tag:blogger.com,1999:blog-49278472222175683642024-03-25T06:09:25.396+00:00Procurement GroupAs cost management consultants with extensive experience, The Procurement Group continues to be proof that efficient running costs need not mean mediocre output.
We guarantee that we will save you money, or you will not be obliged to pay us a penny.Simon Ungerhttp://www.blogger.com/profile/15599605030740767957noreply@blogger.comBlogger77125tag:blogger.com,1999:blog-4927847222217568364.post-79278568554130922822023-03-06T12:13:00.001+00:002023-03-06T12:13:51.835+00:00What is our role?<HTML><HEAD><META content="text/html; charset=utf-8" http-equiv="Content-Type"></HEAD><BODY data-layout="margin-top:96px; margin-right:96px; margin-bottom:96px; margin-left:96px" style="width: auto; margin: 0px 96px; background-color: rgb(255, 255, 255) !important;"><DIV class="zw-page" doc-id="page_016314548064223033"><DIV class="zw-header" doc-id="header_06735442542090764" node-id="rId4" style="-aw-headerfooter-type: header-primary;"><P doc-id="para_0046623838562818376" node-id="node_06321175028391632" style="margin: 0px; padding-top: 0px;"><SPAN style="width: 193.636px; height: 94.2617px; display: inline-block;"><IMG 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" style="width: 193.636px; height: 94.2617px;" width="193.63630041724588"></SPAN></P><TABLE class="zw-table" doc-id="table_045488912281270233" node-id="node_009702317089816948" style="width: 6.486in; border-collapse: collapse; word-break: break-word;"><COLGROUP><COL style="width: 6.49in;"></COLGROUP><TBODY class="zw-tbody" style="vertical-align: top;"><TR class="zw-tr" doc-id="row_05765225794363229" node-id="node_09819155942966764"><TD class="zw-td" doc-id="cell_07483241970025578" node-id="node_020109687044752111" style="vertical-align: top; border-width: 0px; border-style: solid; border-color: rgb(0, 0, 0);;border:0px solid rgb(0, 0, 0);border-top:0px solid rgb(0, 0, 0);border-bottom:0px solid rgb(0, 0, 0);border-left:0px solid rgb(0, 0, 0);border-right:0px solid rgb(0, 0, 0);background-color:rgba(0, 0, 0, 0);color:rgb(0, 0, 0);overflow:hidden"><DIV class="zw-cell-container" style="position: relative; min-height: 0px; margin: 0px 7.2px;"><P doc-id="para_06656073957601498" node-id="node_08941378801893896" style="margin: 0px; padding-top: 0px;"><BR></P></DIV></TD></TR></TBODY></TABLE><P doc-id="para_0030656942250482766" node-id="node_017527282017530843" style="margin: 0px; padding-top: 0px;"><BR></P><DIV></DIV></DIV><DIV class="selectableSection zw-contentpane" doc-id="content_05848004421391524" node-id="content_8890068"><P doc-id="para_08316953511281109" node-id="node_0679894932770108" style="margin: 0px; padding-top: 0px; border-bottom: 0px; padding-bottom: 0px;"><SPAN style>I'm often asked what our role is at TPG, and the simple answer is that it is to give you </SPAN><SPAN style>complete confidence</SPAN><SPAN style>.</SPAN></P><P doc-id="para_019164412921711205" node-id="node_08946755663149684" style="margin: 0px; border-top: 0px; padding-top: 0px; border-bottom: 0px; padding-bottom: 0px;"><SPAN style> </SPAN></P><P doc-id="para_09695261559484962" node-id="node_08069657844459459" style="margin: 0px; border-top: 0px; padding-top: 0px; border-bottom: 0px; padding-bottom: 0px;"><SPAN style>We work with you and your team to firstly understand, and then tweak, your operational requirements so that stuff works for you operationally in the best way that it can for your business. </SPAN><SPAN style>You and your team 100% drive the operational requirements of any project that we are engaged on. This means we deliver precisely what your Ops colleagues need to function.</SPAN></P><P doc-id="para_043580447758864027" node-id="node_05285718600013742" style="margin: 0px; border-top: 0px; padding-top: 0px; border-bottom: 0px; padding-bottom: 0px;"><BR></P><P doc-id="para_07500663158768055" node-id="node_06781685847562322" style="margin: 0px; border-top: 0px; padding-top: 0px; border-bottom: 0px; padding-bottom: 0px;"><SPAN style>After forensically analysing your spend, together we choose suppliers to approach based on a combination of your requirements and our experience in the market. This means that we end up giving you:</SPAN></P><P doc-id="para_018724132154131956" node-id="node_09678411623251806" style="margin: 0px; border-top: 0px; padding-top: 0px; border-bottom: 0px; padding-bottom: 0px;"><BR></P><UL class="lst-45870664--1" data-list="listId:45870664,listLevel:0" style="list-style: disc; text-decoration: none; font-size: 12pt; font-family: Carlito, Calibri; letter-spacing: 0px; color: rgb(0, 0, 0); padding: 0px; margin: 0px; border-bottom: 0px;"><LI doc-id="para_06748734417067008" node-id="node_06402354337629841" style="margin-left: 33.6719px; font-size: 12pt; margin-top: 0px; border-top: 0px; padding-top: 0px; padding-left: 14.3281px;"><SPAN style="padding-left: 0px;">simple fact based reports from which to make decisions so that we can go on and </SPAN><LI doc-id="para_02002528383306066" node-id="node_04894920614033269" style="margin-left: 33.6719px; font-size: 12pt; margin-top: 0px; border-top: 0px; padding-top: 0px; padding-left: 14.3281px; margin-bottom: 0px; border-bottom: 0px; padding-bottom: 0px;"><SPAN style="padding-left: 0px;">deliver hassle-free implementation of our savings proposals. </SPAN></UL><DIV></DIV><P doc-id="para_06079209710654261" node-id="node_04819896887217634" style="margin: 0px; border-top: 0px; padding-top: 0px; border-bottom: 0px; padding-bottom: 0px;"><BR></P><P doc-id="para_030678863722715866" node-id="node_05823585276137968" style="margin: 0px; border-top: 0px; padding-top: 0px; border-bottom: 0px; padding-bottom: 0px;"><SPAN style>Throughout the process we provide you with guidance based on our years of business efficiency expertise, and we do all this at zero risk to you.</SPAN></P><P doc-id="para_03383368630521306" node-id="node_06181237166101625" style="margin: 0px; border-top: 0px; padding-top: 0px; border-bottom: 0px; padding-bottom: 0px;"><BR></P><P doc-id="para_027095642049156665" node-id="node_024295474913971127" style="margin: 0px; border-top: 0px; padding-top: 0px; border-bottom: 0px; padding-bottom: 0px;"><SPAN style>TPG provides you as the finance head with:</SPAN></P><OL class="lst-43152291--1" data-list="listId:43152291,listLevel:0" start="1" style="list-style: decimal; text-decoration: none; font-size: 12pt; font-family: Carlito, Calibri; letter-spacing: 0px; color: rgb(0, 0, 0); padding: 0px; margin: 0px; border-bottom: 0px;"><LI doc-id="para_022377933435707775" node-id="node_08899988023743219" style="margin-left: 36.1562px; font-size: 10.5pt; margin-top: 0px; border-top: 0px; padding-top: 0px; padding-left: 11.8438px;"><SPAN style="padding-left: 0px;">Reassurance, </SPAN><LI doc-id="para_005780985992519949" node-id="node_004446829117711237" style="margin-left: 36.1562px; font-size: 10.5pt; margin-top: 0px; border-top: 0px; padding-top: 0px; padding-left: 11.8438px; margin-bottom: 0px; border-bottom: 0px; padding-bottom: 0px;"><SPAN style="padding-left: 0px;">confidence, and </SPAN><LI doc-id="para_045169757239580255" node-id="node_026888487518419346" style="margin-left: 36.1562px; font-size: 10.5pt; margin-top: 0px; border-top: 0px; padding-top: 0px; padding-left: 11.8438px; margin-bottom: 0px; border-bottom: 0px; padding-bottom: 0px;"><SPAN style="padding-left: 0px;">peace of mind. </SPAN></OL><P doc-id="para_06663172816932583" node-id="node_0435248267233729" style="margin: 0px; border-top: 0px; padding-top: 0px; border-bottom: 0px; padding-bottom: 0px;"><BR></P><P doc-id="para_023535988885528525" node-id="node_03708988440101264" style="margin: 0px; border-top: 0px; padding-top: 0px; border-bottom: 0px; padding-bottom: 0px;"><SPAN style>This is all driven by our committed, warm, and friendly team, who, backed by technology, are constantly striving for perfection, whatever that looks like for each and every individual client. </SPAN></P><P doc-id="para_013545051987119283" node-id="node_01047556544642767" style="margin: 0px; border-top: 0px; padding-top: 0px; border-bottom: 0px; padding-bottom: 0px;"><BR></P><P doc-id="para_03250744632028739" node-id="node_03865791722103229" style="margin: 0px; border-top: 0px; padding-top: 0px; border-bottom: 0px; padding-bottom: 0px;"><SPAN style>Simon Unger has been involved in his own entrepreneurial businesses since separating from the education system at the age of 16. He has a broad range of experience in distribution businesses throughout the UK & Europe. For the last 20 years Simon has used that experience to help TPG's clients make each and every year one to deliver savings and efficiency in their organisations. </SPAN></P><P doc-id="para_02725881754754491" node-id="node_05376160454532968" style="margin: 0px; border-top: 0px; padding-top: 0px; border-bottom: 0px; padding-bottom: 0px;"><BR></P><P doc-id="para_09772049846889126" node-id="node_07432786962931459" style="margin: 0px; border-top: 0px; padding-top: 0px;"><SPAN style>Simon can be contacted on 07768 421901 or by email at simonu@procurementgroup.co.uk</SPAN></P></DIV><DIV class="zw-footer" doc-id="footer_011603685470047198" node-id="rId5" style="-aw-headerfooter-type: footer-primary;"><P doc-id="para_008500469400738497" node-id="node_08104778562038439" style="margin: 0px; padding-top: 0px;"><BR></P><TABLE class="zw-table" doc-id="table_024965395603718976" node-id="node_02878942089569796" style="width: 6.486in; border-collapse: collapse; word-break: break-word;"><COLGROUP><COL style="width: 5.19in;"><COL style="width: 1.3in;"></COLGROUP><TBODY class="zw-tbody" style="vertical-align: top;"><TR class="zw-tr" doc-id="row_09476798589762219" node-id="node_05219908968599907"><TD class="zw-td" doc-id="cell_0034702750651084635" node-id="node_07026471495384321" style="vertical-align: top; border-width: 0px; border-style: solid; border-color: rgb(0, 0, 0);;border:0px solid rgb(0, 0, 0);border-top:0px solid rgb(0, 0, 0);border-bottom:0px solid rgb(0, 0, 0);border-left:0px solid rgb(0, 0, 0);border-right:0px solid rgb(0, 0, 0);background-color:rgba(0, 0, 0, 0);color:rgb(0, 0, 0);overflow:hidden"><DIV class="zw-cell-container" style="position: relative; min-height: 0px; margin: 0px 7.2px;"><P doc-id="para_05390034445112806" node-id="node_03323916659393915" style="margin: 0px; padding-top: 0px;"><SPAN style>220110 </SPAN><SPAN style>What is our role</SPAN></P></DIV></TD><TD class="zw-td" doc-id="cell_05426640925078183" node-id="node_09247466586698663" style="vertical-align: top; border-width: 0px; border-style: solid; border-color: rgb(0, 0, 0);;border:0px solid rgb(0, 0, 0);border-top:0px solid rgb(0, 0, 0);border-bottom:0px solid rgb(0, 0, 0);border-left:0px solid rgb(0, 0, 0);border-right:0px solid rgb(0, 0, 0);background-color:rgba(0, 0, 0, 0);color:rgb(0, 0, 0);overflow:hidden"><DIV class="zw-cell-container" style="position: relative; min-height: 0px; margin: 0px 7.2px;"><P doc-id="para_06453611086307878" node-id="node_03953297523458883" style="margin: 0px; padding-top: 0px;"><SPAN style>Page </SPAN><SPAN class="autopno" style>1</SPAN><SPAN style> of 1 </SPAN></P></DIV></TD></TR></TBODY></TABLE><P doc-id="para_06417650943172433" node-id="node_01168942547024654" style="margin: 0px; padding-top: 0px;"><BR></P><DIV></DIV></DIV></DIV><DIV id="htmlprocess-completed" style="display: none !important; top: -10000px; left: -100000px; visibility: hidden;"></DIV></BODY></HTML>Simon Ungerhttp://www.blogger.com/profile/15599605030740767957noreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-66415740697187412492017-01-27T11:17:00.000+00:002017-01-27T11:23:04.654+00:00The three of us need to talk; What Ofgem has not told you about British Gas’ fine.<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: italic; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Reading time: 4 mins</span></div>
