Former Chief Secretary to the Treasury David Gauke and HM Treasury official John Hall reveal the single most important insight for anyone negotiating with government: you are never just negotiating with a department — you are always negotiating with the Treasury. They explain the three tests every proposal must pass, why the person across the table from you is rarely the real decision-maker, and how to build a case that the Treasury will actually approve. Essential listening for CEOs, public affairs professionals and anyone bidding for government work.
What You’ll Learn:
- Why you are always negotiating with HM Treasury
- How government spending decisions really get made
- The three tests every proposal must pass: affordability, need, and value for money
- Why negotiations with government feel slow, unpredictable, and unclear
- How different Whitehall departments operate — and why culture matters
- The “hidden stakeholder” problem in government decision-making
- Practical strategies to influence the Treasury indirectly
- Why economic pressure is making government negotiations more difficult
Key Insight:
The person you’re negotiating with isn’t the decision-maker — they’re your route into the decision-making system. Your job is to help them build a case the Treasury will approve.
Who This Episode Is For:
- CEOs and senior leaders working with government
- Policy, public affairs, and regulatory professionals
- Private sector organisations bidding for government work
- Trade bodies and industry groups
- Anyone looking to understand how UK government decisions are really made
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.
