ࡱ>   `Objbj## lAA?N22%%%%%D & & && (l &͡/,4(T4T4T4n= BT`CLNNNNNN$g`r% DL="n= D Dr%%T4T4FFF D%8T4%T4LF DLFFΏ%T4?H_L*ERF80͡~y$FyVy%l D DF D D D D DrrF D D D͡ D D D Dy D D D D D D D D D2 R$:  [Insert agency logo] [Name of agency] Negotiation plan [Name of procurement project] Document development controlPrepared by:Position / title:Business unit:[Insert: business division or group]Document version:1.0Date of last revision:Status:[Choose: draft / final for peer review / final for approvals / final as approved] Contents Acronyms  PAGEREF _Toc390764514 \h 1  TOC \o "1-3" \h \z \u  HYPERLINK \l "_Toc390764514" Approvals  PAGEREF _Toc390764514 \h 1  HYPERLINK \l "_Toc390764515" Background  PAGEREF _Toc390764515 \h 1  HYPERLINK \l "_Toc390764516" Business objectives  PAGEREF _Toc390764516 \h 1  HYPERLINK \l "_Toc390764517" The parameters  PAGEREF _Toc390764517 \h 2  HYPERLINK \l "_Toc390764518" The negotiation  PAGEREF _Toc390764518 \h 2  HYPERLINK \l "_Toc390764519" The supplier  PAGEREF _Toc390764519 \h 2  HYPERLINK \l "_Toc390764520" Supply history  PAGEREF _Toc390764520 \h 2  HYPERLINK \l "_Toc390764521" Transitioning to new supplier  PAGEREF _Toc390764521 \h 2  HYPERLINK \l "_Toc390764522" Contract  PAGEREF _Toc390764522 \h 3  HYPERLINK \l "_Toc390764523" Budget  PAGEREF _Toc390764523 \h 3  HYPERLINK \l "_Toc390764524" The teams  PAGEREF _Toc390764524 \h 3  HYPERLINK \l "_Toc390764525" The agencys team  PAGEREF _Toc390764525 \h 3  HYPERLINK \l "_Toc390764526" The suppliers team  PAGEREF _Toc390764526 \h 3  HYPERLINK \l "_Toc390764527" Logistics  PAGEREF _Toc390764527 \h 4  HYPERLINK \l "_Toc390764528" Location  PAGEREF _Toc390764528 \h 4  HYPERLINK \l "_Toc390764529" Timeline  PAGEREF _Toc390764529 \h 4  HYPERLINK \l "_Toc390764530" Positioning  PAGEREF _Toc390764530 \h 4  HYPERLINK \l "_Toc390764531" Importance of the goods/services to the agency  PAGEREF _Toc390764531 \h 4  HYPERLINK \l "_Toc390764532" The agencys value as a customer  PAGEREF _Toc390764532 \h 5  HYPERLINK \l "_Toc390764533" Power and dependency  PAGEREF _Toc390764533 \h 5  HYPERLINK \l "_Toc390764534" Desired supplier relationship  PAGEREF _Toc390764534 \h 6  HYPERLINK \l "_Toc390764535" Negotiation points  PAGEREF _Toc390764535 \h 6  HYPERLINK \l "_Toc390764536" Evaluation panel recommendations  PAGEREF _Toc390764536 \h 6  HYPERLINK \l "_Toc390764537" Opening statements  PAGEREF _Toc390764537 \h 6  HYPERLINK \l "_Toc390764538" Contract  PAGEREF _Toc390764538 \h 6  HYPERLINK \l "_Toc390764539" Price  PAGEREF _Toc390764539 \h 7  HYPERLINK \l "_Toc390764540" Key deliverables  PAGEREF _Toc390764540 \h 7  HYPERLINK \l "_Toc390764541" Standards and quality  PAGEREF _Toc390764541 \h 7  HYPERLINK \l "_Toc390764542" Anticipating questions  PAGEREF _Toc390764542 \h 7  HYPERLINK \l "_Toc390764543" Defining needs  PAGEREF _Toc390764543 \h 8  HYPERLINK \l "_Toc390764544" The agencys needs  PAGEREF _Toc390764544 \h 8  HYPERLINK \l "_Toc390764545" The suppliers needs  PAGEREF _Toc390764545 \h 8  HYPERLINK \l "_Toc390764546" What the agency could trade  PAGEREF _Toc390764546 \h 8  HYPERLINK \l "_Toc390764547" Deal breakers  PAGEREF _Toc390764547 \h 9  HYPERLINK \l "_Toc390764548" Risks  PAGEREF _Toc390764548 \h 9  Acronyms The following acronyms are used in this document. AcronymTerm[Insert: e.g. ROIRegistration of interest][Insert: e.g. RFPRequest for tender]Approvals Approval of the negotiation plan Procurement manager / procurement team leaderApproval:The negotiation plan is comprehensive with sufficient detail for the nature and size of the procurement.Name:Position / title:Signature:Date:Approval of the budget Delegated financial authority holderTotal cost:[Insert: estimated $ total costs over whole-of-life] GST excl Cost code: [insert]Financial year:Financial yearAmountFunding type2014/15$[amount] GST exclOpex / Capex2015/16$[amount] GST exclOpex / Capex2016/17$[amount] GST exclOpex / CapexName:Position/title:Signature:Date:Authority to proceed to contract Business unit / owner / team leaderApproval to:Negotiate with the preferred supplier based on this plan.Name:Position / title:Signature:Date: BackgroundBusiness objectives The business needs that the procurement will address are [insert]. The key benefits of successfully meeting these business needs are [insert]. The procurement will help