Executive Update

Tricks and Traps of Vendor Panels: Unlock the Dormant Value

Posted February 22, 2016 in Business Technology & Digital Transformation Strategies

The use of vendor panels has been standard practice in business and government for some time; indeed, you probably don’t give it much thought. However, panels are grossly underutilized, despite receiving the highest “very satisfied” score with customers relative to sole sourcing (single suppliers) and head contracting (prime contractors with subcontractors).

Explaining the poor utilization of panels is not so simple. There are a myriad of traps that organizations fall into. This Executive Update explains the common traps and provides the tricks to leverage your use of panels.

About The Author
Sara Cullen
Dr. Sara Cullen is a Senior Consultant with Cutter Consortium’s Business Technology & Digital Transformation Strategies practice. She is the Managing Director of The Cullen Group, a boutique firm offering consulting, publications, and education regarding commercial agreements, a Fellow at the University of Melbourne, and a Research Associate at the London School of Economics. She was former National Partner at Deloitte in Australia, where… Read More
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