Negotiation processes: lessons for suppliers from Brexit

Negotiation processes: lessons for suppliers from Brexit

Popular images of negotiations come loaded with lazy tropes. The smoke filled rooms (years after smoking bans) still get rolled out as they convey a sense of shady deal-making and finagling that is rare in reality. Chemistry tells us that for fire to spark, you need fuel, heat and oxygen. For negotiations to succeed you […]

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Game Theory and Pricing

Game Theory and Pricing

Using game theory to win There are often applications for game theory in the winning of work with customers. We have looked at a number of different strategies for price dominated market contests and believe that the application of game theory really falls into two categories depending on whether the business is new or established. […]

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Consortiums – a path to growth for SMEs

Consortiums – a path to growth for SMEs

We are strong advocates for business expansion through cooperative engagements like business consortiums, clusters and networks. It makes sense for businesses, particularly micro-businesses and small businesses in so many ways. The benefits of cooperation are that it allows companies to grow through an alignment of mutually beneficial interests (growing the pie) rather than having to […]

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Business growth with below threshold contracts

Business growth with below threshold contracts

Below threshold contracts From working with SMEs, we know that the first question many ask when it comes to public sector tendering is – how do you get started? A simple question but the answer is not quite as straight forward as throwing the company headlong into the challenge of meeting buyers or commissioners of […]

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Dealing with a losing bid – part 3

Dealing with a losing bid – part 3

In previous posts we have dealt with scenarios where companies have submitted a deficient or defective losing bid and with scenarios where they submitted a good bid and were hoping to be successful. In this posting, we will outline three options for companies seeking to take specific action following a contract award process. We will […]

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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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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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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 […]

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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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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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