the agency achieve its [choose: short-term / medium-term / long-term] goals by [insert]. Meeting these business objectives is [choose: critical / urgent / important] to the success of the agency. If these business objectives are not met the consequences are [insert]. The following elements are out of scope [insert]. The parameters The negotiationThe proposed contract will deliver the following business needs [insert]. The objectives for the negotiation are: e.g. to close the deal get best value-for-money over whole of life minimise transaction costs and time and drive savings to build medium to long term relationship with the supplier and seek continuous improvement and innovation to set clear and realistic expectations. The negotiation outcomes are [insert]. The supplierThe negotiation is with the preferred supplier: [insert name and address]. The preferred supplier is [insert information about the supplier e.g. the size of the organisation, annual turnover, number of employees, types of products or services, other government customers etc.] We have no history of using this supplier. OR Our history of using this supplier is [insert]. Supply historyThere is no existing supplier or arrangement in place to provide these needs. OR The current supplier is [insert name of current supplier]. The term of the contract is [insert]. The contract is due to expire on [insert]. The whole-of-life costs for the current contract are $[insert]. Aspects of the current delivery that are going well and that we want to retain are [insert details]. Aspects of the current delivery that we are not satisfied with and we want to improve are [insert details]. Improvements presented by this suppliers proposal include [insert details]. Opportunities to innovate that we would like to explore include [insert details]. Over the term of the contract there are opportunities to provide for continuous improvement and supplier development which include [insert details]. Opportunities to improve how well we manage the contract and the relationships with the supplier and key stakeholders include [insert details]. Transitioning to new supplier Please add this section if applicable modify to suit. This new contract will result in a transition from the previous supplier. A transition plan will be developed to actively manage the changeover. The transition will have a [choose: minor / moderate / significant] impact on ongoing service delivery. Aspects of the transition that need to be addressed in the negotiations are listed below. Negotiating these points will help inform the development of the transition plan. e.g. who (from the agency and the new supplier) will be responsible for managing the transition e.g. ensure that the new contract start date aligns / overlaps with the previous contract completion date e.g. find out what the new supplier needs from the agency and the previous supplier in order to transition effectively e.g. ascertain the new suppliers requirements for information, access to premises / files / transfer of assets etc. during the transition phase e.g. customer engagement strategy how and when the new supplier will be introduced to stakeholders and what will be done to build these new relationships. ContractThe proposed length of the contract is [insert proposed term e.g. three years with the option to extend twice for one year i.e. 3+1+1]. BudgetThe approved budget (for the whole-of-life) for this contract is $ [insert]. This is based on total capital costs of $ [insert] and total operational costs of $ [insert]. The teams The agencys teamNegotiating on behalf of the agency NameTitle Area of expertiseRole in negotiationLead negotiatorSummariserObserverMinute takerSubject matter expertFinancial analystLegal advisorThe suppliers teamTry to find this out before the negotiations begin. Your agency will need to ensure that it talks to the right people (e.g. you do not want to negotiate implementation details with the sales and marketing rep). Negotiating on behalf of the supplier NameTitleArea of expertiseLogistics LocationNegotiations will be conducted at our offices at [insert location]. TimelineNegotiations will commence on [insert date] and aim to be completed by [insert date]. The contract is due to start on [insert date]. It is anticipated that there will be [insert: one/two/three/four] meetings over the course of [insert: one/two/three/four weeks OR one/two/ months]. Positioning Importance of the goods/services to the agencyThe business impact and risk in the delivery of the goods/services, based on the following supply positioning matrix, is [insert: tactical acquisition / tactical profit / strategic security / strategic critical]. Supply position Value Impact/risk Strategic security Low High Strategic critical High High Tactical acquisition Low Low Tactical profit High Low  Diagram: Supply positioning matrix Buyers priorityDescriptionApproachArrangementStrategic security (security of supply)Low-cost goods/services Strategically important Shortage of reliable suppliersEnsure supplyLong term contracts Build reserve of stock Consider alternative productsStrategic critical (security of supply at a good price)High costs specialist goods/services Limited number of suppliersManage suppliersMed/long term contract Contingency planningTactical acquisition (purchasing efficiency)Routine purchases Low-value/low-risk goods/services Many potential suppliersMinimal attentionOne-off contracts/purchase orders E-purchasing Procurement cardsTactical profit (improving profit through costs savings)High-cost/low-risk goods/services Many potential suppliersDrive savingsShort term contracts Ongoing active sourcing for competitive priceSupply positioning matrix explained The agencys value as a customerThe value of the agencys account and the attractiveness of our business to this supplier have been assessed through the supplier preferencing matrix below. This matrix indicates the level of willingness or reluctance of this supplier to meet our needs. Based on the matrix we are seen as [choose: nuisance / exploitable / development / core]. This means [insert]. Strategies to address this include [insert].  Suppliers view Value ($) Attractiveness Nuisance Low Low Development Low High Exploitable High Low Core business High High Diagram: Supplier preferencing matrix QuadrantDescriptionActionNuisanceLow-value Little profitWithdrawDevelopmentLow-value But still attractiveGet further businessExploitableHigh-value But not attractiveMaximise profitsCoreHigh-value Highly attractive Suppliers core businessRetain and expand Supplier preferencing matrix explained Power and dependencyThe power and dependency matrix below assesses the levels of power and dependency between us and this supplier. This matrix shows that [choose: the buyer and supplier are independent / the supplier is dominant / the buyer is dominant / the buyer and supplier are interdependent]. This means [insert]. Strategies to address this include [insert]. Diagram: Power and dependency matrix Desired supplier relationshipGiven the proposed length of the contract, the level of desired trust and communication with the supplier and the approach to managing risk the agency will seek a [choose: short term / medium term / long term] relationship with the supplier based on a [choose: strategic collaborative / tactical competitive] relationship. Our objective is to [choose: ensure reliable supply / manage the supplier to achieve optimum results / streamline the supply to minimise transaction cost and time / drive savings]. In the negotiations, this means that we will [insert the strategy and tactics to develop the desired supplier relationship]. Negotiation points Evaluation panel recommendationsThe evaluation panel recommended that the following points are addressed in the contract negotiations: [insert the point/s and described how they will be addressed in the negotiations]. Opening statements In opening the negotiations the following key position statements will be made to the supplier [insert]. ContractThe proposed contract terms and conditions were attached to the tender documentation. The recommended supplier accepts all of the proposed conditions of the contract. OR Negotiated conditions of contract Contract clauseSuppliers positionOur desired position and whyPriceNegotiated pricing IssueSuppliers positionOur desired position and whyKey deliverablesNegotiated key deliverables IssueSuppliers positionOur desired position and whyStandards and qualityNegotiated standards and quality IssueSuppliers positionOur desired position and whyAnticipating questions Key questions to open