Private Sector Consortia Working for a Public Sector Client - Factors that Build Successful Relationships:

In its procurement of goods and services the UK public sector increasingly requires private sector organisations to form supplier consortia, especially for large scale projects. This paper explores factors that build successful relationships, both within the private sector consortium and between the consortium and the public sector client. Based on a qualitative study of practitioners' experiences, we identify the reconciliation of objectives, continuity of staff engagement, team building, and trust, to be the main determinants of productive cooperation. Our results suggest various recommendations for relationship building, and distinguish trust as an essential facilitator.