Abstract
Research into the development of contracts for mental health services with 12 localities in the Northern Regional Health Authority was conducted in 1990/91. Purchasers and providers in each locality negotiated a specific contract for the first year of the reforms introduced in ‘Working for Patients’. From this exercise three images of the contracting process were developed to describe the variety of attitudes to the new system among local managers and professional staff. These images, ‘business as usual’, ‘competitive bidding’ and ‘collaborative commissioning’, are described and their relevance to the analysis of policy implementation discussed.

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