When you put a complex outsourcing project out to tender, you’re at the point where you benefit from maximum competitive tension among the suppliers. Joe’s view is that this is the moment – right at the outset – when you should be pushing the bidders to agree to your proposed legal terms or at least give you the best possible mark-up. But in order to do that effectively, you need to have done the leg-work internally and sorted out your business’ view on what it actually wants.

What are the three key areas to focus on?

  • Your headline terms and conditions
  • Your key commercial documents
  • Your governance provisions