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Public and private sector organisations are spending huge amounts of money buying professional services, and most are doing it badly, without sufficiently rigorous procurement processes or an adequate understanding of the marketplace, resulting in wasted money and disappointing outcomes.
Even among those organisations with formal procurement processes and techniques, many are applying them inappropriately and therefore achieve similarly poor results. On the other side of the fence, many professional services firms don`t understand how the increasing application of procurement processes could affect the way they get business and work with clients, the way they charge and, ultimately, their profitability. Furthermore, while they are working together, both professional services providers and their clients too often behave in ways that reduce the potential benefits to both parties.
Using real examples from a range of private sector firms, government departments and the professional services firms themselves, this book explores what users and providers of professional services need to do to ensure that the users` money is well spent and the providers` earnings are well earned.
ISBN-9781846683251
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Pages : 256
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