<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: italic; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Outcome: cheaper, more accurate bills </span></div>
<b id="docs-internal-guid-59626b5d-df81-40c3-4b78-3f20fd6274f7" style="font-weight: normal;"><br /></b>
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<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 700; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">£4.5m. Could your business deal with that fine?</span></div>
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<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt; text-align: center;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: underline; vertical-align: baseline; white-space: pre-wrap;">The Low Down</span></div>
<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Last month British Gas Business agreed were penalised £4.5 million for failing to deliver smart meters to their large business customers. I could tell you the differences between meters and about the </span><a href="https://www.theguardian.com/artanddesign/2016/nov/22/peter-blake-turns-smart-meters-into-art-in-quirky-exhibition" style="text-decoration: none;"><span style="background-color: transparent; color: #1155cc; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: underline; vertical-align: baseline; white-space: pre-wrap;">art meters have inspired</span></a><span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">. However, worrying about that kind of information is only necessary for my team at The Procurement Group and me. Although, we do not focus on art! Plus, I promised I would keep the reading time to 4 minutes.</span></div>
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<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt; text-align: center;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: underline; vertical-align: baseline; white-space: pre-wrap;">What does the penalty mean for your business?</span></div>
<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Now to the juicy parts. Ofgem did not tell you what we often forget about our providers. Instead, we think about the huge bills our suppliers just sent and how much they charged you last quarter.</span></div>
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<br />
<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">It is easy to overlook that, like you and I, they have growth targets, profit goals and infrastructure plans to meet. Penalties hit those plans. Therefore, the fundamental question to ask is </span><span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 700; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">‘why</span><span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;"> did British Gas not install the smart meters?’.</span></div>
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<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">The answer; to get more money from their business customers. If you do not have a smart meter, you will receive estimated bills. Suppliers overestimate, and you lose out because your business has to pay the providers more than your usage. Without smart meters, you pay more on every bill, for every site.</span></div>
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<a href="https://3.bp.blogspot.com/-bH4QWsdiHy8/WIstkb8BRxI/AAAAAAAAAJo/i6WZPcB4amUrX-XfrFPHIkiv889yqwjhwCLcB/s1600/A033_C069_0701AK_4K169.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="180" src="https://3.bp.blogspot.com/-bH4QWsdiHy8/WIstkb8BRxI/AAAAAAAAAJo/i6WZPcB4amUrX-XfrFPHIkiv889yqwjhwCLcB/s320/A033_C069_0701AK_4K169.jpg" width="320" /></a></div>
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<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt; text-align: center;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: underline; vertical-align: baseline; white-space: pre-wrap;">How does this affect your business?</span></div>
<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Think about how much the estimated bills increase your business costs every month. Now multiply that by 12, and consider how much money you are wasting on your providers every year. Ask yourself, what could your business do with that amount of money? You could employ efficient new colleagues, fit out new sites, present improved profits to the board. However, you cannot. The suppliers have that money because they have not installed smart meters.</span></div>
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<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Are you angry? Good. Keep on reading.</span></div>
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<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt; text-align: center;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: underline; vertical-align: baseline; white-space: pre-wrap;">How can you protect your business?</span></div>
<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Install smart meters and get exact bills! No more estimations and no more suppliers celebrating their profits, while your business loses out. Additionally, to get smart meters in every site, just ask your supplier. The responsibility to fit the meter is on them. It will not cost you a thing.</span></div>
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<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Hang on a minute. You have almost finished this article, and you still do not know who’s having the conversation?</span></div>
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<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Smart meters have a sim that talks with a data collector and the supplier; thus, providing precise bills based on usage. It is the meter, data collector, </span><span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 700; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">and</span><span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;"> the supplier that must communicate with each other. To receive precise bills, the three of them </span><span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 700; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">must</span><span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;"> talk to each other. Naturally, providers do not want your bills to be exact. Therefore, this conversation happening is a problem our customers regularly face. So make sure they are talking by checking that your bills are accurate, not estimated.</span></div>
<b style="font-weight: normal;"><br /></b>
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<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Let’s go back to that money your business is wasting because of estimated bills. Now, let’s install smart meters at every site and ensure the communication channels are active on each smart meter.</span></div>
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<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: normal; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">What did you say your business could do with the money wasted? Let’s do it.</span></div>
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<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: italic; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">---</span></div>
<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: black; font-family: "arial"; font-size: 14.666666666666666px; font-style: italic; font-variant: normal; font-weight: 400; text-decoration: none; vertical-align: baseline; white-space: pre-wrap;">Simon Unger is the MD of The Procurement Group, specialising in saving your business money. If your business is spending too much, let us help you save.</span></div>
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<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="background-color: transparent; color: #1155cc; font-family: "arial"; font-size: 14.6667px; font-style: italic; font-weight: 400; text-decoration: underline; vertical-align: baseline; white-space: pre-wrap;"><a href="mailto:simonu@procurementgroup.co.uk" style="text-decoration: none;">Email Simon</a></span><span style="font-family: "arial"; font-size: 14.6667px; font-style: italic; white-space: pre-wrap;"> | 0800 019 3244</span></div>
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<a href="http://twitter.com/procurementMD" target="_blank">Follow Simon on Twitter</a> | <a href="http://www.linkedin.com/in/simonunger" target="_blank">Connect with Simon on LinkedIn</a></div>
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<a href="http://twitter.com/ProcurementGrp" target="_blank">Follow The Procurement Group on Twitter</a> | <a href="http://www.linkedin.com/company/651646" target="_blank">Follow The Procurement Group on LinkedIn</a></div>
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Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-58261076085171814892016-12-07T17:31:00.003+00:002016-12-07T17:31:36.524+00:00How to Navigate Business Telecoms Like a Pro.<div style="text-align: left;">
According to the <a href="http://www.keepeek.com/Digital-Asset-Management/oecd/science-and-technology/oecd-digital-economy-outlook-2015_9789264232440-en#.WDM0-jYqqUk#page1" style="font-weight: normal; text-decoration: none;" target="_blank"><span style="color: #1155cc; font-family: Arial; font-size: 14.6667px; text-decoration: underline; vertical-align: baseline; white-space: pre-wrap;">OECD</span></a><span style="font-family: Arial; font-size: 14.6667px; font-weight: normal; vertical-align: baseline; white-space: pre-wrap;">, Britain has one of the most expensive digital networks for businesses to use. We also have one of the most comprehensive, albeit with some </span><a href="http://www.which.co.uk/reviews/mobile-phone-providers/article/mobile-phone-coverage-map" style="font-weight: normal; text-decoration: none;" target="_blank"><span style="color: #1155cc; font-family: Arial; font-size: 14.6667px; text-decoration: underline; vertical-align: baseline; white-space: pre-wrap;">black spots</span></a><span style="font-family: Arial; font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">. <b>So, what can you do about it?</b></span></div>
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<span style="font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">Use a price comparison website.</span></div>
</li>
</ol>
<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="font-family: Arial; font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">Opera singers, pole dancing builders or meerkats… what a choice! These websites are great at comparing different deals from the main suppliers. But hang on… can you use these websites for your business? Well, no. No price comparison website we’ve seen does business telecoms. So, it’s a good job that we do! No opera, pole dancing or meerkats; just comparisons presented to you simply.</span></div>
