Honeywell has provided the control systems for Refining New Zealand for many years. The relationship was very traditional and heavily transactional.

The lead Managers from both companies identified an opportunity to work smarter using a partnering approach that would deliver greater, tangible, value for both. They initiated an initial five-year program to transform the relationship, with Taylored Solutions providing the expertise on the steps needs as well as facilitating the engagement.

Taylored Solutions involvement included establishing alignment at all levels of the relationship (executive and workers), developing a Relationship Charter to reflect the intentions, establishing and implementing a governance model to drive the relationship, regular relationship health check surveys and reviews, and ongoing support and workshop facilitation as needed. The partnership was branded Aria by the teams involved.

The outcomes from the transformation were positive and the two companies have spoken about it at many international conferences and forums. Honeywell wrote up a summary case study which you can download here >> Honeywell Transitions from Vendor to Partner at Refining NZ with Assurance 360.

“Negotiating a strategic partnership contract should be handled differently than a normal managed service contract. We found external facilitation helped us to articulate the outcome of the relationship process. A framework agreement takes time, with repeated references to the charter when negotiating.”

Peter Smit, Head of Process Control, Refining NZ