0039597

APPENDIX 6: PSSFA Ref. No.
CASE/2653: Details of Contractors' Experience (per category) - WORK STREAM 2

Workstream category
Ann Caldwell
Procurement Strategy
In private sector especially
Development & Implementation offshore drilling and logistic
support.
Cornwell
nCornwell have developed
and implemented
procurement strategies for a
range of services and
commodities.
nFor example, Cornwell

has recently completed a
procurement strategy for the
UK Research Councils for the
provision of shared
administrative services.
nPublic Sector
procurement specialists
having worked for on
procurement related projects
for all areas of the sector
including: central civil
Departments, MoD, Agencies,
Devolved Assemblies, the
National Health Service, Major
Local Authorities, Scottish,
English & Welsh RDAs and the
Scottish Executive, both
Houses of Parliament and The
Scottish Parliament, The
Emergency Services and
Housing Associations.
nVarious Private sector

organisations such as: Virgin
Trains, Britannia Airways,
Dixons Stores and various
Financial Services
Organisations.
ry) - WORK STREAM 2

Expedience 21
Keith Outerside
Symbia
Improvement Service 2006.

Options appraisal and business
case development for a Centre of
Expertise for the strategic
management of 2bn annual Care
expenditure
Danida (Danish
International Development
Agency), development of a
Joint Procurement Policy,
liasing with representatives,
facilitating workshops
developing the policy;
developing and writing, a new
procurement policy and
associated procurement
guidelines; researching the
procurement policies and
procedures of international
aid donors and advising on
the their format and contents
Development - using your
business requirements to
shape all procurement
strategies and define the
success criteria essential to the
delivery of improved
shareholder value, using a
suite of procurement analysis
and implementation tools
Development of the future

operating model and governance
strcture for Centres of Expertise
across Scottish Public Sector
2006
Department for
(DFID) (1999-2003):
Implementation - the value
powerhouse where strategy
becomes reality through the
implementation and
management of plans and
actions, highly results driven
from concept to doing the deal
and underpinned by our
balanced score card to assure
effective delivery against
targets.
Project Manager for Stage 2 EGF

Bid for the establishment of a
Local Authority Centre of
Procurement Excellence (2005/6)
Advisingprocurementandnonprocurementstaffontheuseand
applicationoftherestrictedand
negotiatedEUProcurementand
supportingthedevelopmentof-
output-basedspecifications.
Glasgow City Council Comparison of eProcurement

offerings and Corporate
Procurement Strategy and
Business case (2004)
Trainingandbriefingprocurement
andenduserstaffontheapplication
oftheEUDirectives
Peterborough City Council Strategic review of procurement
Writingproceduralandpolicy
guidance(EUprocurementandaid
untyingissues)
Development of Shared Services

business case for Kent County
Council
South Ayrshire Council 2001.
Procurement Strategy and org
design
NHS and Local Authorities Specific advice on telecoms

strategy
Implementation of Telecoms/Data
Convergence recommendations,
including project management of
multi-vendor and IP telecoms
networks
Private sector experience of

developing procurement strategy
and organisation design, resulting
in regional, national and paneuropean approaches to
procurement management and
decision-making
Briefingsuppliersandtrade
organisationsonDFIDsaiduntying
Deliveringarangeof
procurementtrainingseminars
andworkshops
Tribal
QP Group
Examples of where Tribal has

provided advice on
procurement strategy and
implementation include:
QP Group have designed

and implemented
procurement
transformation
programmes for many large
multi-national companies.
We use cross-functional
teams and engage
stakeholders at all levels to
ensure that significant
benefits are delivered to
the organisation.
For the Department of

Environment, Food and Rural
Affairs a procurement strategy
for evidence and innovation
services across the department
upon which 400 million is
spent each year and a plan for
embedding the strategy.
QP Groups Sourcing
Management methodology
and way of process
application have been
developed and refined over
the past ten years. In
addition to the cost savings
achievement, our
programme and our
consultants add value
through;
Financial and procurement

advice for the reconfiguration of
health services throughout
North Staffordshire based upon
the expansion and
redevelopment of the City
Hospital and closure of another
site.
Establishment of
procurement infrastructure
strengthening sustainability
and continuous
improvement
Skill and knowledge

Development of a procurement transfer to ensure
strategy and evaluation criteria procurement self-efficient
for
an
EDRM
system sustainability
procurement for the Foreign
and Commonwealth Office.
Raising the profile of
procurement within the

organisation
Ensuring procurement
objectives are aligned and

supported by the corporate
organisation
Establishment of a
roadmap for the follow-on

sourcing initiatives and
delivery of the clients
sustainability agenda
Change of the
behaviours and ways of

working aimed at building a
world-class procurement
team
Refer to QP Group
Diagrams tab
Fazer - Nordic food

producer and services
group: supported the
implementation of
procurement strategy into
the global organisation and
worked with the client to
re-design the procurement
organisation to support
organisational objectives.
Merck - Global
pharmaceutical company.
Supported the
implementation of
procurement strategy into
the global organisation.
APPENDIX 6: PSSFA Ref. No. CASE/2653 - Details of Contractors' Experience (per category) - WORK STREAM 2
Workstream category
Ann Caldwell
Value for Money (VFM) Reviews In public sector, as part of every

& Recommendations
major procurement.
Cornwell
nCornwell has often
reviewed VFM as part of wider
for clients.

assessed on behalf of the
Armed Forces Pay and
Personnel Agency the VFM of
a non-competitive proposal by
one of their strategic suppliers
to develop a new software
application. Our review led to
a reduction in the contracted
price of the development.
nPublic Sector
Financial Services
Organisations.
ory) - WORK STREAM 2

