I member recently asked me: “When including your standard terms and conditions in your RFP, how flexible should you be with considering supplier exceptions to those terms and conditions?” Well, my answer to this question is similar to my answer to many procurement questions I am asked: “It depends.” It depends on the market. If there are a large number…
You simply can’t escape it – Pokémon Go is a giant phenomenon! First, let me be upfront with you. I have not played the game and I really don’t know much about Pokémon other than Pikachu. That being said I, like most of you, have been surrounded by those playing it just about everywhere I go. And, it got me thinking – as we do…
I hope that you have enjoyed the article “RFP Requirements For Strategic Purchases.” One of the things that I suggested in the article was to require suppliers to bid in total conformance with the RFP requirements, but to also give them the opportunity to submit cost savings and value creating ideas. Too often, buying organizations write their requirements so stringently…
Do you know what suppliers fear the most about writing proposals for you? Do you know what they assume will happen if they give you a proposal that describes how they can help you minimize cost and maximize value? I believe that I do. They worry that they will invest time and resources into crafting a perfect proposal and you…
As we teach in our online class, “Savings Strategy Development,” a best practice is to include your contract terms and conditions with your RFP/tender. This prevents delays later in the process and difficult negotiations with suppliers who feel they have already won your business. However, some suppliers may see this as an invitation to take exception to your terms…