<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="font-family: Arial; font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;"> </span></div>
<ol start="2" style="margin-bottom: 0pt; margin-top: 0pt;">
<li dir="ltr" style="font-family: Arial; font-size: 14.6667px; list-style-type: decimal; vertical-align: baseline;"><div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">Check this </span><a href="http://www.which.co.uk/reviews/mobile-phone-providers/article/mobile-phone-coverage-map" style="text-decoration: none;" target="_blank"><span style="color: #1155cc; font-size: 14.6667px; text-decoration: underline; vertical-align: baseline; white-space: pre-wrap;">map</span></a></div>
</li>
</ol>
<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="font-family: Arial; font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">Is your business operational in any of the weak signal areas? If so, it might be worth checking which suppliers offer the best service in that area. However, the maps might not tell the whole story and do you really want to find that your CEO lives in a black spot after the contract is signed? We have proven, tried and tested ways to ensure that you are 100% clear about coverage in key areas before signing your contract; it’s just another component of our <b>Intelligent Cost Reduction</b> plans.</span></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="http://2.bp.blogspot.com/-OeXlfQhAa8U/WEhGRq1JVQI/AAAAAAAAAFw/jY3L_W8MCgUtIP5yXls0yt4xrcH_VpV7QCK4B/s1600/old_phone_jump1-8262013.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="180" src="https://2.bp.blogspot.com/-OeXlfQhAa8U/WEhGRq1JVQI/AAAAAAAAAFw/jY3L_W8MCgUtIP5yXls0yt4xrcH_VpV7QCK4B/s320/old_phone_jump1-8262013.jpg" width="320" /></a></div>
<ol start="3" style="margin-bottom: 0pt; margin-top: 0pt;">
<li dir="ltr" style="font-family: Arial; font-size: 14.6667px; list-style-type: decimal; vertical-align: baseline;"><div class="" style="clear: both; text-align: left;">
<span style="font-size: 14.6667px; white-space: pre-wrap;">Achieve Fair Market Value</span></div>
</li>
</ol>
<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="font-family: Arial; font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">You need to make sure that you are not sacrificing your business’ telecom’s customer service, voice/data quality and payment terms to get the cheapest deal. For business telecoms, alongside the price, we recommend listing the:</span><span style="font-family: Arial; font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;"><br class="kix-line-break" /></span></div>
<ul style="margin-bottom: 0pt; margin-top: 0pt;">
<li dir="ltr" style="font-family: Arial; font-size: 14.6667px; list-style-type: disc; vertical-align: baseline;"><div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">billing cycle</span></div>
</li>
<li dir="ltr" style="font-family: Arial; font-size: 14.6667px; list-style-type: disc; vertical-align: baseline;"><div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">payment terms</span></div>
</li>
<li dir="ltr" style="font-family: Arial; font-size: 14.6667px; list-style-type: disc; vertical-align: baseline;"><div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">contract length</span></div>
</li>
<li dir="ltr" style="font-family: Arial; font-size: 14.6667px; list-style-type: disc; vertical-align: baseline;"><div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">call connection charges</span></div>
</li>
<li dir="ltr" style="font-family: Arial; font-size: 14.6667px; list-style-type: disc; vertical-align: baseline;"><div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">online billing access</span></div>
</li>
<li dir="ltr" style="font-family: Arial; font-size: 14.6667px; list-style-type: disc; vertical-align: baseline;"><div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">account management</span></div>
</li>
<li dir="ltr" style="font-family: Arial; font-size: 14.6667px; list-style-type: disc; vertical-align: baseline;"><div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">broadband upload/download speed</span><span style="font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;"><br class="kix-line-break" /></span></div>
</li>
</ul>
<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<br /></div>
<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="font-family: Arial; font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">That way you can ensure your business achieves <b>Fair Market Value</b>. At The Procurement Group, our purpose is to help our customers achieve <b>Fair Market Value</b>. Our <b>Intelligent Cost Control</b> plans are not just about price; the plans are enshrined in a commitment not to compromise service, product quality and payment terms.</span></div>
<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<br /></div>
<div dir="ltr" style="line-height: 1.38; margin-bottom: 0pt; margin-top: 0pt;">
<span style="font-family: Arial; font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">That’s it! Simple, right? Now you can navigate business telecoms like a good ‘un. However, is that enough for your business? If you want to be a pro, why don’t you navigate your telecoms as a Procurement Group client? Call Simon Unger today on </span><span style="background-color: white; color: #1a0dab; font-family: Arial; font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">0800 019 3244 </span><span style="background-color: white; font-family: Arial; font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;">to have your free 15-minute telecoms review. <a href="mailto:simonu@procurementgroup.co.uk" target="_blank">Or e-mail him now</a>!</span></div>
<div>
<span style="background-color: white; font-family: Arial; font-size: 14.6667px; vertical-align: baseline; white-space: pre-wrap;"><br /></span></div>
</span></div>
Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-56752216614265286372016-11-09T08:46:00.000+00:002016-11-09T08:46:01.854+00:00How To Maximise Your Buyer Power<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://4.bp.blogspot.com/-6e1BYXZMacc/WCH2mvEuAdI/AAAAAAAACco/5bDoCBKF7z0Z5NcyRAa0p3iOsvZd2u7fQCLcB/s1600/How%2BTo%2BMaximise%2BYour%2BBuyer%2BPower.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://4.bp.blogspot.com/-6e1BYXZMacc/WCH2mvEuAdI/AAAAAAAACco/5bDoCBKF7z0Z5NcyRAa0p3iOsvZd2u7fQCLcB/s1600/How%2BTo%2BMaximise%2BYour%2BBuyer%2BPower.jpeg" /></a></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The larger your business, the more leverage you have with
suppliers. Instead of suppliers manipulating their pricing for maximum profits,
you’re able to use your spend knowledge to leverage buyer power, bringing cost
savings to your business, while still making it a valuable proposition for
suppliers to favour working with you. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It all starts with categorisation. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
Using categorisation of sales to leverage bulk price discounts<o:p></o:p></h2>
<div>
<br /></div>
<div>
<span style="text-indent: -18pt;"><span lang="EN-IN">1) <b>Item categorisation</b></span></span></div>
<div>
<span style="text-indent: -18pt;"><span lang="EN-IN"><b><br /></b></span></span></div>
<div class="MsoNormal">
It’s one thing to list an item but it’s quite the other to
tag it to the right category. One way to categorise items being purchased is to
use a hierarchy. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Chief category<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Category <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Subcategory<o:p></o:p></span></div>
<div class="MsoNormal">
Take for example replacement keyboards for computers. You
could categorise that as office supplies. Using the hierarchy above though,
that could be computing as the chief category, the main category, electronics,
and the subcategory, replacement parts. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Costs could be cheaper by buying in from an electronics
supplier offering bulk price discounts that aren’t on offer from a general
supplier of office equipment. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The choice of categories gives your business more choice
over suppliers rather than sticking to one general area. The reason being,
suppliers in a specialised category will have a higher price per unit and
therefore charge more for their expertise. It’s not to say you couldn’t get a
better deal elsewhere on the same equipment. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Categorise what you buy so that you can accumulate the most
units per supplier based on your category hierarchy to take advantage of bulk
unit pricing. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="text-indent: -18pt;"><span lang="EN-IN">2) <b>Supplier categorisation</b></span></span></div>
<div class="MsoNormal">
<span style="text-indent: -18pt;"><span lang="EN-IN"><b><br /></b></span></span></div>
<div class="MsoNormal">
As the first step is about maximising the units you buy in
at one single time to take advantage of bulk pricing, this part strengthens
that to ensure that whatever you are buying, you’re only dealing with the
minimum number of suppliers. That’s advantageous in itself, however what it’s
also doing is putting buyer power in your favour because the more you order
with one supplier, the better leverage you have to negotiate better pricing per
unit. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
3) <b>Maximise category
budgets</b><o:p></o:p></div>
<div class="MsoNormal">
<b><br /></b></div>
<div class="MsoNormal">
Whatever category’s your business spends on; you need to
know them in order to maximise them. Ideally, what you want to do is lower the
number of suppliers which reduces your administration costs, but more
importantly it increases your spend per supplier. That again, puts buying power
in your favour. The best scenario would be to find one supplier who can deal
with your chief category, main category and sub-categories.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<o:p></o:p></div>
<div class="MsoNormal">
4) <b>Leverage your
buying power</b><o:p></o:p></div>
<div class="MsoNormal">
<b><br /></b></div>
<div class="MsoNormal">
The categorisation of items you buy will let you narrow your
choice of suppliers but that’s useless if you don’t play it up. When you
request a proposal for anything, stress that you’ve categorised expenditure and
let suppliers know your overall budget at an organisational level and that you
expect favourable pricing based on the volumes of transactions. This will also
help you take out any supplier that isn’t large enough to cater to your needs. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
5) <b>Review and
negotiate if you need to</b><o:p></o:p></div>
<div class="MsoNormal">
<b><br /></b></div>
<div class="MsoNormal">
When you categorise your expenditure and assign budgets to
categories and then further add to that multiple sites, there’s often times
