Procurement Strategy Development & Execution

Case Study

Middle East, Theme Park

Sector: Leisure / Engineering
Location: Gulf region
Client: Confidential
Project Value: Multi-billion (AED)
Project Duration: 4+ years

• Background

  The delivery of a world-scale leisure and entertainment precinct relied on offshore financing structures, which in turn affected project cashflow.

• Challenge

  The contractor had to balance negotiating the head contract with meeting the heads of terms agreement, while also maintaining leverage and sustaining local supply chain relationships without locking them into premature commitments.

• Our Approach

  We maintained transparency with the local supply chain through clear, consistent communication. Early works were strategically separated into smaller packages, allowing progress to continue without locking the contractor into premature contractual commitments.

• Solution implemented

  By structuring the early works this way, we enabled the contractor to demonstrate good faith to both the developer and the supply chain. At the same time, the approach preserved negotiation leverage and deferred binding commitments until the head contract terms were finalised.

• Results

  The contractor secured critical early works, kept the supply chain engaged, and retained flexibility in negotiations with the developer. This avoided unnecessary contractual risk while ensuring project momentum was maintained.

• Key Takeaways

  • Transparent communication is vital to maintaining trust during uncertain negotiations.

  • Splitting early works into smaller packages limits contractual exposure.

  • Leveraging phased commitments preserves negotiating strength with developers.

  • A balanced approach can progress works while protecting commercial interests.