Articles

Dedicated to Technology Sourcing and Supply Chain Management

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

The UK Small Business Research Initiative – Get Funding from the UK Government

Securing Public Sector Contracts – Its Not Only About Tenders. The UK Government has signalled through its industrial strategy policy that the growing and funding of innovation is a key part of its plans. The Industrial Strategy The UK Government’s Industrial Strategy Green Paper signals the most significant commitment to policies to strengthen the UK’s industrial base and develop its regional economies for at least 40 years creating a key component of growth and productivity in the post BREXIT world. A key … Read More

20 Top Tips for Successful Contract Negotiation – Part 2

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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.

20 top tips for successful contract negotiations – Part 1

Business Handshake

20 top tips for successful contract negotiations The first 10 in our 20 top tips for successful contract negotiation! Top Tip Number 1 First develop your negotiating strategy How?…. follow these top 20 tips of course! Top Tip Number 2 The approach Create a situation where you partner with the other side (now we have sides!) and create an atmosphere of openness and honesty so that both of you will meet your corporate goals and objectives. Contract negotiations are not a zero … Read More

Procurement and the Great Repeal Bill: How will it effect IT management?

government procurement and brexit

BREXIT and The Repeal Bill: How will it effect public sector technology procurement and management? Many IT Managers and IT suppliers are asking what impact the UK governments Great Repeal Bill will have on the way IT procurement works in the UK public sector. IT managers within the UK public sector procure more than £4.6BN of IT goods and services. Currently within the UK all public-sector procurement is controlled by EU procurement directives. These directives comprise of EU regulations transposed … Read More

Sourcing from the cloud: The must have capability

For IT managers and leaders cloud sourcing capability is the new must have. For IT managers, the availability and growth of cloud service solutions has vastly altered the landscape of the traditional IT service function. Cloud sourcing is having a major impact on both businesses, vendors and IT support organisations. Major enterprises are transitioning from building and hosting IT to consuming IT services from the cloud. The old organisational models and a material portion of the IT resources that came … Read More

IT Cloud: strategy and trends you should know

Along with all new technology the advent of cloud computing is creating new opportunities and challenges for IT management. Without a clear strategy to understand the trends and secure the advantages, organisations are reducing their competitive advantage in relation to their peers.   The IT cloud environment Along with the dramatic growth of cloud computing there has been a seismic shift in the proliferation of cloud based business solutions providing easily accessed services, in a scalable and on-demand way. This growth … Read More

Service contracts for IT: what are the options?

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Effectively contract IT services Time and Materials or Fixed Price when agreeing IT service contracts….. which is best? In this age of ITaaS utilisation IT managers are often asked to become involved in the creation of IT contract service agreements. The following article provides an overview for IT managers of the differences, the merits complexities, and potential commercial impact of two very different options. Time and Materials v Deliverables Which direction should you take when constructing the payment terms within … Read More