Strategic commercial project management for the procurement of high-speed rail vehicles
Project tasks
- Strategic support in the procurement process
- Project planning and management (deliverables, deadlines, costs, quality, risks)
- Preparation and implementation of pre-qualification for lessors
- Commercial support for operational leases, contract drafting and LCC assessment
Our approach
The project aimed to ensure that a major European railway operator was well and strategically prepared for an upcoming procurement process for new international high-speed rolling stock. The key challenge was to clarify complex commercial, contractual and strategic requirements at an early stage, to structure them and to coordinate them with each other. This particularly concerned the operating lease model, life cycle costs, contract structures and the prequalification of suitable lessors. Without this targeted preparation, significant risks related to cost, quality, and schedule, as well as limited and ineffective market engagement, would have been likely. The project therefore focused on creating a solid commercial and strategic foundation for a complex international procurement procedure.
PROSE approached the task strategically, systematically and methodically, first analysing and clearly defining the commercial, contractual and time-related requirements of the procurement project. Based on our expertise in international procurement projects and rolling stock leasing models, PROSE developed a clear and practical methodology to prepare the customer for the tender process. We established a transparent project structure and consistently managed deliverables, costs, quality, and risks. In parallel, PROSE supported the pre-qualification of potential lessors and established the basis for well-founded commercial decision-making. Our advisory services also covered the development of robust and market-aligned contractual models. We worked closely with the customer as external commercial project managers on a mandate basis, focusing on solutions and open exchange in order to identify risks at an early stage and create a solid basis for decision-making.
Customer benefit
By working with PROSE, the customer received independent, manufacturer-neutral, and commercially focused support that brought structure, transparence and clarity to a complex procurement project. PROSE combined deep expertise in international procurement, leasing models, and life-cycle cost considerations. Our pragmatic and solution-oriented approach enabled the customer to identify risks early, well-founded commercial decisions, and prepare the pre-qualification process efficiently. As a result, the customer benefited from measurable relief of internal resources, clear decision-making foundations, and professional, structured preparation of the overall tender process.
