BSG took a practical approach to structuring the partnership agreement negotiation accountabilities and outcomes. Key milestones were collaboratively defined between the bank and its cloud partner, and progress was tracked and reported at executive level. This executive level communication ensured positioning and on-going buy-in from stakeholders throughout the negotiation process. 

Knowing that the timelines set by the Bank were tight, BSG took a milestone-based approach to the delivery management, ensuring key milestones and critical path items leading up to those milestones were closely monitored. Regular check-ins and stand-ups ensure the project team remained on track and provided the team with an opportunity to keep key stakeholders abreast of progress. 

To ensure high-quality negotiation and commercial outcomes, BSG also provided critical thinking through the analysis of the Bank’s extensive business and technical solution requirements. Furthermore, BSG assisted in structuring and building the overall business case required for final deal approval.  

The negotiation process was further supported by establishing a framework to facilitate, and collaboratively negotiate, both the commercial and legal conditions of the deal. The framework supported the positioning of the change and unpacked the deal requirements in terms of the current reality, the need of the Bank, the current cloud partner offer, and the nett position. The framework also provided a uniform template in which all requirements and deal terms for each of the targeted products and solutions were summarised. This consolidated document then served as input and guideline to the negotiation meetings between the Bank and the cloud partner.