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Negotiation – Are you demonstrating toughness?
The most challenging assertion for a negotiator is to offer them the thought that their skill level may not be as high as it should be!

The ability to negotiate is the potential home of all egoists; many will not entertain the thought that suppliers will tell them they are tough and the best negotiator they have met in a long time is merely flattery.

How are you sharpening your commercial negotiation skills?

Sign up to our newsletter at the bottom of the page for advice, tips, guidance and case studies: let's sharpen your commercial negotiation skills!

Here are six questions you may contemplate.

  1. When were your negotiators last faced with an independent view of their skills?

  2. How would they handle one-on-one negotiations with a professional?

  3. If you have had training, did you check any changes in behaviors?

  4. What strategic, advanced negotiations are facing your organisation?

  5. Who will organise the rehearsal of your negotiation strategy and tactics?

  6. How will success/failure be measured?


Now consider the following.
“I have always believed that the optimum moment for negotiations is when things appear to be going well. To yield to pressures is to invite them; to acquire the reputation for short staying power is to give the other side a powerful incentive for protracting negotiations. When a concession is made voluntarily it provides the greatest incentive for reciprocity. It also provides the best guarantee for staying power.

In the negotiations I have conducted I always tried to determine the most reasonable outcome and then get there rapidly in one or two moves. This was derided as a strategy of “preemptive concession?? by those who like to to make their moves in driblets and at the last moment.

But I consider that strategy useful primarily for placating bureaucracies and salving consciences. It impresses novices as a demonstration of toughness."

Remember! Negotiation skills training is the least trained skill in the Western hemisphere.

To meet the needs of thoughtful people, Brian Farrington publishes a monthly e-newsletter “Think Procurement.??

Sign up to our newsletter, it's free! See bottom of the page for a quick and easy sign up.

We now recommend you read "The 6 simple principles behind effective procurement "

Why Brian Farrington?

There are three themes that clients tell us over and over again.

First, they tell us they believe they are making a smarter investment working with Brian Farrington Ltd — bringing a thorough understanding of their procurement and supply chain issues and a proven track record of enabling excellent returns on their investment.

Second, our clients are confident that they are working with specialists that bring experience, expertise and stay focused on client success; not on our next income target.

Finally, people –people just like you – tell us they actually like working with us. They find us easy to work with and collaborative in solving issues that inevitably arise in procurement.
About Brian Farrington 

Brian Farrington is one of the world’s longest established procurement and supply chain consultancy and executive training specialists. 33 of the current FTSE100 have retained our services, as well as leading organisations in the UK, North America, southern Africa and Asia. Established in 1978, we have proven expertise and experience in procurement, risk and negotiation.

Brian Farrington solutions and services are formed through consultancy, training & development and coaching – all underpinned by proprietary technology. Our four core areas of procurement capability are:

•Strategic review and commercial governance

•Performance delivery and transition

•Major project support including contract negotiations

•Learning & development in support of organisational aims.

Let's connect on Twitter and LinkedIn

 
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Contract Performance Bonds
IT’S A NEW ONE ON ME!- AND SIGN UP TO OUR MONTHLY NEWSLETTER AT THE BOTTOM OF THE PAGE NOW FOR MORE USEFUL INSIGHTS

We have recently advised a client on the potential use of contract performance bonds. This very broad subject is in the psyche of project buyers in particular, but not unknown in other facets of procurement.

Case law is extensive, specifically in the dimension of ‘first call’ bonds, also referred to as ‘On-demand’ bonds. An on-demand bond puts the bondsman under a primary obligation and as such is independent of the underlying contract. The alternative to the on-demand bond is a ‘conditional’ bond. As the name suggests, they are conditional in that there has to be sufficient proof by the employer of the default of the contractor and of the damage having been suffered by the employer before the bondsman is obliged to make payment under the bond.

Is everyone with us so far??

The above is standard input on most courses dealing with the subject matter.