extremely large volume. Sufficient enough to leverage discounts provided you work
with a supplier who can meet your demands. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Some will be too small to manage your demand. Larger
suppliers are often more expensive until bulk price discounts are applied
because that’s the business contracts they are focused on attracting. When you
match your contract requirements to the specialities of suppliers who target
your type of business with volume discounts, there’s huge cost savings to be
had. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The fastest way to access the savings is by categorising
what you buy, lowering the number of suppliers you have and increasing your
spend budget per supplier in order to make it attractive for suppliers to
propose discount pricing. </div>
<div class="MsoNormal">
<o:p></o:p></div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-86306096654504396142016-11-02T08:18:00.000+00:002016-11-02T08:18:20.479+00:00Is Your Business Ready For The Retail Water Market?<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-S8GHzuVVQsM/WBiH7yXEnhI/AAAAAAAACbs/DF7q-UAW5Lg4Glx4F5owuYnHR6aDjtV-ACLcB/s1600/Is%2BYour%2BBusiness%2BReady%2BFor%2BThe%2BRetail%2BWater%2BMarket.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://1.bp.blogspot.com/-S8GHzuVVQsM/WBiH7yXEnhI/AAAAAAAACbs/DF7q-UAW5Lg4Glx4F5owuYnHR6aDjtV-ACLcB/s1600/Is%2BYour%2BBusiness%2BReady%2BFor%2BThe%2BRetail%2BWater%2BMarket.jpeg" /></a></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Businesses across England are set to benefit in reduced
water savings, and enhanced services when the new retail water market emerges. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
There’s no fixed date as of yet for when England introduces
the retail sector for water. It’s expected to be sometime around April of 2017.
When that happens, you could see your bill drop and quite possibly by a
considerable amount. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
There may be some business owners dreading the change
though, thinking that it’s going to be just another utility, invoice and more
suppliers, adding up to increased administration costs. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
When there are admin costs, there’s savings to be had. <o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
What’s more is that commercial water and sewerage can be
combined into the one supplier. Given that business customers will be dealing
with retailers, along with the new supplier comes customer service. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
As things stand just now, you can’t exactly call up the
water board and have an advisor come to your site to provide you with a water
efficiency report. You need to bring aboard a consultant for that service.
Given it’s a new market opening, new retail water suppliers will be competing
for your custom so there’s no telling what’s going to be on offer. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
In addition to the water services, it’s expected that other
utilities such as telecoms, gas and electricity may be offered under the one
contract. That will be of benefit to multi-site operations, as it will
drastically reduce the administration involved. On that note, so too will be
how you manage your utilities. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
With other utilities, such as gas, electricity and telecoms,
you can manage your bills online, including settling invoices. That doesn’t
currently exist in the water market. The current water market has been
described as an <i>“analogue service in a
digital age”</i> something that will be changing when the retail water market
emerges. The entire industry will change for the better, making it easier for
commercial contracts to be managed, and savings made by choosing your supplier
carefully and managing the contracts efficiently. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The most savings will be made (and fastest) by larger firms
with multiple sites. The reason being, those are the companies water retailers
will be targeting in early 2017 in a bid to win competitive contracts. Right at
the time when the majority of business owners who haven’t researched prior to
the water retail sector emerging won’t know much about the changes therefore,
won’t know of the true potential savings. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
For efficiency, it’d be wise to keep an eye on the Ofwat
regulated companies so you know the companies that can supply you with the
water services you need. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Companies will be required to obtain a licence from Ofwat.
Those who do meet the licencing criteria will be <a href="http://www.ofwat.gov.uk/regulated-companies/licences/">listed on the
website here</a>. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
There are two licences:<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 115%; margin-bottom: 12.0pt; margin-left: 36.0pt; margin-right: 0cm; margin-top: 2.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Water supply and/or sewerage
licences (WSSL)<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 115%; margin-bottom: 12.0pt; margin-left: 36.0pt; margin-right: 0cm; margin-top: 2.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Water supply licences (WSL)<o:p></o:p></span></div>
<div class="MsoNormal">
Some water retailers will only be licenced to sell you a
water delivery service, with others being licenced for both service delivery
and managing the sewerage. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
What to expect when the water market opens<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
When the market opens (expected April 2017) retailers won’t
only be providing water. There will be smart meters and advisors. Real people
to help you with monitoring your water usage, increasing water efficiency, thus
reducing your wastage and the subsequent charges wastewater incurs. In other
words, they’ll be able to help your business become greener and operate
smarter.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
While it is a new market for England, it’s not unique to the
UK. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Scotland opened the water market in 2008. One supplier in
Scotland was able to assist a caravan park to reduce the water consumption by
20% by harvesting rainwater. With water retailers acting as advisory services,
partnering with the right supplier could become a pivotal part of your
environmental or sustainability policy.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Another example to come from Scotland is in the public
sector where bundled deals were tailored to five schools, reducing the cost of
wastewater by £56,000 per annum. That was done by increasing efficiency by 44%.
<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Of course, in order for suppliers to measure the results, smart
meters will need used and the retailers providing the service will need to
include benchmarking as part of their service provision to guarantee you that
they are actually offering you a service and not just selling you water. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
As with everything that involves commercial purchasing and
contracting issues - research the market before committing. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
For multiple sites, there will be cost-savings to be had,
and those smaller sized firms who don’t expect to save much, it’s likely to be
another service that will benefit from <a href="http://www.procurementgroup.co.uk/">collective purchasing</a> so every
size of business throughout England will be able to benefit from the open water
market when it emerges. In particular, those who bundle together water, energy
and telecoms as part of an <a href="http://www.procurementgroup.co.uk/procurement-areas/buildings-facilities-management/energy-management/">energy
management strategy</a>. With that in mind, if your energy contracts are due to
renew, it may be worth holding out for a few months before committing to a long
term fixed rate, which will affect the amount you can save. <o:p></o:p></div>
<br />
<div class="MsoNormal">
Be ready to save. <o:p></o:p></div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-28854445608574598482016-10-26T09:32:00.002+01:002016-10-26T09:32:32.196+01:00Managing Tail-End Spend Efficiently<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://3.bp.blogspot.com/-j03pvI-s-qo/WBBpt28lboI/AAAAAAAACbY/nT01uG9Gr70AsZ4-KvBgwvyDbl1Lqh0zgCLcB/s1600/Managing%2BTail%2BEnd%2BSpend%2BEfficiently.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://3.bp.blogspot.com/-j03pvI-s-qo/WBBpt28lboI/AAAAAAAACbY/nT01uG9Gr70AsZ4-KvBgwvyDbl1Lqh0zgCLcB/s1600/Managing%2BTail%2BEnd%2BSpend%2BEfficiently.jpeg" /></a></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The Pareto Principle applies to business expenditure as much
as it does to many other aspects of a company. With a well-managed procurement
process, strategic spending will account for 80% of a business’s total
expenditure. The other 20% is where it becomes problematic because the
purchases are:</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<o:p></o:p></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; margin-left: 40.5pt; margin-right: 0cm; margin-top: 0cm; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Erratic <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; margin-left: 40.5pt; margin-right: 0cm; margin-top: 0cm; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Of low value<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; margin-left: 40.5pt; margin-right: 0cm; margin-top: 0cm; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Bought by people outside the
procurement area without buying knowledge <o:p></o:p></span></div>
<div class="MsoNormal">
What we mean by buying knowledge is that not all members of
a workforce know about service level agreements, are concerned with contractual
obligations, or know the specifics of buying on a commercial capacity. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
That last part of staff is a critical aspect to address when
you’re looking for a tail-end spend solution to bring your complete procurement
process up to 100% managed level, rather than 80% managed well and 20% running
amok. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
4 Steps to Retake control of your expenditure<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">1)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Identify the low value purchases<o:p></o:p></span></b></div>
<div class="MsoNormal">
This is one that’s pretty easy to do yet it remains undone
in many a business. It can be done with just an Excel spreadsheet, but you’ll
likely find whatever accounting solutions you have in place will also be
capable of sorting your expenses by value. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Take a list of your expenses and arrange them from high to
low. At the top will be your most used supplier. You’re likely to find that the
Pareto Principle of 80/20 can be applied to your expenses. If you work with
five suppliers, the bulk of your purchases will be with around four suppliers.
