Winning at Public Sector Tenders and Sales

How to find your way through the public sector tendering minefield – Understanding your customer. Higher value public sector tendering can be a minefield of missed opportunity and excessive effort for very little gain. But with a little insider knowledge you can turn this problem to your advantage. In my experience the key reasons for this effort strewn missed opportunity minefield are; a. The supply chain seem to think tendering is the only route to public sector work. and b. … Read More

The ‘Chequers Plan’ and Public Sector Procurement Rules

How will the UK Government ‘Chequers Plan’ effect public sector procurement within the UK and what potential effect could it have on the approach to both tendering and procurement? A close examination of PM Theresa Mays mansion house speech delivered on the 2nd March 2018 (for a full draft see here) initally gave some small clues into the greatly anticipated impact that brexit will cause to public sector procurement and tendering, and the likely direction for future UK public sector tending … Read More

Mansion House Brexit Speech and EU Tendering

How will the latest UK Government position effect the public sector procurement within the UK the and what potential effect could it have on the approach to both tendering and procurement? A close examination of PM Theresa Mays mansion house speech delivered on the 2nd March 2018 (for a full draft see here) gave some small clues into the greatly anticipated impact that brexit will cause to public sector procurement and tendering, and the likely direction for future UK public sector … Read More

20 Top Tips for Successful Contract Negotiation – Part 2

Business Handshake

The second in our series of 20 top tips for contract negotiators.  This post includes the second 10 of our 20 top tips for contract negotiators (See here for part 1). Whether you are David Davis himself, a project manager, part of a sales or buying team, a procurement expert or commercial manager, cut and keep these 20 top tips in your ‘back pocket’, and in future your contract negotiations will go like a breeze! Top Tip Number 11 Needs and wants Have … Read More

Why Commercial Capability is Absolutely Essential for Procurement Success

Or how rapid technological change altered the procurement game The traditional approach to government contracts, procurements, and suppler management no longer apply in the rapidly changing digital world. Whilst these issues are slowly starting to be recognised within Central Government, my experience indicates that Local Government and town halls are still procuring using a traditional non-disaggregated risk adverse approach.  By that I mean that buyers and procurement departments are still creating single sets of procurement requirements for larger scale contracts … Read More

ITaaS: The revolution is coming are you ready?

ITaas Cloud

IT as a Service (ITaaS) will foster massive disruptive change within businesses around the world are you ready?

IT as a Service will be a revolution in the way IT services are sourced, supported and used. Like all revolutions all of the elements have to be in place to start and grow.