What is uncommon is instruction and guidance on the use of ‘Adjudication Bonds.’

They have more or less become the norm on PFI/PPP projects. Payment by the bondsman is conditional on an adjudicator’s decision. Buyer beware! The outcome of the adjudication may only be an interim decision. Unless the adjudicator’s decision is final and binding it could be varied by the outcome of litigation.

The devil is in the detail, every time.

There needs to be provision for a Maximum Sum. A demand must be accompanied by either a certified copy of a decision issued in adjudication proceedings or of a judgment of a court in respect of an action under or in connection with the Contract or a certified copy of an agreement or written notice relating to the Contract signed on behalf of both the Employer and the Contractor under which the Contractor agrees to pay the Employer an amount which is not less than the amount claimed by the Employer.

The procurement profession is in urgent need of guidance on the use of Adjudication Bonds.

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Now have a read of "The year of the audit" and REMEMBER to sign up to our newsletter at the bottom of the page.

 

Why Brian Farrington?

There are three themes that clients tell us over and over again.

First, they tell us they believe they are making a smarter investment working with Brian Farrington Ltd — bringing a thorough understanding of their procurement and supply chain issues and a proven track record of enabling excellent returns on their investment.

Second, our clients are confident that they are working with specialists that bring experience, expertise and stay focused on client success; not on our next income target.

Finally, people –people just like you – tell us they actually like working with us. They find us easy to work with and collaborative in solving issues that inevitably arise in procurement.

 

About Brian Farrington 

Brian Farrington is one of the world’s longest established procurement and supply chain consultancy and executive training specialists. 33 of the current FTSE100 have retained our services, as well as leading organisations in the UK, North America, southern Africa and Asia. Established in 1978, we have proven expertise and experience in procurement, risk and negotiation.

Brian Farrington solutions and services are formed through consultancy, training & development and coaching – all underpinned by proprietary technology. Our four core areas of procurement capability are:

•Strategic review and commercial governance

•Performance delivery and transition

•Major project support including contract negotiations

•Learning & development in support of organisational aims.

Follow us on Twitter and LinkedIn
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The story of two people, a double-dip recession and one opportunity
From a certain little town near London, two people forged careers in procurement through the double-dip recession and beyond, to the present day in 2014. Both of them had enjoyed the same educational opportunities, and so far as anyone could judge, their prospects for success were equal but found themselves with very different outcomes..

One person accomplished a high-quality career, rising to VP in a telecoms firm. The other spent their last years almost entirely dependent upon the State and their children for financial support.

The second person has had, "tough luck,?? friends and acquaintances said and “never seemed to succeed before or after the recession.??

But the first person did not ,“lose their grip.?? They seemed to experience no difficulty in, “catching hold?? after the recession.

The difference in the two people was not one of personal capacity or ability but a difference in decision making. One person saw the after-the-recession tide of expansion, so continued to learn and develop their skills for executive procurement opportunities. The other person drifted along, hoping something would turn up. The history of these two people will be repeated in thousands of lives in the next few months and years.

Life is a fascination! Over the last six months, here is a sample of what has been said to us:

  • “You can’t help me, I have been around for years and know it all.??

  • “I am CIPS qualified and that puts me in a unique situation.??

  • “I don’t have the time for studying, my family comes first.??

  • “My company isn’t on my back, so why should I bother???

  • “Procurement will never reach the Boardroom, so I will tootle along.??

  • “I am happy being a buyer – who wants responsibility???


sign up man

After Every Recession Come Great Successes and Great Failures

Is your future worth half an hour of serious thought? If it is, then take down a history of Great Britain. You will discover this unmistakable truth:

“Opportunity does not flow in a steady stream, like the oceans, it comes and goes in great tides.??



There was a high tide after the mid 70’s recession; and then came the panic of the late 80’s.

There was a high tide after the early 90’s recession; and then came the panic
of the late 2000’s.

