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 […]

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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 […]

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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 […]

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Major sourcing issues in public and private procurement – lessons and opportunities

Major sourcing issues in public and private procurement – lessons and opportunities

Two global super-brands, Volkswagen and Nestlé have been in the news of late highlighting some key issues for purchasers of products in the public and private sectors. While Volkswagen’s travails have been well documented, Nestlé’s proactive admission that they identified instances of forced labour in its seafood supply chain is a development that raises a number of […]

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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 […]

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Public procurement and the internet of things

Public procurement and the internet of things

The Internet of things is transforming the way the world operates. Public procurement is however being left behind by this. In many instances, public buyers and decision makers are not demonstrating the agility necessary to benefit from big data. All too often, management is more focused on maintaining a phoney sort of status quo (which […]

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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 […]

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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 […]

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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 […]

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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 […]

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