Mastering Performance Based Contracts Now Available in Australia!

After checking this morning I am very excited to say that my book, Mastering Performance Based Contracts, is finally available for Australian readers via  My apologies for the delay.

For other countries, Mastering Performance Based Contracts is still available now either through the main US portal,, or local version of Amazon such as, or

I hope you enjoy it and welcome any and all feedback.

Kind Regards
Dr Andrew “Jacko” Jacopino

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Performance Based Contracting (PBC) Training

With the release of my book, Mastering Performance Based Contracts, and in conjunction with the International Association of Contract and Commercial Management (IACCM), I am delivering both public and private Performance Based Contracting (PBC) courses.  The 2 courses on offer are:

  1. 3 day PBC practitioner course – designed for people needing know how to put a PBC together including development of the Request for Tender / Proposal (RFT / RFP), tender response, RFT / RFP evaluation, transition and negotiation.  This course includes a copy of the book.
  2. 1 day PBC contract manager course – designed for people with an existing PBC who need to know how to manage it.

The public courses are scheduled as follows:

  • UK Public dates: 28th January 2019 – 1 day PBC contract manager course and 29th – 31st January 2019 – 3 day PBC practitioner course. The location of these courses are in London.
  • US Public dates: 25th February 2019 – 1 day PBC contract manager course and 26th – 28th February 2019 – 3 day PBC practitioner course.  The location of these courses has not been decided.

For private courses, please contact IACCM directly.  You can get more information from the IACCM Website.  I hope to see you there.

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2018 IACCM Americas Conference Presentation – Evolution of Performance Based Contracting

On Tuesday 30th October 2018 I delivered a presentation to the 2018 International Association of Contract and Commercial Management (IACCM) Americas Conference on the Evolution of Performance Based Contracting at St. Petersburg, Florida, USA.  For those who couldn’t attend, please find attached a link to my presentation.  I hope you enjoy it.

IACCM Americas Conference – Evolution of PBC – Dr Andrew Jacopino

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Mastering Performance Based Contracts Update for Australian Readers

After discussions with the folk from Kindle Direct Publishing (KDP) is appears that my book, Mastering Performance Based Contracts, will be available in Australia via from the 15thNovember 2018.  My apologies for the confusion and delay.

For other countries, Mastering Performance Based Contracts is available now either through the main US portal,, or local version such as, or

I hope you enjoy it and welcome any and all feedback.

Kind Regards
Dr Andrew “Jacko” Jacopino

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Release of Mastering Performance Based Contracts

To My PBC Blog Readers,

Having worked and taught PBC to both buyers and sellers for over a decade I regularly get people asking me PBC questions such as; what is a PBC and should I use one?  What are the best KPIs (Key Performance Indicators)? What is an Award Term?  How do I best respond to and negotiate a PBC?

As many of you may know, to help answer these, and other questions, a few years ago I created this blog. My aim is to create a not-for-profit PBC Community of Practice (PBC CoP) providing both people new to the field of PBC and experienced practitioners a variety of useful information and a forum to openly discuss this topic.

From the content of this blog, I was encouraged to develop the book by collecting, improving and extending all this information, hopefully creating the first comprehensive PBC Body of Knowledge that people will find useful.

So, the day has finally come!  I am both excited and nervous about releasing my first book; Mastering Performance Based Contracts which is now available in print to buy  via  You can follow the link here.  It is not available in e-book or kindle format given the 50+ colour diagrams to help the reader.

The only exception for this for is for those in Australia who want to buy the book through Unfortunately, due to an ongoing dispute between Amazon and the Australian Taxation Office (ATO) it is currently unavailable for distribution here in Australia.  I am resolving this as we speak and have some copies in Australia available to buy in early November 2018.  Please contact me directly either via email to or via LinkedIn messaging email and I will let you know if they are still available and how to get them.  That said, I hope to have a local distributer within a couple of weeks for Australia.

While creating the book has a been a huge effort, our PBC journey does not stop here as the field of PBC continues to evolve.  As such, I will again start writing fortnightly and intend to routinely update the book as major changes occur.

I hope you enjoy it and welcome any and all feedback.