There is a high tide now; and those who seize it need not fear what may happen when the tide recedes. The wisest people in this country are now putting themselves beyond the reach of fear – into executive procurement positions that are indispensable to far sighted organisations.

Weak People Go Down In Critical Years - Strong People Grow Stronger

If you are in your twenties, or your thirties, or your early forties, there probably never will be another such critical year for you as this year, 2014.

Looking back on it, in a few years hence, you will say, “That was the turning point.??

Many wise and thoughtful people of this country have anticipated the coming of this period and prepared for it.

They have trained themselves for the positions which business cannot do without, benefiting from the Brian Farrington training and consultancy insight.

Brian Farrington is THE Procurement specialist which has proved its power to lift people into the higher procurement executive positions.

These People Have Already Decided To Go Forward

Among the thousands of people who have benefited from Brian Farrington courses and consultancy services, many have gone on to be presidents of corporations, vice-presidents, Managing Directors, CPOs, procurement managers, category managers, and sourcing specialists, according to figures compiled a year ago.  To date, Brian Farrington has worked with 33 of the current FTSE100, leading international organisations in North America, Asia and Southern Africa, the majority of government departments and with a full range of category expenditures.

People who have developed themselves to seize opportunity, will make these after-recession years count tremendously.

You too, can make 2014 count for you.

Sign up to the Brian Farrington “Think Procurement?? e-newsletter now (see bottom of page). 

There are many email lists competing for your attention. That's why Brian Farrington ensures that this one is brimming with valuable procurement, risk and negotiation material. If you're looking for some glib, vague, motivational fluff- this is not it.

Brian Farrington will make you think.

The “Think Procurement?? e-newsletter will reveal to you procurement, risk and negotiation strategies you can use, everyday, in real life situations with contractors, suppliers and stakeholders  to make your career progression more effective and get the people in your life (including yourself) to move in the direction you desire.

There is a Vision in it for You of Your Future

To meet the needs of thoughtful people, Brian Farrington publishes a monthly e-newsletter “Think Procurement.??

It's free. See bottom of the page for a quick and easy sign up to bring it to you.

Sign up for “Think Procurement?? now, while your mind is on it. You could not seize the chance that came after 90’s or 2000’s. But it will be down to you, if, ten years from now you say: “I could have gone on to success with the thousands of others, and I did not even investigate or capture the opportunities.??

Thought provoking?

We now recommend you read "The purpose of procurement and risk training."  -  and sign up to the 'Think Procurement' e-newsletter (scroll to the bottom of the page).

 

Why Brian Farrington?

There are three themes that clients tell us over and over again.

First, they tell us they believe they are making a smarter investment working with Brian Farrington Ltd — bringing a thorough understanding of their procurement and supply chain issues and a proven track record of enabling excellent returns on their investment.

Second, our clients are confident that they are working with specialists that bring experience, expertise and stay focused on client success; not on our next income target.

Finally, people –people just like you – tell us they actually like working with us. They find us easy to work with and collaborative in solving issues that inevitably arise in procurement.
About Brian Farrington 

Brian Farrington is one of the world’s longest established procurement and supply chain consultancy and executive training specialists. 33 of the current FTSE100 have retained our services, as well as leading organisations in the UK, North America, southern Africa and Asia. Established in 1978, we have proven expertise and experience in procurement, risk and negotiation.

Brian Farrington solutions and services are formed through consultancy, training & development and coaching – all underpinned by proprietary technology. Our four core areas of procurement capability are:

•Strategic review and commercial governance

•Performance delivery and transition

•Major project support including contract negotiations

•Learning & development in support of organisational aims.

Let's connect on Twitter and LinkedIn

 

 
Read More >
Negotiation and Risk through "Buyer's eyes"
The organisers of Manufacturing Exhibition have kindly invited Stephen Ashcroft to provide two(!) presentations at their Farnborough event on 13 February 2014. 