Expedience 21
Several business cases to support
value of investment across public
sector organisations - People and
Process (organaisation design);
and Technology e(eProcurement
Scotland, GSM Gateways)
Advising on Telecoms/Data
Convergance (NHS, LA) to
develop VFM recommendations +
implementation
Keith Outerside
Symbia
Department for
(DFID) (1999-2003):
VFM reviews undertaken in

accordance with HM Treasury
guidelines, reviewing financial
and non-financial issues that
impact on project delivery and
value realisation
Application of Symbias market

intelligence and procurement
consultants experience and
knowledge to develop optimal
VFM recommendations that are
realistic and achievable.
Development and implementation

of business cases to support GSM
gateway technology to achieve
VFM
Trainingandbriefing
procurementandenduserstaff
ontheapplicationoftheEU
Directives
Gateway Review of major multi

bn programme in DWP.
Particular responsibility as part of untyingissues)
the team to focus on the selection,
contractual arrangements,
management of private sector
partners and programme risk
Deliveringarangeofprocurement
trainingseminarsandworkshops
Inland Revenue (19841996):

Negotiatingacomplexpublishing
contractdesignedtofulfilthe
Revenuesobligationsundernew
OpenGovernmentregulationsand
developanappropriateincome
stream.
NegotiatinganITcontractforthe
developmentofArtificial
Intelligencesoftwaretoassistwith
thenewSelfAssessmenttaxregime
Between1990and1996managing
numerouspurchasingprojects
In1995-6ProjectManagingthe
computerisationoftheregistrysystem
Tribal
Examples of where Tribal

has undertaken Value for
Money (VFM) reviews and
provided recommendations
include:
QP Group
As part of our Category

Management processes, it
is standard practice for us
to conduct VFM reviews to
benchmark processes and
current prices. The
process, which can take
between two and six
weeks, then leads to a list
of recommendations which
assists in the prioritisation
of tasks.
We integrate our core

frameworks into the
organisations existing
processes and apply QP
Group's methodology to
ensure the right solution is
reached. Our methodology
focuses on the
requirements needed to
deliver targets in
conjunction with process
design and improvement
against Best in Class
practice. This is the
foundation of the
establishment of a
roadmap for the follow-on
initiatives and the
sustainable long-term
benefits to meet a
sustainability agenda.
Refer to QP Diagrams
tab
At Barts and the Royal

London NHS Trust, preparation
of business cases for the PFI
re-provision
of
hospital
buildings costing 1 billion
capital including financial option
review, costing reviews and
evaluation, business planning
support and value for money
assessment.
For Southampton City
Council, undertook detailed
service reviews using the KLoE
methodology and provided
leadership and mentoring for
divisional managers. Oversaw
procurement of the contractor
partner for a 25 million
programme and reviewed the
design consultancy partnership
for VFM.
Isle of Wight - Public

sector. Review of
procurement processes
within the council and
measurement against best
practices. Compliance to
procurement related
legislation investigated.
Nordic Manufacturers Facilitated collaboration

and exchange of nonconfidential information to
strengthen each clients
market position.
Fazer - Nordic food
group. Product
rationalisation and
standardisation.
Workstream category
Spend & Opportunity Analysis
Ann Caldwell
Please see details of experience
listed in the Strategic Sourcing
category
Cornwell
nCornwell has undertaken
spend and opportunity
analyses both as part of
strategic sourcing projects as
well as in discrete projects
focused on a single category
of expenditure.
nFor example,
Cornwell reviewed the
MODs outsourced
Electronic Service and eProcurement projects, to
ensure they delivered
benefits to the
Department. Through
analysis of the MODs
spend data, and
benchmarking against
industry best practice, we
demonstrated that the
projects did offer overall
benefit and should
continue. This has
resulted in the
department saving several
million over the lifetime
of the contract.
nPublic Sector
procurement related
projects for all areas of
the sector including:
central civil Departments,
MoD, Agencies, Devolved
Assemblies, the National
Health, Major Local
Authorities, Scottish,
English & Welsh RDAs and
the Scottish Executive,
both Houses of Parliament
and The Scottish
Parliament, The

organisations such as:
Virgin Trains, Britannia
Airways, Dixons Stores
and various Financial
Services Organisations.

Expedience 21
Keith Outerside
Symbia
Many examples of conducting

detailed analysis of expenditure
and prioritised opportunity
assessments. Specific to Scottish
Public Sector:
Department for
(DFID) (1999-2003):
Review procurement practices

for your priority categories
determined by criticality,
volume, value, risk and
geography to identify and target
opportunities and quick wins.
Scottish Enterprise (2001)
Analysis of supply and demand

market, your position relative to
best practice, benchmarking
performance and targets and
the influencing factors of new
technology and market trends.
oftheEUDirectives
Methodology for Category

Management:
untyingissues)
Using well tried and widely

understood tools that enable
procurement to be approached
through category management.
South Ayrshire Council 2001
NHS BPI Business Case 2003

West of Scotland Councils
eProcurement Scotland BPI
Business Case 2004
Category management is the

generic term to describe the
supply chain management
activities associated with
procurement by spend category
rather than deal by deal or
supplier by supplier. The main
focus is on meeting business
requirements through
stakeholder engagement and in
doing so delivering improved
value
Scotland Excel, 21 partners (2006) Deliveringarangeofprocurement

