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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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The Keystone Column No. 13 – Commercial Trends and Opportunities

The Keystone Column No. 13 – 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 business growth strategy of companies.   Business stories It has often been stated (by us) that if you want to find out about corruption in procurement all you need do is google the following phrase: “procurement scandals & bridges” . […]

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Dealing with a losing bid – part 1

Dealing with a losing bid – part 1

It can be hard to accept the submission of losing bids in a procurement process. Independent estimates state that the opportunity cost of submitting a typical bid can be between €2,500 and €5,000 depending on the size and value of the contract. It is easy to see why companies can feel aggrieved when they find out […]

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The Keystone Column no. 12 – Commercial Trends and Opportunities

The Keystone Column no. 12 – 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 growing companies.   Business stories Enterprise Ireland published a very useful (updated) guide to exporting overseas this week. Businesses interested in overseas expansion could build a compelling exporting plan using this document whilst paying attention […]

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The Keystone Column no. 10 – Commercial Trends and Opportunities

The Keystone Column no. 10 – 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 growing companies.   Business stories This article on outsourcing (or use of third-party suppliers) really brings the whole concept of outsourcing back to its most basic principles. It is a great reminder that nobody can […]

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The Keystone Column No. 9 – Commercial Trends and Opportunities

The Keystone Column No. 9 – Commercial Trends and Opportunities

Welcome to this week’s edition of the Keystone Column containing business stories and public procurement opportunities that drive business growth and innovation for ambitious companies.   Business stories Procurement scandals: There are two ongoing scandals with public procurement angles that we are keeping an eye on. There is something about bridges from Alaska to Padma and beyond – […]

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