Enhancing Client Collaboration for Performance

Industry: Energy / Oil & Gas

Focus Area: Service model transformation, supplier integration

Key Outcome: Multi-year renewal secured with expanded scope

Region: Asia–Pacific, India focus

Summary
A multi-national oil company required the supplier to shift its APAC real estate services to a more integrated, performance-focused model while improving supplier collaboration.

The Challenge

• Fragmented supplier relationships reducing efficiency

• Risk adverse organisational culture and entrenched ways of working slowing innovation

• Fee abatements due to inconsistent KPI performance

The Intervention
As APAC Client Success Lead, Michael developed an internal consultancy model to assess relationship dynamics, performance, and strategic alignment mid-contract. He facilitated account-wide workshops to integrate suppliers into a unified operating rhythm and addressed resistance through stakeholder engagement.

The Results

• Reduced contractual KPI fee abatements

• Increased net promoter scores across key accounts

• Multi-year renewal secured with expanded service scope