Traditional perspective on procurement;

looking in turn at deals, events or suppliers
Category
management
Business
requirements and
spend category
Tactical and reactive limiting power vested
in the buyer and the delivery of value

stream.
Strategic & proactive

Knowledge driven
Compliance by users
Added client value
and improved SCRM
Tribal
QP Group
Tribal can demonstrate specific

examples of where we have
undertaken spend and
opportunity analyses, including:
QP Group has conducted

Opportunity Analysis
reviews globally, across
many business sectors and
categories of spend, both
direct and indirect. Some
of the areas which we
believe may be of interest
to the Scottish Public
Sector are listed below.
Indirect Spend
Categories: Temporary
labour, stationery, logistics,
courier services, work wear
& laundry, travel, IT
(software & hardware),
marketing, printing, fleet,
telecoms
Outline and full business case

development and support for a
number of Scottish NHS
organisations and hospitals
including a cardiac centre for
west/central Scotland, a new
dental centre in Dumfries, a
new Forth Valley Acute hospital
at Larbert, a new acute hospital
in Lerwick and a new
community hospital in
Clackmannanshire.
During the
Spend/Opportunity
Analysis, we gain a clear
understanding at a high
level of the current status
of your procurement
function. We then identify,
validate and prioritise
opportunities of categories
which become the targets
for a Sourcing Management
initiative.
Evaluation of the operation of

the Better Neighbourhood
Services Fund, a 4-year 120
million programme, for the
Scottish Executive.
Refer to QP Group
Diagrams tab
For the Hampshire NHS Trust,

supported 14 Trusts in the
evaluation and negotiation of
an
F&A,
payroll
and
procurement services business
outsource contract. Managed
the negotiation, led on the
commercial
framework,
facilitated the service definition
and developed the full business
case.
Fazer - Nordic food

group. Opportunity
Analysis conducted for 3
waves of category
management activities
covering over 15 categories
of spend identifying a 15%
savings opportunity.
Kaiser - US health care

provider. Initiated and led
Opportunity Analysis of
over 30 categories.
APPENDIX 6: PSSFA Ref. No. CASE/2653 - Details of Contractors' Experience (per category)- WORK STREAM 2
Workstream category
Strategic Sourcing
Ann Caldwell
Cornwell
In private sector, extensive

experience of supply base analysis,
contract convergence, leveraging
spend and identifying
opportunities.
nCornwell has helped

many organisations realise the
benefits of their collective
purchasing power through a
strategic approach to sourcing
key products and services.

undertook a high level,
budget-led assessment of
Rotherham Metropolitan
Borough Councils corporate
procurement strategy and
purchasing practice. We
identified potential for shortterm cost savings and a
coherent, corporate
framework for long-term
efficiencies.
nPublic Sector
procurement related
Health Service, Major
and The Scottish
Parliament, The

ory)- WORK STREAM 2

Expedience 21
Keith Outerside
Symbia
Peterborough City Council Strategic review of procurement

incl commodity
development/implementation in
temporary labour and telecoms
Department for
(DFID) (1999-2003):
Symbias strategic sourcing

capability is accomplished at
undertaking planned
negotiation and management
of business-wide agreements,
developing and overseeing
policies governing purchasing
activities, material and
equipment management, and
the coordination of strategic
sourcing efforts at
decentralised or remote
locations with the aim of
securing price competitiveness,
high quality, high supplier
capability, and effective
innovation.
Scottish Enterprise (2001)

implementation of strategic
sourcing across 4 commodities
Undertaking strategic sourcing

is done with the key emphasis
on support the executives aims
and objectives, taking
organisation-wide
considerations for strategic and
financial decision making.
12+ years industry experience in Trainingandbriefingprocurement

strategic and operational capacity andenduserstaffontheapplication
within major blue chip
oftheEUDirectives
organisations. Considerable
experience of strategic sourcing
across a broad range of
commodity, service and capital
equipment groups, ranging from
<1M to in excess of 1bn
expenditure. One example
provided:
Innovation is intrinsic to the

Symbia approach with new
methods and practices
encouraged and promoted to
produce more cost effective
efficient solutions and
opportunities.
untyingissues)
Philips Lighting BV. Responsibility
for facilitating the strategy
development for two commodity
groups and the subsequent buy-in
of those strategies across the
organisation's 70+ European
plans, including the project
management of international
multi-functional competence
teams working for each
commodity area (packaging
600M pa; and products for resale
1bn pa). Role incorporated all
expected strategic activities
profiling of the commodity,
understanding the market,
assessing total cost and
alternatives, tendering, focusing
on waste reduction, assessing and
measuring suppliers, reducing
total supply chain costs.
stream.
Tribal
Tribal has provided strategic

sourcing advice to a wide
number of clients and recent
examples include:
QP Group
QP Group has helped many

companies deliver growth
to the bottom line and at
the same time introduced a
way of working which
allows companies to
continue to do so long after
QP Group has left the
client.
QP Group will introduce our

proven Sourcing
Management Process and
tools, tailor them to meet
the client's sourcing
requirements and drive for
savings delivery.
For the Department of Health,

development of the business
case for a collaborative
procurement hub to undertake
purchasing and supply chain
activities on behalf of two
strategic health authorities.
Our process is designed to

have a focus on driving
value for money by
defining the business
requirements in alignment
with the client's ultimate
procurement objectives at
an early stage in the
process (Stage 2), based on
which the service level
agreements for each
category will be put in
place with the suppliers
and eventually serve as the
baseline for the Key
Performance Indicator
measurement and supplier
performance review
mechanism. Cost savings
are achieved on top of the
establishment of this vital
procurement infrastructure.
Support to the implementation

of a collaborative procurement
hub to lead cost effective
purchasing and supply chain
activities on behalf of the
Shropshire and Staffs Strategic
Health Authority.
In Strategy Creation and

