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

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 […]

Read More

Commercial strategy and the one-page proposal

Commercial strategy and the one-page proposal

Every business needs to be able to do a one-page proposal. Any business seeking funding from private investors definitely needs to be able to develop a one-page proposal. When talking with people in industry, they often cling to their infographics and market research like comfort blankets. They often feel the need to demonstrate their journey […]

Read More

Successful suppliers manage concentration risk

Successful suppliers manage concentration risk

Commercial strategy and concentration risk When we work with clients on their commercial strategy, a key part involves the identification of different risks to their business. We often find that concentration risk features high up the list of critical risks faced by businesses that do not have a diversified customer base. High concentration risk means […]

Read More

Bids and RFPs – what a good bid should look like

Bids and RFPs – what a good bid should look like

When we work with companies, they often ask us what a good business proposal or bid looks like. Normally, they ask what a well produced document might look like but this is not as helpful for many as they initially think it might be. A good works (construction) bid looks nothing like an office supplies […]

Read More

Planning for business growth in 2016

Planning for business growth in 2016

Many businesses are working their way through their plans for 2016 at the moment. From working with businesses and organisations of varying sizes over the past 18 months, we have distilled the main options for most businesses down to seven growth strategies (this is directed at SMEs and micro businesses – aspects apply to larger companies […]

Read More

Procurement innovation – a Polish hospital shows the way

Procurement innovation – a Polish hospital shows the way

Procuring Innovation: a small Polish Hospital shows the world how to do it In speaking with public and private sector clients, we distinguish between traditional and innovative procurement methodologies. Traditional approaches work best for foreseeable needs. Things can often be improved but generally the solutions are known, there is perfect knowledge (or as close to […]

Read More

The 2014 EU Procurement Directives: changes to public procurement

The 2014 EU Procurement Directives: changes to public procurement

Keystone Procurement has analysed and summarised the 2014 EU Procurement Directives changes from a SME perspective. The new directives contain a number of new rules that if transposed correctly, present significant commercial opportunities for SMEs. On the private sector side of the relationship, the 2014 EU Procurement Directives contain some positive amendments. Bureaucracy has been lightened and access […]

Read More

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