I'm pleased to be associated with this exhibition especially as I’m an engineer by training; a first degree and experience at BAe on their graduate programme, before embarking on my consultancy career. ‘Proper’ manufacturing has always been a favourite sector as the benefits accruing from good procurement practices are tangible and impact right through engineering-related processes. Here’s what they say about the Exhibition ‘South Manufacturing’:
At the exhibition you'll not only be able to reinforce relationships with existing local and national suppliers but also be able to evaluate potential new ones – on your terms and with no need for more than a few hours away from your desk.

You'll be able to see the latest and best in Machine Tools, Factory & Process Automation, Packaging & Handling, Design & Rapid Prototyping, Test & Measurement, Labelling & Marking, Electronics, Fastenings and Pressings & Mouldings to name but a few.

Add to this the opportunity of taking in impartial Industry Seminars covering the ‘hottest topics’ and we feel certain that your time will be more than well spent.

The Industry Seminars is where I come in!

Negotiation and Risk through "Buyer's eyes"

1. My first session is entitled Let’s sharpen your commercial negotiation skills which does appear to have sparked an interest from the Exhibition attendees – based on initial ‘session preference’ numbers - over 137 smiling faces will be eager to share and explore best practice.  Or at least that’s the aim.   The seminars are sponsored by Electronics Weekly and Production Engineering Solutions, two specialist media partners, which would also account for the interest generated.

My negotiation session will introduce the six techniques of persuasion (if you know a seventh, please get in touch!) which underpin negotiations, proven in a range of sectors, commodities and international locations. Attendees will also be able to explore their own responses to the suppliers ‘top ten’ negotiation statements. I will provide examples from the ‘real world’ to illustrate the key learning points of the presentation – No widgets, No BATNA!  There is always more to learn to sharpen the skill of negotiation.

2. My second session in the afternoon is entitled Risk Management: Techniques to build a resilient structure which does also appear to have sparked an interest from over 100 Exhibition attendees.  Facets I will be focussing on with reference to Procurisk® will include:    

  • Determining how to allocate your resources to best protect your business interests

  • Making sure your technology and personnel assets are capable of managing risk

  • Using market intelligence to reduce risk

  • Making sure all future decisions are developed with your new risk management strategies in mind


I hope you can join us for either session – or both - fast paced, interactive and lively 1-hour sessions. My approach, as always, is to provide practical advice, proven in ‘real life’ with techniques that can applied back in the work place straight away.

Here's the Speaker Biography:

Stephen Ashcroft BEng, MSc, MCIPS, is a Procurement Coach who helps Directors and Managers align their suppliers’ performance with their stakeholders’ needs. He works with professionals who are brilliant at what they do, but want to get better at managing procurement risk and negotiation. He teaches them how to become confident and competent at managing procurement risk and negotiation. How to understand what procurement deliverables *really* can be, how to become the authority on efficient and sustainable contracts, how to get stakeholders engaged in an effective process, how to nurture supplier relationships, and how to successfully negotiate , minimise risk and resolve supplier disputes.

He is a visiting lecturer at the University of Manchester on their Engineering Doctorate programme. Stephen is also co-author of “Contracting in the Public Sector?? and a contributor to the Lysons/Farrington 8th Edition of “Purchasing and Supply Chain Management“.  Which is nice. But his real pride is in the feedback and results achieved by his clients.

He is (avidly!) on Twitter @ProcureChange

Negotiation and Risk through "Buyer's eyes"

If you’re in Hampshire on Thursday this week, 13 February 2013, the Exhibition certainly does look like it is well worth attending – over 600 engineering and electronic suppliers exhibiting. For more details about the Exhibition take a look here.  Drop me a note and I’ll organise a guest ticket for you to attend my presentations.

Thanks

Steve
Read More >
Procurement and risk training- What is the purpose?
The purpose of Brian Farrington training input is to spare participants’ time and error – in delivering your business aims.

