Delivering value in the sourcing of complex telecoms services and solutions

Background

As the demand within the public sector for complex telecoms services and solutions grew, the Office of Government Commerce (OGC) Buying Solutions recognised the need for an all encompassing framework for the procurement of products and services to include:

• Voice and data networks and services
• Wireless networking
• Networking equipment
• ISP services
• Security, quality, serviceability
• Support and maintenance
• Operation and efficiency

The primary objective of the framework was to ensure that products and services could be procured through a standard agreement with vetted suppliers and so achieve optimum value for money for government agencies.

Business Challenge

In establishing a framework, OGC Buying Solutions faced the following key challenges:

• Stimulating enthusiasm and participation on both the supplier and buyer sides 
• Covering a wide range of technologies including the specification of realistic performance and availability requirements
• Being specific enough for procurement purposes but also generic enough to allow buyer flexibility
• Commoditising and cataloging products and services to ensure efficient call-off processes
• Determining unit metrics for consistent pricing and testing the market through scenario pricing
• Convincing some stakeholders that exceptional security requirements could be met through the framework and specifying these security requirements with due sensitivity

Service Provided

• Requirements elicitation and definition
• Market analysis
• Commercial Due Diligence
• Evaluation Guidance

Skills Deployed

• Business and Technical Analysis
• Stakeholder Management
• Costs and Pricing Strategy
• Strategic Advice and Direction
• Programme Definition

Our Approach

Consulting Stream was engaged by OGC Buying Solutions to support the ITT Phase on the basis of our thorough and detailed technical and operational knowledge of the UK telecoms sector especially Next Generation Networking. Consulting Stream developed the Statement of Requirement and Pricing Annexes covering a diverse range of fixed, optical and wireless telecommunication products, systems and services.
Our work included strategic direction and innovative advice on security issues, commoditisation pricing metrics, customer facing e-catalogues and inclusive evaluation methodologies as well as:

• Definition of generic and Lot-specific technical requirements and specifications for SOR section of ITT ;
• Definition of public sector customer requirements in areas such as service levels, security and management;
• Identification and definition of regulatory and conformance requirements;
• Production of e-catalogue and pricing sections for the Framework Agreement, ITT and Evaluation Criteria;
• Provide professional comment and advice on the structure of the ITT, Framework Agreement and Evaluation Criteria;
• Provision of commercial advice and guidance in relation to contracts underpinning specific Lots.

Business Outcome

OGC Buying Solutions recognised that our deliverables in extremely challenging timescales formed the basis of a robust telecoms framework agreement with a healthy list of participating suppliers. Our due diligence based on our knowledge and understanding of the liabilities of telecoms sourcing especially at infrastructure level highlighted, key areas of risk which were mitigated in a timely manner. Standard performance measurement processes were also put in place to assess the effectiveness of the framework against its original objectives.

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