Exdak can be engaged at any or all of these stages in an advisory or leadership role.
Our experience with achieving almost a billion dollars of commercial transactions will help your business growth plan.
Exdak can also be engaged to fulfill short term skills gaps due to long service or parental leave.
Available to work across Australia either onsite, hybrid or remote.
About Us
20 years of Commercial Management of high value opportunities
- Led the acquisition of almost $1 billion revenue
- Managed a $250 million profitable contract
- Negotiated contracts for large multi-year and multi-million dollar services contracts
- Managed an AS4030-1995 construction contract with Australia’s leading builder with over $20 million of equipment supply as well as professional services for design, build and commissioning
Expertise across multiple industries
- Defence
- Healthcare
- Public Safety
- Transport
- Revenue
- Construction
- Federal Government
- NSW MICTA / ICTA contracts
- WA State Government (GovNext ICT Contract, ICT Services Panel, and General Conditions of Contract)
- All other Australian state and territory governments (excluding ACT)
TEAM / PARTNERS
Stephen Johns – Principal Consultant
Stephen has led and managed almost $1 billion of wins across multiple government and commercial customers across Australia. This includes opportunities where the company was a prime contractor (of a consortium) or as a subcontractor to a global company.
In addition to his own considerable experience, Stephen has access to highly qualified partners elsewhere in Australia with similar ranges of expertise.
Qualify
Exdak will help discover:
- Any opportunity to influence this customer
- Our chances of success
- And many other aspects that need to be considered
Organisations of all sizes looking for sustainable growth will need to consider these and other qualification questions.
Exdak can guide and advise a customer on strategies for qualification.
Propose
Exdak will manage all the steps necessary to achieve a compelling response:
- Bid strategy
- Price strategy including margin setting
- Address gaps in capability or capacity
- Document creation and submission
Prepare for post submission activities such as clarifications from client and BAFO (Best and Final Offer).
Exdak can guide and advise a customer on strategies for proposals.
Negotiation
Exdak will develop a clear negotiation strategy and can lead or coach the negotiation team.
Exdak will prepare unambiguous positions for contractual elements such as:
- Scope of work
- Service levels
- Liabilities and other contractual pain points
Exdak can guide and advise a customer on strategies for negotiation.
Manage
Exdak will advise and could direct the manage phase, which is divided into two major areas – establishment and business as usual (BAU):
Establishment
Multiple concurrent activities including:
- Achievement of conditions precedent
- Preparation of the contractual obligations
- Service establishment
- Financial management
- Reporting and Meeting establishment
Exdak can lead and advise on these and other necessary strategies for establishment.
Manage
Exdak will advise and could direct the manage phase, which is divided into two major areas – establishment and business as usual (BAU):
BAU follows Establishment and commences once the conditions precedent are achieved.
The focus here is to ensure that all contractual obligations are met, and that revenue potential is maximised.
A collaborative approach is required to achieve the balance between customer expectations and a preferred position for the contractor.
Exdak can guide and advise a customer on strategies for BAU.
Disengage
Exdak will advise on Disengagement which will commence at the required date, and include:
- Preparation of artifacts required for disengagement
- Collaboration on project plan for disengagement to meet required timeframe.
- Management of internal and external stakeholder requirements, and much more.
Exdak can guide and advise a customer on strategies for disengagement.
TESTIMONIALS
Adrian
Defence and Public Safety Lead, Oceania
“…Best Commercial Manager I have worked with. Steve offered win-win options and solutions to the complex sales environments…”
Wai
Territory Manager
“…peerless diplomacy and negotiation skills…”
Andy
Customer Experience Manager
“…takes full responsibility for business outcomes, is detail-oriented, and a great communicator…”
Georgia
GM Defence
“…professionalism and hard work over long days and many months positioned us well resulting in a $170 million opportunity win…”
Neil
Commercial Technology Manager
“…he has directly contributed to the development of strategies and their execution to help us win significant new business…”
Ash H
Enterprise Architect
“…sharp negotiating skills and strong commercial focus…”