Our 'grey haired' resource is part of the toolkit of leading organisations, including 33 of the current FTSE100. We instil, reliably and effectively, techniques and solutions which have taken the very brightest and most determined of leaders in the field of procurement, a tireless effort to solve. Many of the techniques and examples of best practice are available elsewhere - there is no shortage of procurement 'consultants'. You can find the answers on the Internet or in best-selling text books. However the problem in accessing these assets is that they need to be effectively filleted and skilfully dissected to be readily applied to your business.

That's where we come in...

It is rare to find subject matter experts with strong presentation skills; the natural ability to engage with a group- motivators with depth. Established as one of the world's first procurement consultancies, we have the experience and expertise to help you deliver your business aims.


Question: What is your ambition for developing the skills, knowledge and behaviours of your people engaged with suppliers?

We have collaborated with many of the leaders in procurement for over 35 years. People just like you, tell us we enhance procurement learning and development programmes. If you can spend a few minutes on the phone with Steve Ashcroft on 01744 20698 we can assess the ROI of working together. Or email here s.ashcroft@brianfarrington.com

Thanks

Steve

For more information on how we can help you develop your skills please read "A positive step in developing your skills"

 

Why Brian Farrington?

There are three themes that clients tell us over and over again.

First, they tell us they believe they are making a smarter investment working with Brian Farrington Ltd — bringing a thorough understanding of their procurement and supply chain issues and a proven track record of enabling excellent returns on their investment.

Second, our clients are confident that they are working with specialists that bring experience, expertise and stay focused on client success; not on our next income target.

Finally, people –people just like you – tell us they actually like working with us. They find us easy to work with and collaborative in solving issues that inevitably arise in procurement.
About Brian Farrington 

Brian Farrington is one of the world’s longest established procurement and supply chain consultancy and executive training specialists. 33 of the current FTSE100 have retained our services, as well as leading organisations in the UK, North America, southern Africa and Asia. Established in 1978, we have proven expertise and experience in procurement, risk and negotiation.

Brian Farrington solutions and services are formed through consultancy, training & development and coaching – all underpinned by proprietary technology. Our four core areas of procurement capability are:

•Strategic review and commercial governance

•Performance delivery and transition

•Major project support including contract negotiations

•Learning & development in support of organisational aims.
Read More >
Youth and dynamism at leading procurement consultancy
One of the worlds’ first specialist procurement consultancies, Brian Farrington, has expanded its client-facing team with the appointment of a new Marketing and Partnerships Co-ordinator.

Brian Farrington’s new appointment will bring valuable online knowledge and insight to the award-winning consultancy and executive training specialist. Rob Chan joins the team straight from Manchester University and will contribute to the overall Marketing and Communications Strategy of Procurisk®, as well as wider projects that aim to improve current processes and materials informed by Rob’s engineering background.

The Duke of Edinburgh Award winner is also fluent in Cantonese and Mandarin, which will be a useful asset for Brian Farrington’s international procurement consultancy clients – and having boxed for his University we won’t be arguing with him!

Youth and dynamism at leading procurement consultancy

Rob said: “Brian Farrington is a forward thinking company and my new role will be an exciting challenge because of the diversity of the clients and services. I believe I bring a wide-ranging skill set which can be applied to develop communications and further raise the profile of the Brian Farrington procurement consultancy value proposition.??

Brian Farrington’s managing director, Dr Brian Farrington, said: “Rob joins us at an exciting time, as we continue to deploy our 2014 strategy to leverage the value of our 30+ years’ experience in driving value for our clients’ procurement activities.??

For further information please contact Stephen Ashcroft on 01744 20698 or email: s.ashcroft@brianfarrington.com

About Brian Farrington                                                                 

Brian Farrington is one of the world’s longest established procurement and supply chain consultancy and executive training specialists. 33 of the current FTSE100 have retained our services, as well as leading organisations in the UK, North America, southern Africa and Asia. Established in 1978, we have proven expertise and experience in procurement, risk and negotiation.

