The tender trap: back to the future?

Abstract

Consultancy has a bad press in the NHS and is the subject of allegations about wasted expenditure. External consultants cover many fields, range in size and focus and operate in a variety of ways. Central to the work of consultants is the tendering process—enshrined in the culture and never questioned. There are, however, a number of flaws and deficiencies associated with tendering and these reflect a series of underlying assumptions. An alternative ‘partnership team’ model which is outcome-based, relationship-focused and for the longer-term offers a better future by adopting pre-tendering approaches.