As part of the negotiation, establish performance standards and ask for quarterly reviews against those standards. Despite the best of intentions and the most thorough contracts,
agency people are still at the mercy of demanding client staff
that may not have been party to the negotiation or even seen the
contract. They may ask for more creative versions or fail to provide
timely approvals or add additional layers that require more
management time for the agency. In these cases, procurement
can actually be a friend and champion living within the contract.
Therefore, it is critical to keep procurement in the loop after the
contract is negotiated. There should be frequent reports on progress
(weekly, if necessary) and formal 90 day reviews of all projects within
the scope of the contract. This will reduce the chance of scope-creep
and out-of-control costs.
For additional information on these tips plus other tips for negotiation, please contact Alan Krinsky Associates.