Three Offices, One Discipline

Coverage aligned to vendor fiscal calendars

Enterprise IT vendors operate on fiscal years that the buyer rarely controls: Oracle closes on 31 May, Microsoft on 30 June, SAP on 31 December, IBM on 31 December, Adobe on the first Friday of December and Salesforce on 31 January. Our office locations exist so we can mobilise a senior advisor inside the buyer's timezone for the relevant vendor close, not for marketing geography.

One firm, three timezones, one engagement model

Every engagement is led by a partner with hands-on experience inside the relevant vendor. Where the buyer operates across multiple regions, we pair a regional lead with a vendor specialist regardless of which office houses each. A typical Tier-1 bank engagement covering Oracle, Microsoft, SAP and AWS will draw advisors from all three offices, with single-partner accountability for the outcome.

We have advised across 38 countries since 2015. The most common cross-border engagements involve EU-headquartered groups with US subsidiaries facing Microsoft EA or Adobe ETLA renewals, US-headquartered groups with EMEA operations facing Oracle ULA or SAP S/4HANA migrations, and APAC groups with global cloud spend approaching the AWS EDP or Google Cloud committed-use thresholds where regional pricing arbitrage materially affects the outcome.

Travel and on-site presence

Where the engagement requires on-site presence (executive briefings, audit defence workshops, vendor-facing negotiation sessions) we travel to the client. We do not insist on remote engagement. For Fortune 500 engagements we routinely operate from the client's procurement or legal floor for the duration of the negotiation window.

Confidentiality

All our offices operate to the same client confidentiality protocol. Our client roster, including the names of every Fortune 500 engagement we have led, is not publicly disclosed. We do not identify clients in white papers, case studies or media coverage. The anonymised case-study format used on this site is the maximum disclosure we will make about any client, ever.

Where our clients sit

The following gives a sense of the geographic mix of our recent engagements. We have completed engagements in every named territory in the past 18 months.

Why three offices, not one

A vendor close compresses commercial decisions into windows of hours, not days. Oracle's 31 May fiscal-year-end will see the deal desk in Redwood Shores open until 8pm Pacific on the final Friday of May, which is 4am Saturday in Singapore and 4am Sunday morning in London. A UK-headquartered buyer trying to negotiate that close from a London office alone hits a structural disadvantage that costs incremental discount points. Our Singapore office covers the Pacific late-evening and overnight Pacific windows; our New York office covers the early-morning Pacific window; our London office runs the European-day handover. The buyer wakes up to a fully prosecuted negotiation, not a frozen process.

The same architecture applies to Microsoft (30 June close), SAP (31 December), Salesforce (31 January) and Adobe (first Friday of December). Each vendor's deal desk operates from a specific timezone with specific approval-escalation hours. We staff to the vendor's clock, not to the buyer's office hours.

Partner-led, no offshore handoff

Every engagement is led, end to end, by a named partner with hands-on experience inside the vendor. We do not stage engagements through junior analysts in offshore delivery centres. The work product (vendor-position modelling, contract redlines, negotiation scripts, deal-desk-facing correspondence) is partner-authored. The buyer's CIO, CFO and General Counsel are speaking to the same advisor throughout, not to an account-management layer over a delivery team they never meet.

Sector specialisation across all three offices

Each office has sector concentrations matched to the regional industry mix. London depth is in financial services, energy, life sciences and government. New York depth is in media, financial services, healthcare and federal government. Singapore depth is in financial services, logistics, mining and government. Where a sector-specific engagement requires a specialist outside the local office, we mobilise across timezones; we do not insist on the buyer working with a generalist because of geography.

Continuity through partner pairing

For engagements that extend beyond a single fiscal quarter (ULA restructurings, S/4HANA migrations, multi-vendor portfolio reviews) we pair a lead partner with a continuity partner. The continuity partner sits in a different office and a different timezone. If the lead is on holiday, in surgery, or unreachable for any reason during a vendor close, the continuity partner has full context and full authority to step in. We have never lost a vendor close because of a single-point-of-failure on our side.

What to know before your first call

Engagements begin with a 30-minute confidential call. There is no charge for the first call and no obligation to engage. Before the call we ask for a one-page brief covering: the vendor or vendors involved, the contract value range, the renewal or audit timing, the buyer's current procurement and legal counsel arrangement, and any specific constraints (M&A in flight, public-company disclosure timing, regulatory deadline). We use the brief to assign the right partner for the first call.

Engagement letters are typically signed within 5–10 business days of the first call. We operate on either fixed-fee or success-fee structures depending on the engagement profile. Most ULA restructurings, S/4HANA migrations and multi-vendor portfolio reviews are fixed-fee. Most audit defences are success-fee based on the claim reduction we deliver. We do not charge ongoing retainers; every engagement has a defined scope and a defined end. Our existing clients re-engage when the next vendor cycle arrives.

We are listed as an approved supplier on several Fortune 500 procurement systems, and we can fast-track that listing where it does not already exist. Our standard contact form allows you to indicate whether procurement onboarding is required.