in the relationship building.