Approval (Stage 3) we work
with the client to perform
strategic analysis at a
category level using tools
such as Supplier
Preferencing, Portfolio
Analysis, Porters Five
Forces, SWOT, PPCA etc.
Refer to QP Group
Diagrams tab
Fazer - Nordic food

group. Delivered Sourcing
Strategies for 10 key direct
and indirect spend
categories including travel,
marketing and beverages.
Ipsen - European
pharmaceutical group.
Delivered category strategy
for capital and
construction.
Myllykoski - Global paper

manufacturer. Defined
sourcing strategy and
category strategy for
follow-on initiatives
resulting in savings of 50
million above the strategic
plan and a further 240
million over three years.
Workstream category
Procurement Process
Improvement
Ann Caldwell
Cornwell
August 2006 working on

acquisition of spend data MI tool
for the Scottish public sector. In
provate sector, involved in
numerous process improvements,
particularly improvements in
transactional activity, transfer to
functions to managing contractor
and implementation of systems,
particularly SAP
nCornwell has helped

transform the performance of
the sourcing function of many
organisations by working with
senior management and staff
to improve their organisation,
processes and systems.
nFor example,
Cornwell led a process
improvement programme
at the Office of the
Parliamentary and Health
Service Ombudsman,
designed to reengineer its
procurement function. We
developed the centre of
excellence for
procurement within the
Ombudsmans office,
laying down new
processes for procurement
in accordance with
industry best practice and
enabling the procurement
function to work flexibly to
support the different
needs of the offices
business units.
nPublic Sector
procurement related
and The Scottish
Parliament, The
nPrivate sector

Expedience 21
Keith Outerside
Symbia
As part of eProcurement Scotland

programme - Purchase to Pay
reviews and recommendations in
several public sector bodies; ePS
implementation
Department for
(DFID) (1999-2003):
Symbia has developed process

maps and waste identifiers to
ensure that the procurement to
pay cycle is delivered at its
most efficient. Through our
experience we have the ability
to reduce the complexity of the
process whilst maximizing the
efficiencies. Through evaluation
of an organisation's data we
also have the capabilities to
identify where waste is being
added into the supply chain
through non approved vendors
and the tools to recify this,
whilst maximising the buying
power of our clients
Streamlining of procurement
methods, including warehousing,
stock holding and associated
methodology
Through evaluation of an
organizations data we also
have the capabilities to identify
where waste is being added
into the supply chain through
non-approved vendors and the
tools to rectify this, whilst
maximizing the buying power of
our clients.
Significant industry experience

across the breadth of supply chain andenduserstaffontheapplication
competencies, including
oftheEUDirectives
programme of rationalisation of
supply base, streamlining
methodology, production planning,
balanced scorecard for ongoing
vendor rating, utilisation of
Kanban and other control
methodology, self-billing, low value
order processes, implementation
of rigorous supplier assessment
methodology pre ITT,
implementation of SAP
untyingissues)
stream.
Tribal
On a number of occasions
Tribal has provided advice to
public sector clients on
procurement process
improvement. Some recent
examples include:
QP Group
As part of our Category

Management processes, it
is standard practice for us
to conduct a procurement
"Health Check where we
measure current processes
against Best in Class.
This enables QP Group to
identify gaps and the best
way to close them. Options
used to close these gaps
have included process reengineering, education and
training, process and
product
standardisation/rationalisati
on.
Refer to QP Group
Diagrams tab
Development of procurement
models and methodology for
assessing the implications of
expanded definition of priority
need and for assessing the
impact of changing definition of
priority need for the Scottish
Executive.
Ipsen - European
pharmaceutical group.
New e-Procurement process
implementation.
Undertook a review of the

operation of an internal market
within the Foreign and
Commonwealth Office which
addressed client perceptions of
value, service lines,
governance structures and
future institutional form.

provider. Procurement
process review resulted in
identification of the use of
e-Procurement tools and
significant savings potential
for low cost country
sourcing.
For Lambeth Council the

rationalisation of the supplier
base and identification of
associated cost savings
For Lambeth Council the
identification of user
requirements based on the
current procurement processes
and systems, consideration of
the strategic context including
wider government initiatives,
analysis of the e-Sourcing
marketplace and a
recommendation and plan for
the way forward.
Workstream category
Ann Caldwell
Not Applicable
PFI/PPP Projects
Cornwell
nCornwell has provided
support to many PFI/PPP
projects.

acted as the Procurement
Adviser with primary
responsibility for running PFI
procurement for the Crown
Prosecution Service in
accordance with the EU
procurement legislation and
UK guidelines for best
practice. This included being
involved in all aspects of the
procurement from
requirements definition to
Best and Final Offer and
transition to the selected
supplier.
nPublic Sector

