Monthly Archives: September 2012

“Cutting Edge” Commercial Management Training & Development Directory: Develop Your Skills

Sunday, September 30th, 2012

Brian Farrington Ltd – Training Directory Our ‘blue-chip’ clients have the choice of the World’s leading training organisations. The fact they have chosen our expertise is, we believe, a testimony to our abilities. We have been training providers for over 30 years, presenting literally hundreds of courses. The courses detailed here are an indication of our […]

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IT Procurement

Friday, September 28th, 2012

Health warning – IT Procurement This risk briefing paper is based on an audit report issued by the New York City Comptroller. On April 1, 2005, the Department of Information Technology and Telecommunications (DOITT) contracted with Hewlett-Packard Company (HP) as systems integrator for the Emergency Communications Transformation Program (ECTP) to transform and consolidate the City’s […]

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Contract Management

Friday, September 28th, 2012

We’ve tendered the requirement, undertaken due diligence, sought and obtained executive approval, awarded the contract and debriefed the unsuccessful contractors. Job done? No – it’s only just begun. Now the Contract needs to be managed. I recently heard a Contractor state that his first action on being awarded a contract was to open a Claims […]

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Due Diligence

Friday, September 28th, 2012

Due Diligence This is a term more usually associated with financial transactions, such as business acquisitions. It is unthinkable that anyone would purchase a business without conducting due diligence. Due diligence may be defined as: Due diligence serves to confirm all the material facts with regard to a tender for the provision of goods or […]

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Key Performance Indicators

Wednesday, September 26th, 2012

Key Performance Indicators The risk of not knowing how a supplier is performing is unacceptable. Our risk auditing services regularly provide evidence that no KPI’s exist or have not been subjected to rigorous scrutiny before they have been included in a contract. We dealt with a contract for the provision of security services to a […]

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Tendering for Public Sector Work

Friday, September 14th, 2012

The Scottish Building Federation recently reported some interesting findings. Its’ survey results indicated companies were spending huge sums on unsuccessful bids. The probability of winning a contract was reported as 1 in 36, remarkably similar to the odds of betting on a single number at a casino. It further claims that two-thirds of companies have opted out […]

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Mergers and Acquisitions

Thursday, September 13th, 2012

The proposed BAE Systems and EADS “merger” has prompted me to reflect on the impact of changes in company structure, in particular takeovers and the subsequent effect on a buying organisation. Whilst the BAE EADS fusion is far from a done deal, other mergers have not necessarily benefited customers. When I first studied Mergers and […]

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