Managed print 

discovery- specification- market entry- contracting- transition support 

Market analysts advice that typically 3% of an organisation's revenues are spent on printing - a huge opportunity for improved efficiency and savings. In late Spring 2010, HCA International, a group of private hospitals in London, started on their journey down this path - initially based on a need to refresh a long-term copier contract.

Prestige was first appointed to conduct a Discovery process: a detailed audit of printing at three HCA facilities, representive of the organisation as a whole. Taken together with a review of associated company-wide spend, Prestige was able to establish accurate benchmarks and efficiency opportunites across the group. Moreover, the target cost reductions could be achieved while improving patient confidentiality, device reliability and user efficiency (e.g. in terms of print speeds, accessibility and flexibility through "Follow-me" printing, automated meter reading and toner supply).

Following the audit, Prestige was invited to conduct a market entry process, to assist HCA in finding a suitable vendor partner for a long-term agreement. Following a review of 35 potential suppliers, a comprehensive RFI cull and RQF process, three finalists were shortlisted and offered an invitation to present their case to the HCA procurement and IT team. The Prestige IT Practice uses a trusted and somewhat unusual methodology for final presentation and negotiation, a process appreciated by both clients and vendors alike, who recognise it as deeply thorough and fair. On this occasion, HCA selected a service-oriented and well respected vendor, based in London.

 Managed service contracts are typically complex, especially when based on a rolled-up, price-per-event commercial framework. While such contracts are ideal for clients, they are always challenging to document precisely. HCA appointed Prestige to lead and manage this crucial element of the process to success, throughout the contracting and due dilligence phase.

 Following signature and with many other contracts in progress, HCA again sought help from Prestige to bring the managed print project to final fruition. Steve and his team led the project for six months, managing the vendor and running a comprehensive communications program. This meant working with management staff at the hospitals, with the vendor, with HCA's IT team, with finance and procurement colleagues, to ensure a truly holistic success.

 Savings and ROI achievement were monitored throughout the process and have surpassed the original business case- now standing at £600,000+ over the 5-year contract term. HCA Director of Procurement Clive Horner comments: "Expert help from Prestige has enabled us to deliver this specialist strategic initiative smoothly across each of our individually-run hospitals. From start to finish the team's input was consistent, through and effective."