Winning contracts

We have been heavily involved in supporting a wide range of organisations when they were submitting responses to PQQs and Invitations to Tender. These organisations included architects, design consultants, waste management specialists, festive lighting, facilities management, building and construction services, security and training specialists. It is truly a fascinating experience. Generally, these organisations find the procurement processes a bewildering and complex process. The challenge provided by the public sector is daunting. Our profession does not help itself too much, particularly when they refuse to have meetings, conduct supplier open days, provide feedback on unsuccessful tenders and generally conduct themselves as adversarial foes! The word partnering is not in the vocabulary of many purchasers. In regard to the public sector, we are experiencing far more appeals, influenced by the Remedies Directive. This will continue because the legal profession has worked out that they can increase income by engaging in appeals.