Yet you’re likely to have many more suppliers invoicing - and often regular. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The reason being that at the bottom of your list will be
numerous spontaneous purchases, occurring with multiple suppliers and be of
such a low value amount that the accounts department has paid the invoices and
never really investigated it. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
When you delve into your smaller purchases, you can find
that the total amount of them is substantial. Substantial enough for you to
want to invest in making changes to minimise the leakage this problem’s
causing. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Identify where the leak is by finding out the suppliers and
categorising purchases.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">2)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Get staff buy-in<o:p></o:p></span></b></div>
<div class="MsoNormal">
Whatever solution you implement, staff must be on-board.
Give them the information they need to know about how buying will work.
Whatever they need to buy-in, have procedures in place for them to follow. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<i>Hint</i>: A list of
preferred suppliers or one preferred supplier per category will greatly
increase the volume spend and minimise incoming invoices. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">3)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Implement categorical purchasing <o:p></o:p></span></b></div>
<div class="MsoNormal">
With the buy-in of all your staff, it’s helpful to let them
know about the buying process applied to procurement for strategic sourcing; the
hierarchy of the chief category, main category, and the sub-category.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
When staff can do this that have the authority to make
buying decisions, they can then allocate a category to their purchase and
divert more to the same supplier, reducing the amount of fragmented purchases.
This happens much more than you think when you take into account the amount of
people with buying power for low-value purchases across multiple departments
requiring the same stock.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">4)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Have credit agreements with preferred suppliers<o:p></o:p></span></b></div>
<div class="MsoNormal">
Instead of being invoiced per order, have your preferred
suppliers invoice periodically, such as monthly or fortnightly for high value
accounts. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The reason you want to have a credit account is because
you’ll have less invoices and it’ll make it plain-to-see to suppliers how much
your regular spend is. This is helpful when you go into negotiations as it
gives you buyer power, helping your business case for a discounted
transactional unit cost. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
In Conclusion<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
Strategic buying is difficult to roll out for every single
purchase a business will make. There’s far too much involved. Things like
stationery that doesn’t require office personnel to have to run through the
accounts department for approval prior to purchase. There are a lot of those purchases adding up
and approval isn’t the solution. That’d slow the process down, making it
detrimental to operations. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
A successful buying program will have staff on-board with a
policy and procedures in place so that everyone knows your policy on what can
be spent and how they should go about buying what they need and will be in the
best interest of the business.</div>
<br />
<div class="MsoNormal">
Strategic buying can account for 80% of your total
expenditure but if you leave it at that, you’re leaving money on the table.
Combine category purchases to increase your buyer power and minimise the
administrative burden that out-of-control tail-end spend brings. <o:p></o:p></div>
</div>
Unknownnoreply@blogger.com1tag:blogger.com,1999:blog-4927847222217568364.post-20756479626657272582016-10-19T10:22:00.000+01:002016-10-19T10:22:19.662+01:00Beware Of The Air Conditioning Systems Con<div dir="ltr" style="text-align: left;" trbidi="on">
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<a href="https://3.bp.blogspot.com/-CNN8UdusYBU/WAXi37Dbv3I/AAAAAAAACbE/TsbQ0-EUGuUg73MPk2Hw0FuaPddIqfLVACLcB/s1600/Beware%2BOf%2BThe%2BAir%2BConditioning%2BSystems%2BCon.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://3.bp.blogspot.com/-CNN8UdusYBU/WAXi37Dbv3I/AAAAAAAACbE/TsbQ0-EUGuUg73MPk2Hw0FuaPddIqfLVACLcB/s1600/Beware%2BOf%2BThe%2BAir%2BConditioning%2BSystems%2BCon.jpeg" /></a></div>
<div class="MsoNormal">
The increasing use of IT equipment, the employees to operate
them and the office spaces to house them has led to a surge in demand for
energy efficient air conditioning installations.</div>
<div class="MsoNormal">
<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Office complexes and retail outlets account for the vast
majority of installations and for good reason too. Businesses need their staff
to be comfortable for maximum productivity. In retail stores and outlets,
temperatures are controlled for staff and customers’ benefit. The cost of
maintaining optimum temperatures… well, that can get out of control and fast. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Do you know much about your air conditioning units? <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Not many do. The bill comes in and it’s accounted for as
energy, alongside the heating, and other utility bills. Most go about their
business completely oblivious to the amount of money being thrown at energy
suppliers that could be kept in the business bank account, just by having an
economical air conditioning system running. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Given the climate of the UK, there’s really no need for all
that much of a sophisticated system. We have cool temperatures most of the
year, which allows for HVAC systems to make use of “free cooling coils”. With
these, the air is drawn from outside, and then circulated to cool the indoors.
The systems that waste energy don’t pull air from outdoors, but instead draw
the heated air from indoors, only to cool it with a “fan” coil unit, thus
wasting electricity.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
There’s no point having your heating running to heat the air
up, only to have your air conditioning system kick in to cool it back down
again. That’s what causes energy bills to double. Yes, operating an air
conditioning system can see your energy bill rise by 100%. Often is the case,
it’s because of heating and air con competing to maintain temperatures.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It’s not always the system that’s at fault as it can be the
installation. Energy efficiency with heating, ventilation, and air conditioning
(HVAC) systems is best done with a dead band. That means that the heating and
the air conditioning co-operate on the same network with a temperature
differential between them for when they’re programmed to start and stop.
They’re programmed to operate automatically to maintain a consistent
temperature. They do need to work together, on the same network to prevent two
systems competing, one heating, and the other cooling at the same time.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
As a rule, air conditioning systems should not be operating
in temperatures under 24<sup>o </sup>C. Where the dead band comes in is when
the heating is set to maintain that same temperature or very close to it. The
Energy Saving Trust recommends a temperature gap (dead band) of 4 <sup>O</sup>C.
This will prevent the two systems operating simultaneously. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
For that reason, every air conditioning system must have
variable operating temperature controls, otherwise, it would need manual
oversight to operate, which would never be efficient for any business. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
The Importance of System Zoning<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
Premises operating super old air conditioning systems are
likely to lack this feature. System zoning is the most precise way to control
temperatures indoors. And it’s pretty simple too. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The construction of air conditioning systems uses dampers.
They open to allow air in to circulate it, and close when the room is warm
enough. It doesn’t matter whether it’s
using free coil or fan coils to cool the air, when the temperature heats above
the pre-set level, the dampers open and the system kicks in to reduce the
temperature. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
With zone controls, there’s multiple thermostats installed
throughout the building, which are all connected to the systems control panel,
operating the dampers. The thermostats monitor the temperature of different
zones, allowing one area that’s heated to be cooled down, but not in other
areas of the building where it’s not needed. For example, in the canteen, where
everyone is congregating for lunch, hot cuppas, microwave dinners etc. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
For that reason, cost-efficient air conditioning systems
will have system zoning unless you’re installing it in a factory or warehouse
where zoning is going to make little difference. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
That said though…<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
The Added Incentive <o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
The government is adding incentive's to businesses to have
co-efficient air conditioning units installed through the use of your “Enhanced
Capital Allowance”. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Here’s the thing though… <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
You can’t just take the word of any supplier, or independent
contractor who comes along to offer you a system with claims of 20% reduced
energy consumption. There are fraudulent claims being made on some systems, and
the simplest way to avoid them is to check the official “<a href="https://www.gov.uk/guidance/energy-technology-list">Energy Technology
List</a>” (ETL) which lists all the tested and proven energy efficient systems.
