Keystone Column 91 – Risky Procurement Strategy: National Broadband Plan

Keystone Column 91 – Risky Procurement Strategy: National Broadband Plan

Last week open-access broadband provider SIRO announced its withdrawal from the Government’s National Broadband Plan tender process. SIRO, which is a joint venture between the ESB and Vodafone, said it “cannot develop a competitive business case to justify continued participation” in the tender process. With just two bidders remaining, this raises concerns about whether tax payers will […]

Read More

Keystone Column 87: Disruption from Natural Disasters

Keystone Column 87: Disruption from Natural Disasters

Welcome to this week’s column. This week, disruption from natural disasters – managing the risks to supply chains. We’re witnessing the massive damage caused to communities and businesses in Texas and Louisiana by Hurricane Harvey and the deluge of wind and water it brought, while here in Ireland the Innisowen peninsula continues its clean-up after a freak rain […]

Read More

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 […]

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

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