Welcome to this week’s edition of the Keystone Column containing business stories and this week, a focus on negotiation in procurement processes.
Business stories – Negotiation in procurement processes
The art of negotiation in procurement processes is a skill that does not always get its day in the sunlight. There are two classic approaches to negotiation in procurement processes and they spring from different philosophies that are borne of differing objectives. If you want to collaborate, the approach adopted is one that is based on understanding each other’s positions and shared interests. If you want to assert a position, then a more adversarial approach is typically adopted. This week, outside the world of procurement, the negotiations to form a new government in Ireland offer a study in contrasts.
This week, on of the protaganists, an Irish political party called Fianna Fáil, took a strident approach to advancing a position it took on the issue of (abolishing) water charges. A government for the State (some two months after a general election) can only be formed once this issue is resolved. The Fianna Fáil party is seen as having forced its political opponents into a humiliating climbdown by successfully getting water charges suspended for an extended period of time. Some are articulating the view that this is an impressive outcome.
Our view, based on our experience of negotiation in procurement processes, is slightly different. On a narrow basis, yes this political party held its ground and won a battle with its main political opponent on water charges. On a broad basis, however, their opponents will now take up political office for their first ever consecutive term and have the capacity to become the party of responsible government. Has Fianna Fáil given away the narrative of the next general election campaign for what may be seen as a trifle a few years from now? Time will tell.
Whether it is in government formation or the negotiation is in procurement processes, not everything is as it seems in the world of deal-making. Like in art. Which is why we consider it an art.
Some of our posts that relate to negotiation in procurement processes can be found here.
Interesting trends
We published the second part of our three-part series on how to deal with a losing bid this week. This blog post focuses on losing public procurement opportunities by small margins. The next post will focus on contesting a decision and managing the potential fallout from the contesting of a decision. The aim of this series is to help companies understand how they can move on to winning bid management practices and tendering successfully.
This paper from the excellent spend matters website focuses on how over emphasising price when purchasing a product or service can actually result in a company shortchanging itself. While there is no doubt that commodity items are going to be thought about less there are still benefits from reviewing how products and services are purchased. What value is not being tapped? The paper is free upon registration.
Innovation – things we have seen and like
We came across SaltandPepper30s, an innovation company recently and we like what they do. If you are interested in product design and development, it is worth checking out their story and their approach to fostering innovation.
Note: we are in the sourcing & procurement business. We highlight things we like or that are novel or innovative. Innovators should be encouraged.
New public procurement tenders this week
Visit the Keystone website to view our take on the 400+ active public procurement opportunities with more than five days until their deadline. There is a vast range of services, supplies, and construction related to public procurement opportunities in the following sectors (there are many more sectors than the sample list below):
- Construction and related trades,
- Professional & Advisory Services,
- PR, Media, Advertising and related,
- ICT supplies and services,
- Training,
- Property & facilities management,
- Vehicle & automotive,
- Catering and related services,
- Cleaning and related services,
- Waste Management,
- Maintenance and related services,
- Horticultural supplies & services,
- Research & environmental monitoring,
- Printing, office supplies and related services,
- Trades,
- Medical and scientific research, supplies and services,
- A vast range of other services and supplies.
Businesses interested in any of these public procurement opportunities that are unsure of how they can follow-up on these tenders can contact Keystone at any stage. We would be happy to discuss your needs and where they may fit with your business growth plans. These public procurement opportunities are sources of business growth and innovation for companies across the country.
Keystone E-Tenders Report Open YTD as at 2804 (by date of publication)
Keystone E-Tenders Report Open YTD as at 2804 (by sector)
Please note, e-tenders often have public procurement opportunities incorrectly categorised so people relying on e-tender alerts could easily miss out on opportunities if they are dependent on it. E-tenders is only as reliable as the people inputting tenders and mistakes are made very frequently. The Keystone Column includes all live tenders posted on e-tenders since January 4th 2016 that have five or more days until their deadline as at 21/04/2016.
