Industry: Records Management Company Focus: Contract Negotiations
A global records management company completed most of an RFP process for transaction management but needed to benchmark proposed contract terms and pricing against the market. We compared the proposed terms and conditions of three bidders against similar contracts in our database, and assisted management and internal counsel in creating an MSA and exhibits in less than one month. The price comparisons focused on market commissions and rebates/discounts by country for industrial and office space. After the client selected the winner, we helped them complete contract negotiations in two weeks.
Industry: Insurance Focus: Contract Negotiations
For a major insurance company, the Capstan team helped negotiate a unique partnership that aligned the company’s interests with its service provider’s through shared risk and returns. The compensation structure aggregated all fees paid to the service provider into a separate account profit center. The expenses of the service provider account team, including salaries, benefits, expenses and overhead were paid from the account profit center. Annually, any profit remaining after these expenses was split between the service provider and client based on results as measured against key performance indicators.
Industry: Call Center Operator Focus: Contract Management
A leading call center operator completed an RFP process for facilities management had and selected a service provider. But the CRE director needed help in drafting and negotiating the terms of a contract. The service provider selected and the client agreed to ask Capstan to join the negotiations as an advisor to the client. We quickly created a negotiations framework given the process that had taken place and the client’s objectives, and then assisted the internal attorneys in drafting an MSA. We built exhibits to the MSA including SOWs and SLAs, refined the pricing bid and assisted in negotiations to complete the contract.
Industry: High Technology Focus: Sourcing Strategy and Contract Negotiations
For a leading high tech company, our professionals reviewed existing preferred provider agreements, interviewed functional leaders and quantified the potential benefits of consolidating functions globally. The client evaluated our report and then asked us to negotiate a global transaction management agreement with one existing provider while a client team conducted a limited RFP process to select new regional providers for project management. The successful negotiation of the transactions contract improved the commission rebated schedule and ensured that the provider would continue to provide strategic consulting services at no charge and improve the lease administration process.
