Specification, bidding, negotiations
Things only get done well if the contract incentivises the right outcomes. Bidding is a careful balancing between quality, price and above all, risk. Negotiation is about winning, yes, but probably more constructively, it is about walking towards each other, arriving at a position where people can face each other again.
UK franchise, financial, commercial, bid plans
+ Government-side: West Coast, ScotRail
+ Bids: Thameslink, Essex, South Eastern, South Central, Greater Western, East Coast, East Midlands, TransPennine
+ Negotiations: South West, engineering possessions, inter-operator compensation