You can even search on there to find systems, manufacturers, and if you get a
quote on a system you’re interested in having installed, you can verify the
model number is listed to back up the claims being made. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
If a product isn’t on that list, the ECA claim is void. Air
conditioning systems that are proven to reduce your energy costs will be
listed. If it’s not listed, it’s likely it’s not as efficient as the
manufacturers marketing materials are claiming. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Now, discussions for these purchases can be long, so before
ordering any, be sure to re-check the Energy Technology List to ensure it is
still listed as it does get updated periodically.</div>
<br />
<div class="MsoNormal">
For those looking for a cost-efficient air conditioning
system, by using the ECA, the entire cost of the installation can be written
off through the allowance in the year of purchase. That can provide a positive
boost to cash flow right away, and then cost savings throughout the life of the
system. <o:p></o:p></div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-48391492173325773012016-10-12T08:17:00.000+01:002016-10-12T08:17:32.156+01:00Facts That Finance Officers Ought To Know About Outsourcing Procurement<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://2.bp.blogspot.com/-14fBv12rP38/V_wF41FJdGI/AAAAAAAACaw/5ITeX1nIFZwxhUR6bZNaEu0zHza3C00WwCLcB/s1600/Facts%2BThat%2BFinance%2BOfficers%2BOught%2BTo%2BKnow%2BAbout%2BOutsourcing%2BProcurement.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://2.bp.blogspot.com/-14fBv12rP38/V_wF41FJdGI/AAAAAAAACaw/5ITeX1nIFZwxhUR6bZNaEu0zHza3C00WwCLcB/s1600/Facts%2BThat%2BFinance%2BOfficers%2BOught%2BTo%2BKnow%2BAbout%2BOutsourcing%2BProcurement.jpeg" /></a></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The outsourcing of procurement can be viewed by some in
finance as handing over some or all of the control over the buying processes.
The opposite couldn’t be further from the truth.</div>
<div class="MsoNormal">
<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The truth is that outsourcing any of your procurement
functions isn’t about passing over control. It’s about bringing aboard
advisors, sometimes specialist advisors whose aim is to save in the short term
and the long term simultaneously. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
There’s many a way a procurement specialist could advise and
bring expenditure down to increase net profits, but there’s also more benefits
to be realised than the initial cost savings. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
5 Ways Procurement Expertise Enhance Business Functions<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">1)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">It adds a broader skill set to your organisation<o:p></o:p></span></b></div>
<div class="MsoNormal">
When you outsource any or all of your procurement, you
aren’t necessarily outsourcing every aspect of your procurement. If you have
the resources internally, outsourcing adds more expertise to your existing
department and also gives your staff access to other in-field experts. That can
also lead to business efficiencies being enhanced, which is the sole purpose of
procurement. Outsourcing can add to that, rather than replace it. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">2)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Bottom-Line is Improved<o:p></o:p></span></b></div>
<div class="MsoNormal">
All your expenditure throughout your organisation is net
profit. If left unmanaged or even poorly managed, stakeholders will suffer. The
objective of smarter procurement exercises is to reduce the overall cost of
purchasing. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">3)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Improved Risk Management<o:p></o:p></span></b></div>
<div class="MsoNormal">
When done properly, after thoroughly investigating your
options, you should be partnered with a professional organisation with a
thorough understanding of commercial trading agreements, litigation matters and
contractual expertise. They aren’t lawyers by right but they should possess a
great deal of knowledge surrounding commercial contract laws, which will be
able to serve you well on a professional services advisory capacity, which you
may already be outsourcing anyway. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">4)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Add appeal to your business<o:p></o:p></span></b></div>
<div class="MsoNormal">
Clients are known to take businesses more seriously when
they have a Corporate Responsibility Policy. They make it known that they are
careful where they spend, making their businesses attractive to clients and
investors alike. There’s a lot to be said for how you operate your business,
and structure your processes to show you are operating ethically across your
supply chain. That’s difficult to do without procurement expertise to assist. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">5)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Frameworks can lay the foundations to your policies<o:p></o:p></span></b></div>
<div class="MsoNormal">
Operating without a procurement framework isn’t a good idea.
With one, everyone knows your policies, where they stand and the
processes/channels to go through when buying anything of substance. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
You don’t have to specifically bring aboard a procurement
officer to implement a procurement framework, as you could approach it through
outsourcing to harness the existing frameworks already used by established
firms specialising in procurement. <o:p></o:p></div>
<h2>
In conclusion<o:p></o:p></h2>
<div class="MsoNormal">
Outsourcing some or all of your procurement functions isn’t
just about realising cost reductions. That it will do, but it also brings about
some expertise that many businesses don’t have access to and the ones that do,
the additional expertise adds to it. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
All of the processes work to enhance your businesses
reputation, while minimising risk to your business through effective contract
management and where possible, change management too, but at the heart of the
process is always cost reductions. Sometimes that’s in the short-term, other
times it’s the long game that’s played with a lot of strategy for huge savings
across the board. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
In some cases, when businesses are struggling financially,
it’s a revision of the procurement functions that could essentially turn the
entire businesses finances around by realising savings already missed through
poor contract management or even a lack of market knowledge.</div>
<br />
<div class="MsoNormal">
It pays to collaborate. <o:p></o:p></div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-71921136225674024542016-10-05T08:21:00.000+01:002016-10-05T08:21:37.215+01:00England And Wales Rates Revaluation Analysis<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-Tno5L6TLhhc/V_Pqe-m1b_I/AAAAAAAACZ0/3AB6ic34R5U5gE_OFa5ZnSFkSRM9xa8xACLcB/s1600/England%2BAnd%2BWales%2BRates%2BRevaluation%2BAnalysis.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="106" src="https://1.bp.blogspot.com/-Tno5L6TLhhc/V_Pqe-m1b_I/AAAAAAAACZ0/3AB6ic34R5U5gE_OFa5ZnSFkSRM9xa8xACLcB/s320/England%2BAnd%2BWales%2BRates%2BRevaluation%2BAnalysis.jpeg" width="320" /></a></div>
<div align="center" class="MsoSubtitle" style="text-align: center;">
<br /></div>
<div align="center" class="MsoSubtitle" style="text-align: center;">
It’s the review
that’s supposed to happen every five years, but this time around, it’s took
seven years as it was postponed until 2017.</div>
<div align="center" class="MsoSubtitle" style="text-align: center;">
<o:p></o:p></div>
<div align="center" class="MsoSubtitle" style="text-align: center;">
<br /></div>
<div class="MsoNormal">
The time has arrived for the Valuation Office Agency (VOA)
to reassess the 1.96 million non-domestic premises around England and Wales to
produce the <a href="https://www.gov.uk/government/news/business-ratepayers-click-find-and-review-your-draft-rateable-value">latest
draft Rating List</a>, determining the business liabilities of every business
across England and Wales.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b>…For the next five
years!<o:p></o:p></b></div>
<div class="MsoNormal">
<b><br /></b></div>
<div class="MsoNormal">
For those who have only been in business since after 2008,
your business rates are based on the <a href="https://www.gov.uk/introduction-to-business-rates/revaluation">2010
valuation by the VOA</a>. They review the Ratings list of all non-domestic
premises every five years. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The business rates you pay are based on:<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Your industry<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">The cost of plant machinery and
necessary operational equipment<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Your property price<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Lease cost<o:p></o:p></span></div>
<h2>
Problem is… <o:p></o:p></h2>
<div class="MsoNormal">
The current business liabilities are based on post-recession
property rates that have fluctuated massively between 2008 and 2015. The rates
are valued two years predated; therefore the rates coming into effect on 1<sup>st</sup>
April 2017 will be based on the valuations from 2015. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Confused? <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b><i>Here’s what happens….<o:p></o:p></i></b></div>
<div class="MsoNormal">
<b><i><br /></i></b></div>
<div class="MsoNormal">
The business rates payable are based on the properties
Rateable Value two years prior to the Rates Revaluation that the VOA is
supposed to conduct every five years. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
This time around, it’s far more significant than usual
because this Rates Revaluation has taken seven years <i>and</i> come post-recession<i> and</i>
post-Brexit. Businesses are looking for clarity while the government is looking
for money. <o:p></o:p></div>
<h2>
Businesses Fund Communities<o:p></o:p></h2>
<div class="MsoNormal">
The rates paid through business liabilities are split 50/50.
50% go to central government, the other 50% to the Billing Authority (local
council) which it retains for funding community projects. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The system has been described as being broken because it
results in rich areas keeping more money, with the poorer getting worse because
of a lack of investment. Many areas have witnessed the effects of this scheme
when high street stores collapsed, causing a ripple effect across communities
when local authorities faced financial strain and severe budget cuts. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The other 50% of revenue though is pooled by the Central
Government and then used to fund poorer communities through Government Grant
Schemes. In former Chancellor’s George Osborne’s last budget announcement, when
he described the <i>“biggest transfer of
power to our local government in living memory",</i> he was talking about
changing the 50% split to allow for local authorities to retain all revenue
collected. That would result in even more mayhem to an already chaotic system,
so how the funds are to be split are still in discussion, but what’s not is
that there are…<o:p></o:p></div>
<h2>
Huge Changes Ahead <i>(and not many
signposts)</i><o:p></o:p></h2>
<div class="MsoNormal">
Every business in England and Wales is going to be affected.
