HMRC and Fujitsu – Reducing Contract Risk on a Complex Cloud Transformation Programme

Client Types Supplier
Life Cycle Stage Strategy & Pre-Contract
Sectors Government, Public Sector, Technology & Digital
Undermasthead Shape

Pain point

How do we translate complex cloud transformation requirements into clear contractual commitments that align with procurement evaluation and can actually be delivered?

See how Clear helped structure contractual obligations, reduce commercial risk and strengthen procurement readiness for a major HMRC cloud transformation programme. 

Commercial Outcomes

  • Translated complex cloud transformation requirements into clear contractual obligations and service schedules
  • Strengthened Fujitsu’s commercial positioning across major HMRC technology procurement
  • Improved alignment between procurement evaluation criteria, delivery models and contractual commitments
  • Reduced commercial risk through structured analysis of assumptions, dependencies and obligations
  • Established a clear, deliverable baseline for phased transition to cloud operating models

Situation

HM Revenue and Customs (HMRC) had a stated objective to transition its technology estate to cloud platforms including Microsoft Azure and AWS. Legacy contracts were due to expire, triggering a complex programme of exit, transition, transformation and re-procurement activities running in parallel.

For Fujitsu, success in this environment depended on more than technical capability. Proposed solutions needed to be commercially robust, aligned to procurement evaluation criteria and capable of being translated into clear, deliverable contractual commitments.

A key challenge was bridging the gap between architecture and contract. While technical solutions could be designed and visualised, they needed to be converted into structured contractual obligations, service schedules and governance mechanisms that would stand up to procurement scrutiny and delivery reality.

Clear Consulting was engaged to provide specialist commercial contract management support, working alongside Fujitsu teams and HMRC stakeholders to align requirements, delivery models and contractual frameworks.

Objectives

  • Capture and define business, technical and operational requirements for cloud transformation
  • Translate technical solutions into clear contractual obligations and deliverable service commitments
  • Align proposed delivery models with HMRC procurement evaluation methodology and scoring criteria
  • Strengthen commercial positioning and bid credibility for major government procurements
  • Reduce commercial risk by clarifying scope, assumptions, dependencies and contractual obligations

Services

Commercial Contract Structuring

  • Translated technical architecture and service design into structured contractual obligations and schedules
  • Mapped dependencies, responsibilities and deliverables to support contract drafting and governance

Requirements and Scenario Analysis

  • Worked with HMRC end users and Fujitsu teams to establish requirements and test delivery scenarios
  • Produced structured outputs of dependencies and obligations ready for conversion into contract schedules

Fujitsu benefited from Clear's expertise and diligence for over two years. As a valued and trusted part of the Fujitsu team, Clear tackled complex and difficult commercial issues, always with a constructive, client-centred and win-win approach which helped us achieve the customer experience we aspired to whilst achieving the balance of the position we needed to secure. I would not hesitate in recommending Clear to others and would welcome them into my teams in future.

Victoria Sheppard
Head of UK, Northern and Western Europe Delivery, Fujitsu

Clear demonstrated strong expertise in commercial matters. I developed deep respect and trust in their contract and commercial management advice and guidance. They combine attention to detail with the ability to see the bigger strategic picture.

Christian Benson
VP Client Managing Director, Fujitsu

Contract Risk and Governance Review

  • Reviewed assumptions, risks and dependencies using structured RAID analysis
  • Assessed contractual terms and conditions to identify commercial risks and negotiation priorities
  • Conducted Red Team reviews to ensure commitments were robust, clear and deliverable

Procurement Evaluation Alignment

  • Analysed HMRC evaluation methodology and scoring criteria
  • Ensured contractual commitments aligned with value-for-money requirements and delivery expectations

Strategic Commercial Advisory

  • Supported commercial strategy, stakeholder engagement and bid development
  • Contributed to planning, forecasting and transition modelling to strengthen long-term commercial positioning

Achievements

  • Converted complex cloud transformation requirements into clear, structured contractual obligations and service schedules
  • Established a realistic and deliverable baseline service model aligned to HMRC business needs and budget constraints
  • Strengthened the clarity, credibility and defensibility of contractual commitments within bid submissions
  • Reduced commercial exposure by identifying and addressing risks, assumptions and dependencies early
  • Improved alignment between technical solutions, procurement scoring criteria and contractual deliverables
  • Introduced structured commercial governance and planning approaches to support ongoing procurement success

How do we translate complex cloud transformation requirements into clear contractual commitments that align with procurement evaluation and can actually be delivered?

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