Client Profile
A $12.0B Global Leader in Transportation Solutions
Business Issue
Facing a critical go-live delay, the client encountered unexpected cost pressures and operational risks due to Deloitte’s failure to meet the agreed-upon timeline. This included:
- Missed Commitments: Deloitte was not able to meet with go-live date outlined in the original Statement of Work (SOW).
- Unacceptable Alternative: Deloitte proposed a no-cost alternative that conflicted with the client’s pre-established blackout period.
- Unjustified Cost Increase: Deloitte’s positioned a $1.3 M change order for the delay without providing clear justification.
- Escalating Costs: The original SOW was valued at $15.5M, with additional costs threatening budget stability.
Approach
UpperEdge provided negotiation strategies to eliminate unnecessary costs, ensuring Deloitte remained accountable by:
- Exposing SOW Violations: Strengthened the Client’s position by demonstrating Deloitte’s failure to meet contractual obligations.
- Mitigating Blackout Period Risk: Reinforced why a delayed go-live was necessary to avoid operational disruption.
- Securing Cost-Free Extension: Deloitte absorbed the full cost of $1.3M and extended the program by four months at no additional charge.
Negotiated Outcomes:
In partnership with UpperEdge, the client avoided a $1.3M cost increase, enforced vendor accountability, and realigned their go-live strategy without operational risk.
