Why does UK infrastructure cost so much — and why do major projects so often face delays, redesigns and spiralling budgets?

In this episode of Negotiating Government, David Gauke is joined by John Hall, former Treasury and Department of Health official, to examine what sits behind the UK’s infrastructure challenges and what government and the private sector can do differently.

They explore the impact of stop-start investment, planning and consenting delays, skills and supply-chain constraints, weak public-sector client capability and the difficulty of maintaining a credible long-term infrastructure pipeline.

From HS2 and nuclear power to hospitals, rail electrification and energy infrastructure, the discussion looks beyond individual projects to the decisions, incentives and negotiations that determine whether major investment succeeds or fails.

For businesses working with government, there is also a wider lesson: rather than simply asking for more funding or greater certainty, companies need to understand government’s objectives, engage earlier, make the commercial realities clear and put forward propositions that help both sides manage risk and deliver better outcomes.

About the Podcast

Negotient is the expert adviser in managing negotiations between the public and private sectors; we advise clients in both sectors how to get the best results from their negotiations. This podcast explores the strategies and behind-the-scenes mechanics that shape successful negotiations, and the factors that drive the interests of both sides. Our aim is to help those involved in public sector negotiations understand the challenges they face — and how to overcome them to deliver better results for the public.

Geopolitics is becoming an increasingly important factor in government negotiations.

The relatively predictable global environment of recent decades is giving way to greater uncertainty. Trade relationships are changing, protectionism is increasing, supply chains are vulnerable and governments are reconsidering their reliance on overseas suppliers and traditional allies.

In this episode of Negotiating Government, David Gauke is joined by Sir William Patey, former British Ambassador to Afghanistan, Saudi Arabia, Iraq and Sudan, to explore what this changing geopolitical landscape means for businesses working with government.

They look at the growing emphasis on Buy British, economic security and domestic industrial capability, and why businesses can no longer assume that winning a government contract is simply about providing the best product at the lowest price.

David and William discuss:

• How the shift from a relatively stable global order is changing UK government decision-making
• Why Buy British and economic security are becoming more important in public procurement
• How security of supply can become a competitive advantage in government negotiations
• What changing relationships with the US and Europe mean for defence procurement
• Why government may increasingly support domestic industrial and technological capability
• How geopolitical choke points, critical minerals and semiconductor supply create new risks
• The growing importance of energy security to UK economic and industrial policy
• How government will balance net zero, energy costs and the demands of AI and new technology
• Why geopolitical disruption can suddenly affect industries that previously appeared relatively insulated
• What businesses should do differently when preparing to negotiate with government

The central lesson is that businesses need to understand the pressures facing government before entering a negotiation.

Competitive pricing and a strong product remain essential, but increasingly they are only the starting point. Businesses that can demonstrate how their proposition supports resilience, security of supply, UK capability or another strategic government priority may be able to create negotiating advantages that go well beyond price.

Note: this podcast was recorded before the recent change of Prime Minister.

About the Podcast

Negotient is the expert adviser in managing negotiations between the public and private sectors; we advise clients in both sectors how to get the best results from their negotiations. This podcast explores the strategies and behind-the-scenes mechanics that shape successful negotiations, and the factors that drive the interests of both sides. Our aim is to help those involved in public sector negotiations understand the challenges they face — and how to overcome them to deliver better results for the public.

In this episode of Negotiating Government, David Gauke is joined by former Aviation, Maritime & Security Minister Robert Courts to explore what the plan really means for defence suppliers, technology companies and businesses looking to work with government.

Rather than treating the document as a shopping list of future contracts, they examine the strategic thinking behind government investment decisions and explain why political priorities, Treasury approval and strategic relevance increasingly determine which suppliers succeed.

They discuss:

• Why the Defence Investment Plan is a guide to government priorities—not guaranteed procurement
• How defence companies can become strategically relevant
• The growing importance of sovereign capability and UK industrial resilience
• Why Treasury thinking matters just as much as Ministry of Defence priorities
• Lessons from defence procurement successes and failures
• How AI, autonomy and rapid technological change are reshaping procurement
• What CEOs should do now to improve their chances of winning government contracts

Whether you work in defence, aerospace, technology or government affairs, this episode provides practical insight into how modern government procurement decisions are really made—and how to position your organisation for success.

About the Podcast

Negotient is the expert adviser in managing negotiations between the public and private sectors; we advise clients in both sectors how to get the best results from their negotiations. This podcast explores the strategies and behind-the-scenes mechanics that shape successful negotiations, and the factors that drive the interests of both sides. Our aim is to help those involved in public sector negotiations understand the challenges they face — and how to overcome them to deliver better results for the public.