The Lowdown Performance-based contracting in B2B organizations

Customers are increasingly focused on outputs and outcomes of services rather than asset ownership - to reduce risk, improve quality and sustainability, and stimulate innovation while suppliers are aiming for ‘servitisation’, providing more reliable and higher-margin income streams and stronger customer relations.

Performance-based contracting (PBC) can help support both shifts, but implementation is far from easy. Suppliers may be risk-averse, have too little opportunity for estimating and pooling risks. Customers may have problems prioritizing KPIs, selecting the appropriate form of PBC and not fulfilling their enabling role in the interactive service process. The PBC design and implementation process is a useful tool to add to your toolbox and may be a productive learning journey in itself

Join Finn Wynstra for a session to share insights gathered across various industries, including healthcare, telecoms and infrastructure, and do a deep-dive into one specific case, together with a senior practitioner.