Do your stakeholders struggle to understand and articulate what they need until it’s too late? Are you struggling to navigate the messy reality of business needs in a rigid procurement process?

In this session, Karen Newnham breaks down how her and her team use short trials to uncover their stakeholders’ true requirements for commercial off-the-shelf (COTS) solutions whilst managing  commercial risk.  

Karen will show how early experimentation can reveal hidden needs, challenge assumptions, and build stakeholder confidence in the solution that’s eventually chosen. 

This talk is for BAs who want to move beyond static requirement lists and into practical discovery, where learning happens through doing and decisions are grounded in evidence.

LEARNING OBJECTIVES

Rethink your approach to Procurement projects

Learn how to use prototypes and trials to surface requirements your stakeholders can’t articulate

Understand how to reframe COTS exploration as a low-risk, high-value activity within procurement constraints