Commercial Review
Summary
Deecon were engaged by JSM, a London-based utilities provider, to deliver four key functions. This included conducting a thorough operational review in order to better understand where efficiencies could be unlocked. A contractual review to define the terms of the contract, a systems review in order to determine the suitability of the current systems, and a review of JSM’s commercial performance.
Situation & Approach
Deecon’s engagement with JSM was divided across 4 workstreams. The first workstream focussed on assessing JSM’s operational and commercial processes. Workshops were conducted with key stakeholders and from this, analysis was undertaken to identify themes. Key insights were derived and tactical and strategic recommendations were made. RACI documents, along with comprehensive process flows were developed to support these findings.
For workstream 2, Deecon reviewed JSM’s commercial opportunities. JSM’s contractual and commercial position was assessed using Deecon’s commercial expertise to identify areas for efficiencies. Priority clauses were identified and recommendations were drawn.
The third workstream centred around systems validation. Through a series of workshops, JSM’s incumbent systems were reviewed based on their functionality and operational usage. From this, Deecon were able to identify areas for improvement and recommendations for best practice.
Finally for workstream 4, Deecon conducted a benchmarking exercise to understand JSM’s pricing position compared to key market competitors. Deecon were issued with applications for payment and assessed 31 strategic rates which were identified as high volume, high impact or high value. JSM’s market position was established and key recommendations were made.
Results
Provided quick win and strategic recommendations across the four workstreams
Reviewed JSM’s commercial position and made recommendations for its improvement
Assessed JSM’s rates compared to market competitors and made recommendations as to where to improve them
Produced scenario models which identified an increased profit margin of c.20%
