I was asked by Sandy Pullinger of nFold to sit on a panel discussing procurement. I had the privilege of meeting some very fine people, Steve Fitzpatrick from Inathi and Terry White of Marketworks are but two.
My specific interest is government tender regulations - I've attached my presentation. Terry and Steve come from a different perspective and provided a very balanced view on tenders. This is what I learned.
- Relationships are still vital in the tender process. Your sales and other people must be close enough to the customer (government included) to understand what their requirements are going to be. The tender document will not be a surprise when it comes.
- Careful what you ask for in a bid document. There are two aspects to this. i) questions must be specific; and ii) if you ask for a mountain of information you might get it sent to you and then you have to wade through it (this is very relevant when it comes to empowerment credentials).
High water mark
Turns out this refers to the once empowered, always empowered rule. I found a good article on it here.
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