It’s estimated that the majority of smaller businesses will see a slight fall
in their liabilities, but on the other hand, there will be a 9% increase to the
business rates on a national scale. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b><i>How does that work? <o:p></o:p></i></b></div>
<h2>
London Foots the Bill!<span style="font-weight: normal; mso-bidi-font-weight: bold;"><o:p></o:p></span></h2>
<div class="MsoNormal">
That’s right…<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The vast majority of communities are going to see slight
falls to business rates; however, because London has significantly higher
rental charges due to higher property prices, the operational costs for
retailers are going to be substantial, as high as a <a href="http://www.colliers.com/-/media/files/emea/uk/services/business-rates/2015-retail-rating-revaluation">415%
of an increase for stores operating on Dover Street</a>, Central London. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The vast majority of stores in that area are multi-channel
retailers and also regional with some operating globally. The increases will
put financial strain on profit margins, and given some are chains, it will in
all likelihood take a ripple effect. Retailers will need to protect their
margins, which could see the less cost-efficient stores in other local areas
either close or relocate. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The retail sector has changed substantially over the past
seven years. The postponement wasn’t welcomed in 2010, and the repercussions to
the business community certainly won’t be welcomed this time around. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
British Telecom has already announced they will be
challenging the Rates Revaluation by the VOA, as the firm will be hit with a
350% business liability increase, up from £165M per year to £743M from April of
next year. An increase that BT says has forced them into threatening to <a href="http://www.thisismoney.co.uk/money/markets/article-3815859/BT-threatens-raise-broadband-prices-business-rates-review-raises-London-bill-743m.html">increase
consumer broadband prices</a> around the London area and cut investment in
telecoms technology. <o:p></o:p></div>
<h2>
Available Relief for SMBs<o:p></o:p></h2>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Business properties with a
Rateable Value of £12,000+ have to pay the rates. Under that Rateable Value,
the rates won’t apply. <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Tapered relief will be
available for properties valued between £12,000 and £15,000 so smaller sized
firms will be able to get some relief from the rates. <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Between 50% and 100% relief is
available to local business owners operating in a local community with a
population of <3,000. <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Up to 80% relief is available
to charities and sports clubs<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Businesses operating within
Enterprise Zones, are empty or newly occupied can apply for relief, although
that’s not to say the application will be approved. It will only be considered.
<o:p></o:p></span></div>
<div class="MsoNormal">
The only exception to the Business Rates is religious
properties, and agricultural land. <o:p></o:p></div>
<h2>
Priorities Now!<o:p></o:p></h2>
<div class="MsoNormal">
The priority for every business owner between now and April
of 2017 should be on risk assessment because there is a huge risk of financial
interruption when the new rates come into effect on April 1<sup>st</sup> 2017.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<o:p></o:p></div>
<div class="MsoNormal">
As there are going to be winners and substantial losers,
with the cost of doing business based on the new rates remaining in place for
the next five years, there will be a transitional period for businesses to
benefit from staged rate increases. It’s not going to make it any less of a
financial burden because the bill will still need paid, but there will be
assistance available for those with higher than anticipated increases to their
business rates.</div>
<br />
<div class="MsoNormal">
As all business owners will be affected either positively or
negatively, it’d be beneficial to open discussions between tenants and
landlords to begin negotiations of property lease prices in light of the
business liability rate changes due to come into effect in the next six months. <o:p></o:p></div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-21668125382942770182016-09-28T08:12:00.000+01:002016-09-28T08:12:14.296+01:003 Tips For Devising An Effective Procurement Strategy<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://2.bp.blogspot.com/-F3qWqtj6Q34/V-om5UJ529I/AAAAAAAACY4/hsZ2nUkcMM4QPDsOLMqjsjBWthQucsyrgCLcB/s1600/3%2BTips%2BFor%2BDevising%2BAn%2BEffective%2BProcurement%2BStrategy.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://2.bp.blogspot.com/-F3qWqtj6Q34/V-om5UJ529I/AAAAAAAACY4/hsZ2nUkcMM4QPDsOLMqjsjBWthQucsyrgCLcB/s1600/3%2BTips%2BFor%2BDevising%2BAn%2BEffective%2BProcurement%2BStrategy.jpeg" /></a></div>
<div class="MsoNormal">
B2B sales are extremely competitive, however, for early
stage and growing businesses, the buying of such services can be complex, or
more so than you may have imagined anyway.</div>
<div class="MsoNormal">
<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The truth is that no matter what you’re buying, you’re
always going to have to haggle a bit. Bartering isn’t always about cost either.
It’s about getting the most value from suppliers, while paying a reasonable
amount for the value you’re offered as part of whatever service you’re buying. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
To ensure you get the deserved and required value, make sure
you have the following three essentials worked into your procurement strategy. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">1)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Use contract aggregation<o:p></o:p></span></b></div>
<div class="MsoNormal">
When there’s a significant need in your business and you
assess the market to discover there’s few suppliers large enough to accommodate
what you need, it may be more effective to split your contracts into smaller
lots. One of the main advantages you get with contract aggregation is you open
the bidding process up to smaller sized business. This is particularly useful
for working with local suppliers instead of large nationals. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It doesn’t always work out cheaper, and there will be more
administration involved to oversee the contracts, however from a local economy
standpoint, partnering with local suppliers can be highly advantageous. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">2)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Open pre-procurement discussions with suppliers<o:p></o:p></span></b></div>
<div class="MsoNormal">
This one should be obvious but unfortunately it isn’t always
done. Before approaching the market for any supplies you need, research should
be done. This isn’t just a case of researching online. Get on the telephone
with representatives, go out and meet some suppliers and discuss what you need,
find out what’s available and gain first-hand insight into what the market has
to offer. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Efficiently researching the market by opening
pre-procurement discussions will let you find out a lot more about what’s
available and then use factual information to put together your written brief
for inviting proposals from potential suppliers. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The more information you have and therefore can give, the
more detailed an offering you can put out for tendering, leading to more
informative bids from suppliers. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">3)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Award contracts based on quality of proposals and cost<o:p></o:p></span></b></div>
<div class="MsoNormal">
One of the worst things you can do for your business and
customers is to accept the lowest bid from any service provider or supplier.
There are some companies that will deliberately low-ball during the bidding
process in an effort to seem competitive. Realistically though, the offer isn’t
competitive at all. What it often can be is risky. If you contract with a
supplier who provides a service at cost to them, meaning there’s no profit in
it, they are likely to deliver a substandard service. That’s something you
could definitely do without. The more obvious risk is that it won’t be
sustainable therefore you’d need to find a new supplier eventually. And
probably do some grovelling with disgruntled customers due to your suppliers’
impact on your service.</div>
<h2>
In conclusion</h2>
<div class="MsoNormal">
To drive the most value from any supplier, always engage in
pre-procurement discussions as part of your market research. If you feel
there’s a lack of sizeable firms able to accommodate your business needs, break
things down to encourage smaller or local suppliers to put their proposals
forward. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Always award your contracts based on the value you can get,
with a realistic figure attached to the offer. Never award to the cheapest
contractor, unless you’re confident and they are too that they can deliver the
service with quality and make it monetarily worthwhile to partner with your
business.</div>
<br />
<div class="MsoNormal">
The suppliers you choose to award your contracts to will be
a stakeholder in your business so make sure they are a company you’re
comfortable working with before you engage them for the long-term duration of
the contract. </div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-43502433130887282802016-09-21T10:47:00.000+01:002016-09-21T10:47:24.541+01:005 Questions To Answer When Developing Your Procurement Policy<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://3.bp.blogspot.com/-4mYt_Q9Qkm8/V-DfFq3ShVI/AAAAAAAACX8/xkPu_Eh4AwcD7ytHOaYO1vFQiFUMndPMACLcB/s1600/question%2Bmark%2Bimage.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://3.bp.blogspot.com/-4mYt_Q9Qkm8/V-DfFq3ShVI/AAAAAAAACX8/xkPu_Eh4AwcD7ytHOaYO1vFQiFUMndPMACLcB/s1600/question%2Bmark%2Bimage.jpg" /></a></div>
<div class="MsoNormal">
Not every business has a procurement policy and in some
cases it’s actually damaging not to have this document as public funding can
stipulate that the requirements for funding requires you to have one. The
reason being that it ensures transparency and that when you buy goods and
services, you have a policy to follow ensuring you get consistent value for
money. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Even if you aren’t applying for public funding, it’s still a
good idea to have a procurement policy in place for you and your staff to
follow. It sets the guidelines in clear terms for everyone to follow and
consistently obtain value from selected partners. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
Work your answers to these 5 questions into your procurement policy<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Will bulk purchasing discounts really reduce costs or add to storage
costs?<o:p></o:p></span></b></div>
<div class="MsoNormal">
The majority of B2B suppliers will look to get a favourable
order on a regular basis. To do so, you’ll find bulk or combined services are
offered in order to maximise billings for the supplier. This doesn’t always
equate to value to you though as you could agree to bulk price discounts only
to find you aren’t using what you pay for, which can increase your
holding/storage costs. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Will you need to engage knowledge partners to speed up the time it
takes to obtain a specialist service? <o:p></o:p></span></b></div>
<div class="MsoNormal">
For technical services for your IT department, or tech
equipment you’re buying or leasing, do you have enough knowledge to know what
you’re agreeing to? <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
For more expensive and what could be considered specialist
services, you don’t really want to be relying on a supplier you haven’t done
business with before. You’d be going on the recommendations of others at best. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
A more informative approach would be to hire a knowledge
partner or outsource to a specialist partner with the knowledge to listen to
what you need, provide you with an assessment and engage with suppliers on your
behalf. If you’re not confident in approaching certain sectors, it may be worth
including in your policy what you’ll do in the event you need a specialist
service. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">How many of your employees will have the authority to buy goods and
services and to what amount?<o:p></o:p></span></b></div>
<div class="MsoNormal">
As this will be a procurement policy for the long term, you
want to make it as evergreen as possible. Plan it with growth in mind by
including members of your staff who will be authorised to engage with suppliers