Expedience 21
As part of the Fujitsu consortium
bidder to Walsall MBC - options
appraisal of financing a major
reinvestment/inner city
development as part of service
outsourcing at Walsall MBC
Keith Outerside
Not Applicable
Symbia
Symbia specialises in the key

constituents that make up
successful PFI/PP projects:
Partnership, Communication
and Commitment, which
combine to lower risk, increase
trust and improve project
delivery. Symbias experience
in commercial and operational
project management, and
procurement capabilities and
experiences offer smooth and
effective cooperation between
project members, synergising
relationships and increasing
likeliness of success.
Advisor to NHS for telecoms

equipment in PFI initiative
Tribal
QP Group
Tribal has worked on a large

number of PFI/PPP projects,
providing a wide range of
services throughout the
procurement cycle and has
also worked with clients to
implement PFI/PPP projects as
well as reviewing contract
performance and negotiating
changes to contracts.
Experience of working with

the public sector has led to
our involvement in PFI/PPP
initiatives. Specific project
deliverables have included:
procurement design &
development - scoping of
business requirement and
development of relevant
product/services
specifications, design &
application of cost
evaluation models,
management of end to end
sourcing exercises for a
range of products/services
under PFI/PPP
arrangements, tender
management - including
supplier identification,
short listing and selection,
negotiation of terms with
chosen suppliers, contract
drafting - including
commercial requirements,
KPIs, and SLAs, contract
management management of subcontractors against agreed
contractual terms, liaison
with stakeholders across
PFI/PPP arrangements,
PFI/PPP Experience:
PFI financial advice for the
procurement of a new health
and social care centre at
Lochgilphead for Lomond &
Argyll Primary Care NHS Trust
Scottish Prison Service Executive Agency of the

Scottish Executive. Project:
Design, Construct, Manage
and Finance Model for
Scottish Prison Service
College.
John Laing Construction

- Project: construction of
Development of the Full the Joint Services
Business
Case
for
a Command and Staff College
405million PFI scheme for at Watchfield in Wiltshire.
new adult and childrens
services at the Manchester
Royal Infirmary site including a
financial options review, costing
reviews
and
evaluation,
business planning support and
PFI / PPP advice
For the Lancashire Care NHS

Trust development of business
cases
for
mental
health
facilities, including inpatient
units and resource centres.
Services included financial
performance
review
and
viability
studies,
financial
options
review,
financial
analysis
and
evaluation,
economic analysis, costed risk
analysis, business planning
support, evaluation of funding
options including PFI for
modernising mental health
services across Lancashire.
For Mid Yorkshire NHS Trust,

health planning services to
develop an architects brief,
financial and service modelling
and output specifications for
PFI bidders for the redevelopment
of
hospital
services on two hospital sites.
For Sandwell MBC, advice on

project
structure,
risk
management and baseline
costing. Managing the partner
procurement
programme,
establishing service baselines,
developing the outline business
case,
identifying
potential
partners and preparing the
Invitation to Negotiate.
Organisation: O2
Airwave - (O2 division
which provides a TETRA
radio network designed for
the police force). Project:
National Procurement for IT
(NPFIT) bid for radio
networks for Ambulance
and Fire services.
Workstream category
Strategic Outsourcing
Ann Caldwell
In depth knowledge and
substantial involvement in
strategic outsourcing of logistics,
IT support , offshore maintenance
Cornwell
nStrategic outsourcing is
an area of specialism for
Quantum Plus, Cornwells
subsidiary consultancy
organisation.
nFor example,
Quantum Plus conceived,
developed and executed
competitive tender
processes for the reoutsource of all services
for Thompsonfly. We
evaluated suppliers with
onshore, nearshore and
offshore capabilities;
delivered all aspects of
documentation; led
contract negotiations with
the preferred supplier; and
managed the transition.
The final contracts
featured elements of
offshore service provision.
Transitions were
completed both ahead of
schedule and within
budgets.
nPublic Sector
nPrivate sector

Expedience 21
Keith Outerside
Development of a business case Not applicable

for the outsourcing of procurement
services within Walsall MBC
Symbia
Symbia has successfully

implemented procurement
outsourcing solutions in
organizations enabling their
clients to focus on core
activities, whilst unlocking costs
within the supply chain and
delivering a focused
procurement model. At Symbia
we provide our clients with the
opportunity to meet their
business objectives cost
effectively through outsourced
purchasing. Symbias
outsourcing capability is based
around focused resource being
deployed into client
organizations to deliver a
sustainable return on
investment through highly
skilled category managers who
deliver to client needs for
service delivery, supplemented
with additional management
bandwidth from centres of
excellence established within
Symbia. Symbia can operate
either as the visible
procurement function or as
client employees.
Private sector experience with

drinks manufacturer to outsource
bottling. Included management of
risk
Our services include:
Management through to
implementation of the outsource of
facilities in industrial ceramics
manufacturer
Benchmarking cost and price
Research of supply markets
Writing contracts
Asset register considerations

Undertaking risk assessment
strategies
Preparing enquiry/tender
packages
Bid evaluation
Contract and price negotiation
Specification development in
collaboration with the technical
specialist
Project management
Training services
Contract management
Performance measurement
Contract change management
Advice and support to in-house
bid team
Tribal
Examples of where Tribal has

provided strategic outsourcing
advice include:
QP Group
Sourcing of goods and

services from countries
where labour and material
costs are substantially
lower than in traditional
developed economies is a
source of major cost
reduction opportunities.
Headquarters review of
services for the NHS Quality
Improvement Scotland.
Many organisations
recognise that the
emerging markets
represent a major
opportunity for
organisations to reduce
their costs, but the
perceived risks associated
with this presents too large
an obstacle to realising the
opportunity. QP Group has
specialist expertise and
methods to mitigate the
risks and enable businesses
to take advantage of the
opportunities available,
while at the same time
building the organisations
capability to manage
sourcing from emerging
markets in the future.
QP Group has worked with

