As part of the negotiation, establish performance standards and ask for quarterly reviews against those standards. Despite the best of intentions and the most thorough contracts, agency people are still at the mercy of demanding client staff that may not have been party to the negotiation or even seen the contract. They may ask for more creative versions or fail to provide timely approvals or add additional layers that require more management time for the agency. In these cases, procurement can actually be a friend and champion living within the contract. Therefore, it is critical to keep procurement in the loop after the contract is negotiated. There should be frequent reports on progress (weekly, if necessary) and formal 90 day reviews of all projects within the scope of the contract. This will reduce the chance of scope-creep and out-of-control costs.

For additional information on these tips plus other tips for negotiation, please contact Alan Krinsky Associates.