Keystone column 35 – Supplier debriefing

Keystone column 35 – Supplier debriefing

Welcome to this week’s edition of the Keystone Column containing business stories and public procurement opportunities that drive the commercial strategy of ambitious companies. This week, we focus on why marketing is different, more trouble in VW, what to expect from supplier debriefing and a recent story of an innovative development we have been following.   Business stories  Why marketing […]

Read More

Winning tender opportunities with International Funding Institutions

Winning tender opportunities with International Funding Institutions

We work with businesses to help them identify tender opportunities afforded by government contracts. Questions that can arise include: Our business is too small or too new? We suggest that they consider joining or setting-up a consortium. We lack confidence in the process? We ask them how much time have they spent learning how to win tender opportunities. We have […]

Read More

Keystone Column 27 – Change as a Strategy

Keystone Column 27 – Change as a Strategy

Welcome to this week’s edition of the Keystone Column containing business stories and public procurement opportunities that drive the commercial strategy of ambitious companies. This week, we look at change as a strategy for business. There are value loans on offer via Microfinance Ireland which are a change from traditional retail bank offers. InterTradeIreland’s advice on Brexit and opportunities to grow through […]

Read More

Keystone Column 26 – Post-Brexit Consequences

Keystone Column 26 – Post-Brexit Consequences

Welcome to this week’s edition of the Keystone Column containing business stories and public procurement opportunities that drive the commercial strategy of ambitious companies. This week, we look at what Brexit means for the EU’s procurement rules for companies selling into Northern Ireland or other parts of the UK, a small works database issuing contracts to the construction sector, […]

Read More

Dealing with a losing bid – part 3

Dealing with a losing bid – part 3

In previous posts we have dealt with scenarios where companies have submitted a deficient or defective losing bid and with scenarios where they submitted a good bid and were hoping to be successful. In this posting, we will outline three options for companies seeking to take specific action following a contract award process. We will […]

Read More

Building a consortium: together you can be more

Building a consortium: together you can be more

Owner/Manager businesses often tell us that they feel they are being excluded from public procurement contests. We have written elsewhere about how companies can improve their bid management capabilities (through the development of a better strategy, by seeking bid management support or by obtaining training on writing bids). Increasingly, the consortium is becoming a further, potential […]

Read More

The Keystone Column No. 17 – Commercial Trends and Opportunities

The Keystone Column No. 17 – Commercial Trends and Opportunities

Welcome to this week’s edition of the Keystone Column containing business stories and public procurement opportunities that drive the commercial strategy of ambitious companies.   Business stories The art of negotiation is a skill that does not always get its day in the sunlight. There are two classic approaches to negotiation and they spring from different philosophies […]

Read More

Dealing with a losing bid – part 2

Dealing with a losing bid – part 2

This post is the second in a series of three posts dealing with common scenarios losing bidders find themselves in. In this scenario, we are going to assume: the bid was strong but still lost to a competitor; and/or the company was expecting win and did not do so.   Being beaten by apparently small […]

Read More

The Keystone Column No. 16 – Commercial Trends and Opportunities

The Keystone Column No. 16 – Commercial Trends and Opportunities

Welcome to this week’s edition of the Keystone Column containing  insights, news and public procurement opportunities that drive the business growth of companies.   Business stories   The Department of Finance was heavily criticised in a recent report for the manner in which it runs its own procurement. A lack of audit trails amongst other criticisms were […]

Read More

The Keystone Column No. 15 – Commercial Trends and Opportunities

The Keystone Column No. 15 – Commercial Trends and Opportunities

Welcome to this week’s edition of the Keystone Column containing business insights, news and public procurement opportunities that drive the strategic growth of companies.   Business stories The Office of Government procurement released a revised schedule of the frameworks it is planning to roll out over the coming months. The schedule can be consulted here. Smaller […]

Read More