Dr Andrew “Jacko” Jacopino

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Mastering Performance Based Contracting Book Release and Attending IACCM America’s Conference

To My PBC Blog Readers,

Firstly, my sincere and humble apologies for my absence.  For me, it has been a very been time trying to finish the book, Mastering Performance Based Contracts, which will be released via next week. Unfortunately, due to the number of full-colour diagrams it will only be offered as a printed book.  I will send out the link when it goes ‘live’.

Additionally, I am very excited to add that I will be speaking at the end of this month at the International Association of Contract and Commercial Management (IACCM) America’s Conference which is taking place at St. Petersburg in Florida, USA from Monday 29 to Wednesday 31 October 2018.  I am honoured and privileged to be participating in both the Great Debate, which is debating that “emerging technology is a threat to the ethics and integrity of trading relationships”, and presenting on PBCs.  The topic of my PBC presentation is “Evolving Performance Based Contracts – Lessons Learned 10 years On” focusing on why PBCs have evolved over the past decade and describing how these practical changes can help organisations achieve business success and avoid long-term performance, financial and reputational damage.  I may even bring some books along for those interested in buying one.  Although I warn you, it may be hard finding one that isn’t signed!

Finally, since I am coming all the way from Australia for this conference I plan on spending the rest of the week (Thursday 01 and Friday 02 November 2018) in either the US or Canada catching up with various people and organisations.  This means there is an opportunity for readers in North America interested in discussing PBC further, or running a PBC course through IACCM (see the brochure).  So please don’t hesitate to contact me and let me know so I can schedule it in as I would love to see you.


Kind Regards
Dr Andrew “Jacko” Jacopino

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Unintended and Perverse Outcomes

A colleague from the Australian Department of Defence (thanks Hayley!) recently sent me a link to an article from the Canberra Times about “Losing our way: How the cult of the KPI has damaged our moral compass”.  This article is partly in response to recent revelations in Australia from the Banking Royal Commission and the Victorian State Police (one of the 7 Australian state / province police departments).

Evidence presented to the Banking Royal Commission showed that Commonwealth Bank staff had inappropriately set up thousands of children’s bank accounts (often called Dollarmites accounts) either using their own money or the bank’s money to meet aggressive targets tied to an incentive scheme.  Commonwealth Bank staff would do so when parents had signed up their kids for school banking, but had not deposited money into the account within 30 days.  If no deposit was made, the sign-up would not count towards sales targets and financial rewards.  For disclosure, my children have Commonwealth Bank Dolomites accounts, however, all deposits have come from their family (see Dollarmites bites: the scandal behind the Commonwealth Bank’s junior savings program for more information).

For the Victorian State Police, The Age newspaper revealed that Victoria Police officers falsified 258,000 roadside alcohol breath tests over 5½ years (about 1.5% of all tests carried out during that time) by inflating breath test bags themselves to meet quotas noting there were no financial incentive for officers to fake tests (see How the Victorian police faked breath tests for more information).

The reason I am bringing it up in a Performance Based Contracting (PBC) blog is that these outcomes are familiar traps for new PBC practitioners resulting in unintended or perverse outcomes.  Specifically, the pitfalls identified in the article mirror our PBC pitfalls being:

  1. Avoid using a single quantitative performance measure – instead, use a variety of objective / quantitative and subjective / qualitative performance measures including measures for enterprise performance and behaviours (see The Allure of a Single Measure and Objective vs. Subjective Performance Measures).
  2. Avoid using only monetary performance measures – instead, use a variety of rewards (positive – ‘carrot’ – incentives) and remedies (negative – ‘stick’ – disincentives) as part of your overall Performance Management Framework (PMF) including measuring at a variety of levels and rewarding enterprise performance and behaviours (see When is a KPI not a KPI).
  3. Avoid using stretch targets – instead, make sure the performance is achievable regardless of whether a reward or remedy (see Setting the Performance Levels (Part 1, Part 2 and Part 3) and Stretch Goals).
  4. Avoid ‘setting and forgetting’ your KPIs – instead, use the performance measures and PMF as part of an ongoing discussion on past, present and future performance requirements and achievements.

So as a reader of this blog I hope you concluded that these perverse outcomes were highly likely since, from a behavioural economics and performance management design perspective, they were all unfortunately setup to fail.

The key for each of you is to make sure that you learn the lessons described here and avoid the same pitfalls in the design of your PBC.

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