the negotiations with QuestionPerson who will ask the questionHow do you differ from your competitors?Why is your price so high?How will you ensure that you can deliver successfully?What other work commitments do you have going forward?How will you resource and manage delivery?Who will be the key account manager for this contract?Possible questions from the supplier QuestionOur responseWhy is the timeframe for delivery so short?What are the problems you experienced in the previous delivery of the goods / services?What scope is there to innovate?What do you see as the key risks in delivery and how do you want these to be managed?Who are the key stakeholders and what interaction do you expect us to have with them?Who will be the key person that we deal with when delivering the contract?Defining needs The agencys needsThe critical success factors for delivery under this contract are [insert]. Principle needs to be addressed in the negotiation Our needsStatus Must haveLike to haveWish list(((((The suppliers needsAnticipated suppliers needs to be addressed in the negotiation The suppliers needsLikely status Must haveLike to haveWish list(((((What the agency could tradeAreas that may be traded ItemValue / costHighLowValue to us:(Cost to them:(Value to us:(Cost to them:(Value to us:(Cost to them:(Value to us:(Cost to them:(Value to us:(Cost to them:(Deal breakersThere are certain critical aspects of the deal that must be delivered. In some instances an alternative may be acceptable. However, if the following critical needs cannot be met we will walk away from the negotiation. Exit points Critical needsAcceptable alternativeNone, or state the alternativeNone, or state the alternativeNone, or state the alternativeNone, or state the alternativeRisks Key risks have been assessed using this risk analysis framework.  Diagram: Risk analysis framework Overall this procurement is deemed to be [choose: high / medium / low value] with [choose: high / medium / low risk]. Key risks have been assessed on the basis of likelihood (L) and consequence (C). The key for the following risk tables is: likelihood (L): R = rare U = unlikely P = possible L = likely A = almost certain consequence (C): N = negligible L = low M = moderate H = high E = extreme. Key risks in the delivery of the contract RiskLCRatingMitigation actionResponsibleULLowPMMediumLHHighAEExtreme Key risks in negotiating the contract RiskLCRatingMitigation actionResponsibleULLowPMMediumLHHighAEExtreme     Page  PAGE 9 of 10 Page  PAGE 1 of 10 Negotiation plan template $100,000 and above Agency instructions This template is intended for procurements valued from NZ$100,000 upwards. Your agency may customise this template to reflect its practice and requirements especially the approvals section. When customising, consider including user instructions like the example given below. Note that the yellow highlighted areas specify where to customise. Example of user instructions This template is intended for any procurement valued from NZ$100,000 upwards. Planning for negotiation is critical to achieving a successful result. Areas that the agencys negotiation team needs to concentrate on include: deciding on the nature of the agencys relationship with the supplier and how to establish that identifying all of the points to be negotiated prioritising the agencys needs and wants and the suppliers needs and wants identifying alternative positions and the point at which the agency will exit negotiations deciding on the approach to achieving the agencys most desired outcome anticipating the suppliers moves and how to counter them working with the supplier to establish a realistic contract delivery or implementation plan addressing transitional arrangements from the current supply arrangement, if relevant establishing what sustainability will look like (economic, social and environmental impacts) identifying what best public value will look like. A negotiation plan [choose: should / must] be completed and approved before initiating negotiations with the recommended supplier. You will need approvals from: e.g. procurement manager confirms that the plan meets the agencys requirements e.g. project sponsor gives authority to proceed to negotiations with a view to contract. 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