Restructuring ICT Solution Procurement in MNC Group: A 3D Negotiation Framework Approach
This Final Project discusses a transformative shift in the procurement of ICT solutions within MNC Group, a leading conglomerate in the Media sector in Indonesia. This shift was triggered by the recognition of the pivotal role of ICT in contemporary business operations following the abatement of the COVID-19 pandemic in early 2022. The Executive Chairman designated PT Infokom Elektrindo (Infokom), one of MNC Group's subsidiaries, as the exclusive provider of ICT solutions for all Business Units, necessitating a comprehensive restructuring initiative. The implementation of this appointment faced resistance from various stakeholders in some of the Business Unit, as they were accustomed to sourcing ICT solutions from external vendors. The previous procurement process was managed by PT. Prima Permata Nusantara (PPN), incurred a 3% service fee for projects exceeding 250 million Indonesian Rupiahs, while projects below this value were managed by respective procurement units within the Business Units. To address these challenges, a strategic framework known as 3D-Negotiation was applied, encompassing Tactics, Deal Design, and Setup, effectively navigating stakeholder complexities. Qualitative interviews and the Power-Interest Grid played a crucial role in understanding the perspectives and influences of the stakeholders. Additionally, the Stakeholder Analysis Framework provided insights into the complex relationships among business units. This research yields a comprehensive approach, offering valuable insights for decision-makers facing similar restructuring efforts in large corporate conglomerates with a Single-Family Office (SFO) type, ultimately aiming to enhance operational efficiency and align with organizational objectives.