Brian Farrington solutions and services are formed through consultancy, training & development and coaching – all underpinned by proprietary technology, Procurisk® to identify and manage procurement risk. Our four core areas of procurement capability are:

•Strategic review and commercial governance

•Performance transformation through actionable procurement risk data

•Major project support including contract negotiations

•Learning & development in support of organisational aims.

 
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The Year of the Horse or the Year of the Procurement Audit
To the Chinese this is the Year of the Horse.  On the first of April we start the New Financial Year for Public Sector bodies. Will this be the Year of the Procurement Audit? Here is why it is likely!

In November 2013, the Audit Commission in its report “Protecting the Public Purse?? stated that in 2012/13 the NFA estimates procurement fraud cost local authorities £876 million, making it the single largest area of financial loss to fraud in local government. However for the same period the total value of detected procurement fraud by local authorities was £1.9 million. This was spread over 203 detected cases (average £9,360 per case). A detection rate of 0.22%.

Compare this to the overall estimated Fraud in Local Authorities of £2bn with identified cases amounting to £178m. The detection rate in this case is almost 9% (average £1,664 per case).

Given the low detection rate and the higher average cost of each Procurement related fraud it seems that Procurement is an obvious and an essential area to target.

We know that some Local Authorities have already targeted Procurement for Financial Year 2014/15

What makes Procurement an even more compelling area to focus on, is that regardless of any fraudulent activity, money is being wasted through less than optimal practices.  This may be due to poor procurement, loose specifying, bad contract design, inadequate contract management, insufficient supplier management or many other aspects of the Procurement Process but in particular Procurement Risk Management.

Losses as a result could dwarf that of fraud!

Can you stop these losses- No! not entirely.

Can you reduce such losses - Emphatically Yes!

Are you ready for the Procurement Audit?

Many procurement and contract management activities are carried out by individuals outside of any Procurement function or without professional Procurement advice. As such they do not always have the requisite skills to ensure that robust contractual and commercially viable contracts are in place.

Gifted amateurs? In some cases not even gifted!

However, the accountability for procurement activities, remains with the Head of Procurement.

Often, there are insufficient resources to undertake a thorough audit of de-centralised procurement activities. However, there is a solution.

Bring in the Cavalry. Work with the Internal Audit Team to plan the approach to verifying that robust controls are in place. It is better to initiate an audit and find issues, than have one imposed on you and to be found lacking.

Brian Farrington Ltd., (BFL) has been providing Procurement Consultancy and Training and Procurement and Supply Chain Audits since 1978. We are a firm believer that "prevention is better than cure! and to this end we have developed an online tool - Procurisk®  , which can provide a laser like focus on those areas that those Auditing external spend (and Managers of those spending it) should concentrate on.

It does not require the Auditor to have an in-depth knowledge of Procurement or Commissioning. However it will:

  • Allow more effective use of the Auditors time and resources

  • Provide a blueprint for areas to target

  • Identify those areas of procurement related risk, specific to your organisation

  • Assist in risk mitigation

  • Prevent financial loss, reputational damage and  legal challenges as a result of procurement related failings


Based upon a rigorous self-assessment provided to you by those, Procuring, Commissioning or managing spend within your organisation, a risk assessment will provide a score for each of the following “datasets??:

  • Contract Risks

  • Financial Risks

  • Supply Market Risks

  • Supplier Relationship Management Risks

  • IT Systems Support Risks

  • Procurement Dependencies Risks

  • Intellectual Property Risks

  • Procurement Pricing Decision Risks

  • Vendor Risks

  • Procurement Performance Visibility Risks

  • Intellectual Capital Risks

  • Contract Management Risks 


The scoring is in the range 0 to 10. This is an average of the responses given to the individual metrics in each data set. However the report allows the auditor to drill down to the constituent elements. The whole system addresses more than 200 areas of known risk in procurement. Each time a dataset is completed the system will give a detailed report on each of the outcomes

The example below is the output from the Contract Risks dataset and shows 10 of the 32 areas considered. You can see from this which areas need consideration.

