Proactive Remedies a New Approach to Solutions in Outsourcing Contracts. Roger Bickerstaff E-Stockholm Conference, November 2008
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1 Proactive Remedies a New Approach to Solutions in Outsourcing Contracts Roger Bickerstaff E-Stockholm Conference, November 2008
2 Overview The challenge Current approaches some proactive remedies are used What the marketplace is telling us Some results for the Bird & Bird/Quantum Plus research New remedies to promote successful outsourcing 2
3 The Challenge The remedies that are included in outsourcing contracts tend not to be used by practitioners during the lifecycle of the outsourcing Negotiation is the preferred technique for resolving problems Most remedies included in outsourcing contracts are ineffective, counterproductive or impractical There is a need for contract draftspersons to develop new remedies that assist practitioners 3
4 Current Approach some proactive remedies are already used Termination for near insolvency universally included/sensible Termination for change of control of service provider - commonly included where customer has a strong negotiating position Third Party Step-in: increasingly included cumbersome, probably impractical, divisive Financial Distress introduced in UK by Office of Government Commerce: problematic see next slide 4
5 Financial Distress The OGC Approach Introduced by UK Office of Government Commerce in 2003 in response to Global Crossing, chapter 11 and EDS share price fall 3 levels of distress/consequences: Level 1 notification/planning obligations Level 2 escrow account established to protect subcontractor payments Level 3 escrow account ring fenced to protect Customer s re-compete expenses and damages claim Level 3 remedies counterproductive could be a serious danger to IT Service Providers 5
6 What the marketplace is telling us Bird & Bird/Quantum Plus research key findings: Importance of senior stakeholder involvement Key role of governance Importance of continuity of personnel Key role of governance Limited role of contract most remedies included in outsourcing contracts are ineffective, counterproductive or impractical Service credits have little real effect Reporting arrangements need attention See 6
7 Need for Solutions that Go Beyond the Contractual PA Consulting: "Getting out of the cost box", July % of CIOs agree that the perception of IT has improved across the business, their ability to realize long-term value from IT is weak 65% of respondents reported having successfully reduced or controlled IT costs, often by renegotiating suppliers contracts 64% of respondents strongly agree that IT projects are linked to business need, but their ability to create business value from these IT projects is less convincing Helen Haapio contract is not just a "deal": contracts are tools for: Managing business, projects and commitments Creating, allocating and protecting value Communication, coordination, motivation and control Sharing, minimizing and managing risk Problem prevention, dispute avoidance and resolution 7
8 Solutions Need to address the Sociology of the Outsourcing Relationship Outsourcing (particularly long-term partnering projects) go beyond achieving the "deal" Outsourcings need to address and provide solutions in a changing business environment Contract "fundamentalism" (as in religious fundamentalism) rarely works successfully for very long in an outsourcing relationship The contract needs to provide a road map and to promote a positive working relationship between service provider and customer over an extended period 8
9 New remedies to promote successful outsourcings (1) Balanced scorecard: provides an early warning mechanism to identify when problems are arising Regular re-assessment Third party/objective approach Results communicated to senior stakeholders Scorecard should assess broad parameters of the outsourcing relationship: Service level achievement Customer satisfaction Service provider profitability Staff turnover customer and service provider Stake-holder commitment 9
10 New remedies to promote successful outsourcings (2) Senior Stakeholder Governance: provides a hand on the tiller to keep outsourcing on track : Needs to meet regularly - quarterly Needs to be focussed on actions, rather than just review Senior stakeholders need have buy-in to the outsourcing Balanced Scorecard to be reported to Senior Stakeholder Group on regular basis: Senior Stakeholder Group to be empowered to decide on rectification activities Serious concerns over loss of control: Customer side risk transfer issues Service provider loss of autonomy 10
11 New remedies to promote successful outsourcings (3) Senior Stakeholder Group to mandate joint working party approach for serious problem resolution: Structured negotiation Joint working party (JWP) mandated to identify solutions by senior stakeholders JWP Identifies solutions which are presented to senior stakeholders for implementation decision Senior stakeholders decide on the rectification approach JWP focuses on solutions, not liabilities JWP has responsibility for implementing solutions 11
12 New remedies to promote successful outsourcings (4) Sharp financial remedies High, but focused financial remedies Get attention of senior management on both sides Traditional service credits largely ineffective at incentivising change Partial Termination Needs to be a managed service exit Allows for outsourcing to continue Likely to be more relevant in a multi-vendor environment 12
13 The way forward Contract draftspersons need to talk more to practitioners to find out more about what works and what does not Contracts should be a useful roadmap for practitioners Or should they just be statements of risk allocation and liability? Remedies in outsourcing contracts for lifecycle situations should promote outsourcing success Remedies in outsourcing contracts for lifecycle situations should be proactive, rather than reactive 13
14 Thank you
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