a number of clients across
the world who has taken
the low-cost sourcing
option to reduce costs in a
number of categories
Managed the procurement and
negotiation of sub contracts in ranging from marketing
support of the CSC Alliances print to machined castings.
Local Service Provider prime
contractor status for the NHS
National Programme for IT.
Strategy formulation, system
Refer to QP Group
development and programme Diagrams tab
management in support of the
Secondary Uses Service
project for NHS Connecting for
Health.
Strategic outsourcing
experience: UK Food
Manufacturer - Sourcing
of goods and services in
Eastern Europe generating
savings in excess of 33%.
Workstream category
Supplier Relationship
Management
Ann Caldwell
Private sector. Proactive: good
experience of managing
communication and continuous
improvement programmes with
suppliers. Reactive: addressing
problem issues as soon as these
arise or are notified by end user.
Cornwell
nCornwell and Quantum
Plus have considerable
experience of managing
supplier relationships to
achieve required service
levels and value for money.

managed, on behalf of the
Office of Government
Commerce, the contractual
relationship with a range of
suppliers of tools to support
electronic tendering and
electronic reverse auctions.
nPublic Sector
Financial Services
Organisations.

Expedience 21
Keith Outerside
Significant global experience,

largely private sector, in managing
and developing suppliers,
including market development
(encouraging entrants to improve
competition)
Department for
(DFID) (1999-2003):
Working with Scottish Enterprise

to develop suppliers to the
Financial Services sector
Development and implementation Trainingandbriefingprocurement

of collaborative approach to
redesign of materials and New
oftheEUDirectives
Product Development with
suppliers to improve production
performance, reduce wastage and
time to market by adopting critical
path approach and a focus on
elimination of non-quality cost
Utilities (Industrial sector - director Writingproceduralandpolicy

and operational levels) - analysis guidance(EUprocurementandaid
of supply base performance and
untyingissues)
recommendations for change,
project management of utilities
supply base in improvement
projects to reduce demand, and
experience as client agend in
supplier relationships involving
telecoms procurement
Symbia
Managing the contract and

agreements through the use of
SLAs and Balanced
Scorecards to monitor the
delivery of benefits and supplier
performance.
Using hard and soft data to
initiate continuous
improvement programmes,
including process improvement
Constantly validating your

supply chain strategy relative to
supplier and marketplace
performance.
stream.
Tribal
Once a procurement contract

has been signed, Tribal has
been engaged by a number of
clients to assist in supplier
relationship management.
Some examples include:
QP Group
Service elements of QP
Group's SRM solution:
Diagnostic and
opportunity planning understanding the key

drivers in the business and
the role of key suppliers
For the Rural Payments

Agency, outsourcing transition
project financial and
commercial management
workstream leadership
responsible for the definition
and implementation of financial
management processes
between the RPA and the
services supplier.
Supplier segmentation -
Interim management and

consultancy services to the
Commission for Patient and
Public Involvement in health to
support the set up of a new
NDPB involving the
development and
implementation of procurement
policy, strategy and processes
and managing procurement
activities for the new
organisation.
Strategy development
identifying the 'critical few'

and the important
suppliers, developing
appropriate actions,
managing future transitions
and top level planning strategic context, gap

analysis for each supplier,
strategic options
Acted as project managers to

Housing 21 throughout the
procurement process on the
Oldham MBC Sheltered
Housing PFI project.
Supplier relationship
management - analysing
the balance of power in key
relationships, measurement
techniques, benchmarking
agreed goals
Education and
organisation development value creation work

streams, facilitation of
client teamwork, process
establishment
Implementation of
change programmes
through structured
intervention and optimal
project management
Refer to QP Group
Diagrams tab
SRM experience: Fazer Nordic food producer and

services group. Introduced
a clear roadmap to valueadd strategic supplier
relationships.

provider. Developed and
led Supplier forums.
Merck - Global
Developed and led Supplier
forums.

manufacturer. Introduced
and developed a suite of
SRM tools to meet specific
client needs.
Workstream category
Procurement Skills Analysis &
Development
Ann Caldwell
In private sector revised
procurement procedures and
rolled them out via presentations
and intranet to the company.
Mentored procurement trainees
and provided procurement
orientation and awareness of
responsibilities for other graduate
entrants.
Cornwell
nCorn well and Quantum
Plus have had experience of
analysing and developing
procurement skills as a key
aspect of many procurement
assignments.

assessed the skills of the inhouse procurement team as
part of an assignment for
Office of the Parliamentary
and Health Service
Ombudsman and provided
interim procurement
management for six months,
including coaching for the
staff appointed to the
permanent roles.
nPublic Sector


Expedience 21
Direct management responsibility
for 70+ procurement staff,
including training and
development, careeer planning,
management by objectives
Keith Outerside
Symbia
National School for

Government development
and delivery of purchasing
techniques and methods
courses, including the EU
Procurement Directives,
leading to the public sectors
CIPS foundation level exam
Development and delivery of

IAPSO (an agency of
procurement awareness training to UN) (2005), Design and
non-procurement engineering
development of 4 public
professionals (Philips Lighting)
the
procurement training
programmes - general
Procurement, Procurement
Strategy, Commercial
Relations and Sourcing.
Developing and enhancing

commercial, contractual and
financial skills and knowledge
in procurement, supply chain
and related activities is crucial
in achieving personal and
organizational objectives.
Training and development
programmes, tailored to clients
exact requirements, we deliver
include:
Introduction to commercial
negotiation skills
Commercial negotiations
Commercial awareness for

technical specialists
Contract management
Tender evaluation
Contract law
Price and cost
Facilities management
procurement
IT procurement
Marketing procurement
Fleet and logistics procurement
6 sigma for supply chain
development
A practical briefing on the
requirements of EU
Procurement Directives
Tribal
Some examples of where

