valuable outcomes

We write and share these articles to help you develop and refine your expertise so you can achieve better results from what you buy and improve your chances of winning more business from tenders you write.

Writing itself, not necessarily the ideas you want to share, can be a frustrating, infuriating and time consuming process. Don't let anyone ever tell you otherwise. Although, occasionally, it does just flow and you come away having experienced a little bit of magic, especially when someone uses what you've written to achieve better results.

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Indices: Price change mechanisms to minimise risk premiums

Dear procurement team, I thought I’d write to give some feedback on your latest tender, specifically about your choice of price change mechanism.

Risk Premiums: minimise and manage

Potential suppliers hide risk premiums in prices to self-insure against adverse financial impacts.

What's the purpose of procurement?

The purpose I pursue differs from the lazy defaults of ‘best value' or 'value-for-money’. It's more specific and definite; it engenders a common understanding, clearer direction and important emphasis.