Commercial Strategy: designing the business for success

Commercial Strategy: designing the business for success

A debate has been rumbling along over the past number of years in relation to the usefulness of business plans. This is primarily being driven by the views of young start-ups in the technology sector. Many of these budding entrepreneurs state that business planning has become useless as the plans are out of date almost as soon as they […]

Read More

Building a business around strategic commercial objectives

Building a business around strategic commercial objectives

Knowing when to stop something may be one of the most important life skills anyone can acquire. It can however be difficult for many of us to admit that the time has come to draw a line under certain activities whether it be a sales prospect, a sunset product we are unwilling to say goodbye […]

Read More

The quick guide to tendering

The quick guide to tendering

There are a number of good reasons why businesses should tender. I could fill several pages of reasons but for the sake of brevity, I will limit it to three here: Ingenuity – if you don’t look for ideas or seek out alternate perspectives you are at best keeping pace with the market, not getting ahead […]

Read More

Can public procurement contests inspire SMEs?

Can public procurement contests inspire SMEs?

Can public procurement contests ever be a source of inspiration? This is an important question as many SMEs that I work with have given up on public procurement. It can cost up to €6,000 to bid. They also feel the drive towards national frameworks for product and service supply is cutting them out of the […]

Read More

Strong systems to challenge public tender awards are inevitable

Strong systems to challenge public tender awards are inevitable

In many ways, going back to the 1980s, Australia and New Zealand have acted as both incubators and initiators of reforms subsequently implemented in developed and developing economies. From mid-term reviews (of officials like Central Bank Governers) to independent monetary policy development and tax innovation, we owe a lot to the ingenuity of antipodean policy […]

Read More

Post-tender negotiation in public procurement

Post-tender negotiation in public procurement

As a company that works with businesses on procurement and commercial strategy, some interesting cases have arisen recently with respect to the post-tender negotiation experiences of companies we work with. In some cases, suppliers felt they were subjected to unexpected pressure to cut what they considered to be a very competitive bid offer. While most of the […]

Read More

Dealing with maverick procurement expenditure

Dealing with maverick procurement expenditure

Dealing with maverick procurement expenditure Larger businesses with procurement functions have outlined that maverick expenditure by non-procurmeent personnel is the biggest challenge relating to indirect procurement. There is however no apparent consensus on how to tackle expenditure that is not under the control of the procurement function. There are a number of downsides from uncontrolled […]

Read More

Project management – from drain to gain

Project management – from drain to gain

We often help businesses with their project management and project governance. As professionals in project management, reviewing the approach adopted to achieving goals (no project plans, no risk management, no issues log, no clear objectives) presents challenges. The key challenge is to help the business retain its enthusiasm for the project while adopting more robust project […]

Read More

Procurement strategy – success in public tenders

Procurement strategy – success in public tenders

The attached slides on procurement strategy provide our view of public procurement in Ireland. Much of this content is applicable in any market where businesses are selling to the public sector (EU and beyond). It stresses how applying a good procurement strategy can lead to success in public tender competitions. The right procurement strategy can deliver results […]

Read More

Procurement Competition types

Procurement Competition types

Procurement competition types cause confusion for many businesses. Recent conversations that I have had with business owners and public figures interested in supporting small businesses and helping them grow highlighted a number of issues for me. The issues are: The degree to which procurement competition types are understood; The degree to which competition criteria are […]

Read More