Tribal has assisted clients with
procurement skills analyses
and development include:
QP Group
QP Group has extensive

experience in delivering
across all levels and has
received independent
international recognition.
The training needs analysis

is conducted by: 1. First
identifying the business
competency requirements
to meet the clients
objectives and 2.
Assessing the competence
of the clients procurement
management and staff
against this standard to
identify the skills gaps, by
group, sub-group and
individual
Provision of procurement
management and procurement
advisory support to the Foreign
and Commonwealth Office
Future Firecrest Programme
Director, SRO and Board.
We understand the
importance of ensuring that
the assessment
methodology is appropriate
to the category of staff
being assessed.
Assessments will be a
mixture of face-to-face
interviews conducted by
senior QP Group
consultants and webbased, user-friendly
questionnaires. The skills
gaps will then be
interpreted and suitable
training courses to close
these gaps will be
identified from QP Groups
extensive repertoire of
training curricula and
modules.
Service specification,
commercial deal structure,
evaluation and negotiation
support for a national
government agency.
Training is a core
competence of QP Group.
We have excellent client
and participant feedback as
well as external
accreditation of our work.
QP Group was the winner of
the prestigious Excellence
in Technical Training Award
from the American Society
for Training & Development
in 2003
Interim management and

consultancy services to the
Commission for Patient and
Public Involvement in Health to
support the set up of a new
NDPB
involving
the
development
and
implementation pf procurement
policy, strategy and processes
and managing procurement
activities
for
the
new
organisation.
We will work with you to

tailor the training in line
with the highlighted needs
identified from the Training
Needs Analysis. We will
primarily use a workshop
approach covering the core
common training needs.
This will be interactive
using a blend of theory,
examples and case studies
as appropriate. Case
studies will be built around
live client examples to
make them relevant to the
participants.
Procurement Skills
Analysis and
Development
Experience:
provider, Self-sustainability
through procurement
education and knowledge
transfer.
Merck - Global
Capability development for
over 600 people globally.
Royal Mail Group - Public

sector. Education through
blended learning
techniques tailored to Royal
Mail culture and rolled-out
based on the procurement
health check outcome.
Roche - Global
Capability development
through blended learning
model and establishment of
capability measures.
APPENDIX 6: PSSFA Reference Number CASE/2653 - Details of Contractors' Experience (per category) - WORK STREA
Workstream category
Assessing Procurement
Performance
Ann Caldwell
Cornwell
In private sector responsibility for

assessment of procurement
trainees and placement students
against agreed development
programmes and objectives. Also
participated in peer review and
360 degree performance
management within the business.
nCornwell has undertaken

many reviews of the
procurement function and
specific contracts to identify
areas for action and
improvement.
nFor example, Quantum

Plus conducted a health check
to assess the performance of
an Estate Management
Companys outsourcing
relationship. The health check
examined: governance;
relationship; value for money;
service quality; and risk. The
resulting action plan made
recommendations for changes
to the internal organisation,
which were implemented, to
better position the in-house
team to manage the supplier
relationship.
nPublic Sector
procurement related
and The Scottish
Parliament, The

(per category) - WORK STREAM 2

Expedience 21
Keith Outerside
Symbia
National School for

Government development
and delivery of purchasing
techniques and methods
courses, including the EU
Procurement Directives,
leading to the public sectors
CIPS foundation level exam

IAPSO (an agency of
procurement awareness training to UN) (2005), Design and
development of 4 public
professionals (Philips Lighting)
Managing the contract and

agreements through the use of
SLAs and KPIs to monitor the
delivery of benefits and supplier
performance. To initiate
continuous improvement
programmes and to constantly
validate your supply chain
strategy relative to supplier and
marketplace performance.
the Our work within the UK MOD
programmes - general
Procurement, Procurement
Strategy, Commercial
Relations and Sourcing.
has proven our experience in

the development and
integration of output based
logistics and procurement KPIs
and PIs. We have developed
these within the context of
overall corporate mission,
vision, strategy and related
objectives and supporting
processes/projects. Our MOD
experience has focussed on
the logistics/supply chain ability
to sustain operations. It is
based upon the use of
Balanced Scorecard tools but
we can and have worked with
clients to produce similar
results and performance
management using other
approaches such as EFQM
and Six Sigma. Our approach
to developing KPIs and PIs is
pragmatic yet thorough.
Typically we would work closely
with all levels of an
organisation to ensure:

Understanding of mission,
vision, strategy and objectives

procurement awareness training to
professionals (Philips Lighting).
Experience in developing
appropriate metrics to measure
procurement performance,
inlcuding current engagement with
the Scottish executive in drafting
ogvernance for the Centres of
Expertise
Development of the
objectives using strategy
mapping techniques to
establish objectives and
linkages between perspectives,
strategic themes, people,
resource management,
business processes,
customer/stakeholders and
outputs (the KPI level)
Identification lead/lag and

strategic and tactical KPIs
(measure definition and
metrics)
Identification of activities
(value streams) that need to be
undertaken to attain the
objectives
Development of lead and

lag/strategic and tactical
measures (PIs) to measure
success/delivery of the key
activities and
alignment/hierarchy of these to
identified KPIs
We focus on what needs to be
measured rather than what can
be measured. We link
measures across strategic
themes to enable
understanding of cause and
effect. We link business and
project risk to the identified
measures. We focus on
honing logistics measures in
terms of cost of output, delivery
of required service/input,
management of suppliers and
quality/time/cost of
procurement processes and
supplier effectiveness.
Tribal
Tribal has been involved in

