Commercial Principles

Here are our principles. We have developed these to be applied to the procurement of digital, technology and other large scale infrastructure projects and the exiting of large legacy contracts. They are best used together but each one is effective on its own.

Be open:

  • don’t wait to be engaged. Engage early and discuss the undiscussable
  • show and tell people about procurement

Get involved:

  • be part of the multi-disciplinary team and don’t be afraid to ask for help
  • communicate what you have done, what you are doing, and what you plan to do

Know the need:

  • immerse yourself in the user need (not what people say they want)
  • understand all options to fulfil the user need


  • do more face to face (plain language) talking – discussion is healthy
  • continuously celebrate success and promote the stuff you are doing


  • reduce the number of things you do – the minimum is often acceptable
  • challenge the sequence of events, make things easy to read and useable


  • accept things change and learn with the change
  • be adaptable (don’t just say no)


  • continuously engage with the market – listen and learn (and playback)
  • embrace innovation and new ideas 
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