Supplier Management

Interim Commercial Director

Challenge

Travis Perkins needed an interim Director to lead their IT Commercial team whilst they formally advertised for the role.

The existing team, whilst very capable, were struggling to influence key stakeholders due to lack of mandate and lack of compliance to governance, meaning rushed last minute contracting was the norm.

Peru was contracted to provide an Interim Commercial director to lead the Procurement and vendor management functions, including the contract review and associated actions to support separations.

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Solution

Through interviews with the team and key stakeholders, the interim director pulled together an Improvement plan for execution across 2020. This plan was embedded in individual objectives and signed off by stakeholders.

The improvement plan included following dimensions:

• Build the team
• Implement Tier 1 Supplier Management
• Get earlier involvement in new projects
• Introduce a Proactive Renewals process
• Report on Adherence to process
• Reinforce P2P process and recharge model
• Proactively look for future savings

6 weeks later – we were in lockdown

Outcome

Leadership and Governance Established

  • Agreed and documented boundaries with rest of  IT and Brand Commercial teams,
  • Created new role definitions to give team a career path beyond current role
  • Led HR through IR35 implications
  • Re-establish Tier 1 governance meetings and reporting
  • Establish new CFO led governance forum to review commercial activity and provide escalation route.
  • Refined Governance process to ensure early engagement (and reported where this didn’t happen)
  • Implemented Renewals calendar and process
  • Establish weekly pulse with legal team
  • Led team through lockdown, with an overnight switch to remote working and an increased focus on Cost Savings (including furlough and redundancy within team)
  • Key participants in Commercial Separation projects for Wickes and Tile Giant
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Value

Key Commercial Controls Embedded

£3M of Cost savings agreed and reported during 9 month tenure, and multiple deferred payments agreed with Suppliers

Tier 1 Supplier far more closely managed both by team and by IT Owners

Travis Perkins well placed for current and future separation from a Contract and Commercial perspective (Wickes and Tile Giant)

Major Delivery Management contract signed

Network and Telephony Sourcing Strategy agreed and being executed

Commercial support to aggressive rollout of Digital, Contactless Payment and Debt Recovery tooling in early days of lockdown

Team Career and succession path signed off by new HR Director for team

CFO is an active advocate for team and is looking to extend model across other Commercial teams

Successful handover to new permanent Commercial Lead

Testimonial

"The Peru Consultant led our Commercial Team through an extremely challenging year, ensuring the team stayed motivated and delivery focussed. A number of improvements were implemented despite the lack of face to face working, including significant cost savings against third party contracts, alignment of commercial resources to key covid related and other business initiatives and an enhanced governance structure reporting into the CFO. The Commercial teams’ influence and visibility increased significantly though this engagement."

Matt Greaves, IT Director, Travis Perkins

Steve Warren

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