assessing procurement
performance for a number of
government clients. Recent
examples include:
QP Group
QP Group focuses on
developing and
implementing a total value
proposition strategy with
the client, from kick-off
through complete
implementation, which is
inclusive of cost savings,
quality, supply, service and
innovation/technology.
We have a proven and

robust measurement
mechanism to track the
benefits, allowing the client
to visualise the impact of
the savings, monitor the
follow-on initiatives post
programme and
sustainable savings.
For the Scottish Executive, a

strategic review of Primary
Care Medical Services.
For a number of NHS trusts

including Newham, Morecambe
Bay and Southampton and
Winchester, reviews of supply
chain performance and
identification of savings
opportunities.
There are four key factors

of procurement
infrastructure which need
to be considered to deliver
a sustainability agenda and
thus ensuring initial and
future benefits through
sourcing management
initiatives are achieved and
sustained - refer to QP
Group Diagrams tab for
details
For the Queen Elizabeth NHS

Trust, supplier rationalisation
and identification of associated
cost savings.
Assessing procurement
performance experience
includes: Fazer - Nordic
food manufacturer and
service group.
Improvement in
organisational compliance.

provider. On time savings
delivery exceeding target
and within budget.

manufacturer.
Implemented rigorous
tracking mechanism.
Procurement Strategy Development & Implementat
VFM Reviews & Recommendations
Spend/Opportunity Analysis
The analysis produces a prioritised list of category areas for a Strategic Sourcing Programme.
Strategic Sourcing
QP Group Sourcing Management process:
Stage 1
Stage 2
Stage 3
Stage 4
Project Kic k-Off
C urrent Situation
Strategy C reation
and Approval
Strategy
Implementation
Process KickOf
Team Tools
Process
Management
Governance
Roles and
Responsibilities
Stakeholder
Engagement
Define Categories
Business
Requirements
Collect Data
Analyse Data
Validate
Opportunity
Use e-Sourcing
tools
Identify Quick
Wins
Perform Strategic
Analysis
Generate Options
Evaluate Options
Write Source Plan
Strategy Approval
Continuous Review
Stage 5 Management
Supplier
Management
Supplier Assessment
Development and
Performance
Management
Negotiations and Contract
reviews
Supplier Reviews
Supply
Management
Supply Chain
Improvement
Risk and Vulnerability
Management
Specific ation
Management
Value Engineering
Value Analysis
Quality
Management Tools
Create
Implementation
Plan
Undertake final
e-RFX/ Auction
Conduct
Negotiations
Secure Agreement
and Contract
Obtain
Implementation
Approval
Management
Supplier Assessment
Development and
Performance
Management
Negotiations and Contract
reviews
Supplier Reviews
Management
Supply Chain
Improvement
Risk and Vulnerability
Management
Management
Value Engineering
Value Analysis
Quality
Management Tools
Procurement Process Improvement

QP Group procurement process review:
Strategic Outsourcing
QP Group - Transforming the way the world buys:
Supplier Relationship Management
Assessing Procurement Performance
opment & Implementation
tegic Sourcing Programme.
Stage 4
Strategy
Implementation
pecific ation
anagement
ue Engineering
ue Analysis
ality
nagement Tools
Create
Implementation
Plan
Undertake final
e-RFX/ Auction
Conduct
Negotiations
Secure Agreement
and Contract
Obtain
Implementation
Approval
anagement
ue Engineering
ue Analysis
ality
nagement Tools
ormance

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APPENDIX 6: PSSFA Ref. No.

CASE/2653: Details of Contractors' Experience (per category) - WORK STREAM 2

nFor example, Cornwell

nVarious Private sector

ry) - WORK STREAM 2

Improvement Service 2006.

Development of the future

Project Manager for Stage 2 EGF

Glasgow City Council Comparison of eProcurement

Peterborough City Council Strategic review of procurement

Development of Shared Services

NHS and Local Authorities Specific advice on telecoms

Private sector experience of

Examples of where Tribal has

QP Group have designed

For the Department of

Financial and procurement

Skill and knowledge

procurement within the

objectives are aligned and

roadmap for the follow-on

behaviours and ways of

Fazer - Nordic food

Value for Money (VFM) Reviews In public sector, as part of every

nFor example, Cornwell

ory) - WORK STREAM 2

VFM reviews undertaken in

Application of Symbias market

Development and implementation

Gateway Review of major multi

Inland Revenue (19841996):

Examples of where Tribal

As part of our Category

We integrate our core

At Barts and the Royal

Isle of Wight - Public

Nordic Manufacturers Facilitated collaboration

nVarious Private sector

ory) - WORK STREAM 2

Many examples of conducting

Review procurement practices

Scottish Enterprise (2001)

Analysis of supply and demand

Methodology for Category

Using well tried and widely

South Ayrshire Council 2001

NHS BPI Business Case 2003

Category management is the

Scotland Excel, 21 partners (2006) Deliveringarangeofprocurement

Traditional perspective on procurement;

Inland Revenue (19841996):

Strategic & proactive

Tribal can demonstrate specific

QP Group has conducted

Outline and full business case

Evaluation of the operation of

For the Hampshire NHS Trust,

Fazer - Nordic food

Kaiser - US health care

In private sector, extensive

nCornwell has helped

nFor example, Cornwell

nVarious Private sector

ory)- WORK STREAM 2