THE VICE PRESIDENT’S PRACTICE
What Should Professional Services Cost?
Know what drives the fee before you negotiate.
Scope and compare consulting, legal, technology and other advisory proposals. Understand which commercial models fit the work and where a low headline price hides a larger commitment.
YOUR LEARNING OUTCOMES
What you will be able to do.
Vice presidents, business sponsors and procurement leaders commissioning external professional services.
- Define deliverables, acceptance criteria, internal responsibilities and the expertise the assignment actually requires.
- Model team mix, effort, duration, geography, specialist scarcity and expenses; compare fixed, time-based, retainer and outcome-linked fees.
- Normalise exclusions, assumptions and change charges; use dated comparable quotes and procurement evidence to test the cost envelope.
- Build fee scenarios and a negotiation plan covering milestones, change control, handover and matters needing procurement or legal review.
A like-for-like proposal comparison, fee sensitivity model and negotiation brief.
IN PRACTICE
A situation you could face.
Three firms propose different teams and pricing models for the same transformation brief. One is cheap but excludes implementation; another offers a success fee. Establish a comparable scope and a credible cost envelope before choosing.
A like-for-like proposal comparison, fee sensitivity model and negotiation brief.
Illustrative learning scenario.
CURRICULUM
Your learning path.
4 modules
01Specify the work and the buying decision
Define deliverables, acceptance criteria, internal responsibilities and the expertise the assignment actually requires.
02Understand the economics behind the fee
Model team mix, effort, duration, geography, specialist scarcity and expenses; compare fixed, time-based, retainer and outcome-linked fees.
03Compare proposals on the same basis
Normalise exclusions, assumptions and change charges; use dated comparable quotes and procurement evidence to test the cost envelope.
04Negotiate value and control scope
Build fee scenarios and a negotiation plan covering milestones, change control, handover and matters needing procurement or legal review.
THE EXPERIENCE
Practice with a purpose.
100% onlineNo in-person attendance required.
Case-based learning with practical working materials and feedback on your decisions. Your invitation confirms the teaching format, contributors, timetable and review scope.
Understand the decision
Define the question and the evidence a useful answer needs.
Test your judgement
Apply the method to a realistic case and explain your choices.
Review the quality
Use explicit criteria to judge the result and improve the work.
ABOUT YOUR APPLICATION
Before you apply.
Are courses delivered online?
Course materials, exercises and any included coaching or live sessions are delivered online. No in-person attendance required.
Each programme specifies its pace and included support. Your invitation confirms any scheduled sessions and their timing.
Why do I need to apply?
We review your background and any goals or motivation you choose to share to assess programme fit. There is no payment when you apply.
How do intakes work?
We welcome new participants in intakes over time. Apply for access and we will email you when the next intake opens for this programme.
When can I start?
We will confirm the start date, what is included and the fee when we invite you to join. You can then decide whether to take part. Applying does not give you immediate course access.
What does the fee cover?
Case-based learning with practical working materials and feedback on your decisions. Your invitation confirms the teaching format, contributors, timetable and review scope. The €690 shown is an estimated fee per person. We will confirm what is included, the final price and any applicable taxes before you decide to join.
Will I receive a certificate?
Your invitation will explain what you need to complete, how your work will be assessed and whether the programme includes a certificate. Any Academy certificate is separate from an accredited academic qualification.
Who is behind the Academy?
Scipio Academy draws on practical expertise from senior alumni of McKinsey, BCG and Bain. We will share details of the programme contributors and reviewers with your invitation. The firms do not sponsor or endorse these programmes.
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