The system has been developed from over 30 years from our practical consultancy experience of auditing Procurement activities in centralised, decentralised and functional operational departments in both the Public and Private sectors in UK, USA, Southern Africa and mainland Europe.

We are that confident that if you use Procurisk®  you will be able to identify improvements to your current operations.

Please give me, Ray Gambell, a call  on 01744 20698 to discuss how Procurisk®  can help you and your organisation or email me at r.gambell@brianfarrington.com

 

 
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The 6 simple principles behind effective procurement
How do Buyers – and Suppliers - ensure the same direction of travel, (goal congruence appears to be the mot de jour) in tendering for contracts? The thought of mirroring best practice behaviour would appear to be a beneficial area to explore.   Stick with me, this applies to both public and private sector.

An Example:  As part of a research programme I was delving into the archives (what a hi-life for me!) reviewing a UK-Government audit report that stated that:

‘Competitive procurement is used patchily by local authorities’

and backed up this worrying over-arching statement - as is the wont of auditors - with some compelling numbers:

  • 70 per cent of authorities having difficulties with competitive procurement

  • 17 per cent of authorities in the top performing category – they have both the capacity and commitment to use procurement effectively

  • 80 per cent of procurement strategies are incomplete

  • there is a strong relationship between positive attitudes to competitive procurement and service improvement judgements


The Auditors and inspectors cite six main reasons for ineffective procurement.

These are challenges that must be overcome if authorities are to meet the duty of best value – and that authorities with the necessary skills and commitment can, and do, overcome, namely:

  • legal complexity

  • risk aversion

  • perceived supply market weaknesses

  • lack of client-side capacity

  • narrow approach, and

  • organisational culture


A systematic approach to competitive procurement can overcome these barriers. The steps in this approach are...



  • laying the foundations – using a strategic approach, having clear procedures, involving the right people and accessing the right skills

  • design – this stage is fundamental to service improvement. It involves strategic challenge, understanding the market, scoping the contract and the make or buy decision

  • bidding and contracting – this is the implementation stage when good project management and communication are essential

  • continuous improvement – once the service is established it is important to maintain the momentum of improvement using rewards and motivation for the provider and a strong client-side function


So, what are the 6 simple principles behind effective procurement?


Buyers should ask themselves whether they have:



  1. strategic thinkers who are able to see the potential improvement in a service area;

  2. a project manager with the skills, drive and commitment to convert that strategic vision into a practical scheme;

  3. financial expertise to establish the business case and to understand the costs of each of the components within the proposed scheme;

  4. legal support to deal with the details of the contract documentation;

  5. skilled negotiators who are competent to bring the scheme to a satisfactory conclusion; and

  6. contract managers to check that once the scheme is operational, it delivers services as intended.


Buyers- and Suppliers - are asked to reflect on the resources they have in place to deal with the emboldened roles and activities.

 

About Brian Farrington Ltd...

Brian Farrington is one of the world’s longest established procurement and supply chain consultancy and executive training specialists. 33 of the current FTSE100 have retained our services, as well as leading organisations in the UK, North America, southern Africa and Asia. Established in 1978, we have proven expertise and experience in procurement, risk and negotiation.

Our solutions and services are formed through consultancy, training & development and coaching – all underpinned by proprietary technology. Our four core areas of procurement capability are:

  • Strategic review and commercial governance

  • Performance delivery and transition

  • Major project support including contract negotiations

  • Learning & development in support of organisational aims.


If you'd like to know more about how we do this then please drop me a note or let's have a chat on 01744 20698

Regards

Steve
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