Primary drivers for selection

• The principal drivers come down to three

  • In most cases, that is
• The degree to which the product can be specified

  • Unfortunately, too often assumed overly optimistically
  • At the time of contract formulation
• The degree of control/risk the buyer wishes to exercise

  • During product definition and development
• The appropriate form of compensation

  • Given the first two

• The next slide shows the range of options

  • And how they are related

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