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 Many of these budding entrepreneurs state that business planning has become useless as the plans are out of date almost as soon as they […]

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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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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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Procurement success: winning tenders

Procurement success: winning tenders

From working with businesses, we are aware of the frustration many business owners feel with public tenders and their lack of procurement success. In general, our view is that procurement success should always form part of a company’s commercial strategy. It is futile to be excessively fatalistic about tomorrow’s chances based on yesterday’s experiences. While a […]

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Supplier relationship management

Supplier relationship management

Supplier relationship management refers to the formal and informal means by which businesses manage their suppliers. The suppliers each business deals with support the buying organisation in some kind of way that helps them to succeed. Notwithstanding this, not all suppliers are equally important. Businesses need to consider how tactically aware they are in the management […]

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