for any goods and services their department requires. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It may also be worth having someone senior in your company
named as a procurement officer who signs off on purchases before any other
member of staff can proceed with ordering goods and services, or at least
allocate budget amounts per department with anything exceeding the department
budget requiring authorisation. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">What will be your selection criteria for awarding contracts? <o:p></o:p></span></b></div>
<div class="MsoNormal">
It’s much easier to award contracts to the right supplier
when you set out clear terms of what you’re looking for from them. As an
example, you could choose to look for the following criteria for suppliers to
meet:<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Quality<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Cost<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Use of resources / green
initiatives<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Reputation<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Guarantees<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Service consistency<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Customer service<o:p></o:p></span></div>
<div class="MsoNormal">
In cases when there’s high competition, using a selection
criteria as a checklist will help you narrow down your potential pool of
candidates to progress into discussion with. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">How much information needs to be revealed while maintaining
commercial confidentiality? </span></b></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<span style="text-indent: -18pt;"> There are going to be some contracts requiring you to grant
informational access to third party organisations. This is increasingly
happening with e-services, operating via the cloud. You must be in complete
control of confidential data within your organisation and should consider how
much you really need to disclose to third party suppliers.</span></div>
<div class="MsoNormal">
<o:p></o:p></div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-63614493967623144522016-09-14T07:57:00.000+01:002016-09-14T07:57:52.254+01:005 Ways To Ramp Up Profits With An Effective Procurement Strategy<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-O00yyNVixKA/V9hr1K3CW0I/AAAAAAAACXA/maxiPXsDhv8G-2VnozRbva5m76ZewXjxwCLcB/s1600/5%2BWays%2BTo%2BRamp%2BUp%2BProfits%2BWith%2BAn%2BEffective%2BProcurement%2BStrategy.jpe" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://1.bp.blogspot.com/-O00yyNVixKA/V9hr1K3CW0I/AAAAAAAACXA/maxiPXsDhv8G-2VnozRbva5m76ZewXjxwCLcB/s1600/5%2BWays%2BTo%2BRamp%2BUp%2BProfits%2BWith%2BAn%2BEffective%2BProcurement%2BStrategy.jpe" /></a></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Procuring business supplies could probably be done more cost
efficiently than it already is. It’s the fastest way to increase profits – by
reducing your expenses. Even what’s considered low value contracts; can over
time, add up to a wholesome amount. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
To really take control of your costs, a strong focus on your
procurement process is vital. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
5 Ways to Enhance Your Procurement Process<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">1)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Work with the Total Cost of Ownership<o:p></o:p></span></b></div>
<div class="MsoNormal">
One of a few factors considered by anything for your
business is cost. Typically, you can expect cheap to last a lot less time than
more expensive products. When you buy something, you want it to last. It’s why
there is such a thing as depreciation accounting. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Invest in the best and you won’t need to spend more capital
on replacements. This applies equally to supplies that affect what your
customers receive, which extends to every area of your business including your
telecoms, as you need the service to continue working for customers to reach
your support team. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Every operational expense you have requires a focus on the
total cost of ownership at the initial discussions before contracting, rather
than agreeing to the cheapest proposal put forward. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">2)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Use demand planning for inventory management<o:p></o:p></span></b></div>
<div class="MsoNormal">
The cost of over stocking can be exponential. In particular
if you’re paying for square metres in storage costs using warehouses. Those
costs can become extremely pricey if you’re ordering too much and holding. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
This is particularly problematic when your supplier
agreement is based on a minimum order quantity. That can see you get a good
unit price but on bulk order pricing only, which results in you carrying an
over-stock and therefore the savings are rendered useless as they’re just
diverted elsewhere.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
To manage your supplies and suppliers more efficiently, plan
your orders according to what your customer demand is. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">3)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Incorporate TBL into your business <o:p></o:p></span></b></div>
<div class="MsoNormal">
John Elkington coined the phrase ‘Triple Bottom Line’ back
in 1994. It’s an accounting framework referred to as TBL or 3BL. The framework
has three parts to it.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Social<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Environmental<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Financial<o:p></o:p></span></div>
<div class="MsoNormal">
In other words, green procurement/sustainable procurement
are nothing new. It’s been around for decades but essentially it’s the same as
the TBL approach which has helped many a business prosper. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
These days, it’s not really an option whether you go green or
not. Consumers are looking to buy green products and suppliers are building in
green initiatives into their operations. In some cases of RFPs, it’s stated
outright that all proposals are to include a copy of the green initiative the
company uses. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">4)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Use strategic sourcing as a pillar for growth<o:p></o:p></span></b></div>
<div class="MsoNormal">
When you source strategically, you aren’t focusing on any
one area, such as price alone. The needs of the customer, your employees, your
business, and anyone that can be affected by quality or even by a social impact
such as higher waste due to poor quality is considered. It can cost more
upfront using strategic sourcing, but in the long-term, there’s extreme value
to be had, including increased customer longevity due to the higher customer
satisfaction, which will eventually bring your cost per customer acquisition
down. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">5)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Manage Your Alliances<o:p></o:p></span></b></div>
<div class="MsoNormal">
Every supplier you work with brings a new business
relationship with it. You need to manage that, but what some companies get
wrong is assuming that supplier management is about taking control over the
service being delivered. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It’s not. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It’s about two-way communication being used to align the
supplier and buyer together so that they work collaboratively to bring better
value, which eventually trickles down the supply chain to benefit your
customers, again, lowering your cost of customer acquisition.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The more you focus on bringing costs down in-house, improve
your working relationships with suppliers and focus on value acquisition, the
more profits can be reaped, whilst simultaneously increasing customer
satisfaction. </div>
<div class="MsoNormal">
<o:p></o:p></div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-32328881965116020282016-09-07T10:57:00.000+01:002016-09-07T10:57:54.100+01:00How SMBs Can Control Costs With A Streamlined Buying Process<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://2.bp.blogspot.com/-tO3aiEH-1Hw/V88NLV1SQhI/AAAAAAAACWw/ixKOK8cenHAJXDJOXShDarxMOe6eVQlGQCLcB/s1600/How%2BSMBs%2BCan%2BControl%2BCosts%2BWith%2BA%2BStreamlined%2BBuying%2BProcess%2B1.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="181" src="https://2.bp.blogspot.com/-tO3aiEH-1Hw/V88NLV1SQhI/AAAAAAAACWw/ixKOK8cenHAJXDJOXShDarxMOe6eVQlGQCLcB/s320/How%2BSMBs%2BCan%2BControl%2BCosts%2BWith%2BA%2BStreamlined%2BBuying%2BProcess%2B1.jpg" width="320" /></a></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">Buying
items and services is a necessary evil of doing business, its operational
costs. Smaller sized businesses tend not to pay too much attention to detail
and it’s a costly mistake to make when it comes to growth.</span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">The
larger your company becomes, the more you need to buy in. That’s not just for
raw materials for a production process either. Even hiring staff will
eventually take a team of HR personnel to recruit the right talent to the right
position. PR staff is needed to target media campaigns to get new customers
through your doors and paying for your products and services. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">The
more your company grows, the more you’re going to need to spend. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">For
that reason, the best time to optimise your expenditure is before you expand.
Having a clearly defined procurement procedure and policy in place is the
ultimate way to gaining a huge competitive advantage. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<h2>
Applying the two out of three process to procurement<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">When
you’re at the beginning of a buying stage for any business supplies, there are
only three words you need to remember. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">1)<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Fast<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">2)<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Good<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">3)<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Cheap<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">In
a perfect world, you’d have all three of the above from a supplier. Thing is
though… it’s not an ideal world so you can only have two. Pick. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; font-size: 12.5pt; line-height: 107%;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Fast and good<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; font-size: 12.5pt; line-height: 107%;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Good and cheap<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; font-size: 12.5pt; line-height: 107%;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Cheap and fast<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">But
never fast, good and cheap. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">To
strike the right combination, there are a couple of things you need to do. The
first is to be exquisitely clear in your objectives. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">If
you’re renewing a print contract, why do you want to change supplier? Is it due
to poor customer service? If that’s the scenario, then perhaps fast and good would
be a good option to aim for. If on the other hand you were to be sourcing
stationery for the office, cheap and good quality products may be a good
combination. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">The
trick to effective sourcing is prioritising your needs. Basing it on the level
of service you need. Do you need it fast? If so, expect it not to be cheap. </span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">Time is money after all and if you’re in a rush to get supplies, suppliers will
be in a rush to add a mark-up for the speed of delivery. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">Even
the Royal Mail won’t give you a next day delivery service without insisting on
a premium. They’re in the fast and good category. Cheap, it’s not if you want
it fast. If you want cheap, it’s second class postage which will be good and
cheap, with the sacrifice of fast. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">So
ask yourself what you need. A fast service, good quality, or is price the
deciding factor? <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">Once
you can honestly answer that, then you move onto the next question of where do
you get what you need? This is the investigative stage and it’s where you’re
identifying potential suppliers. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<h2>
What makes a supplier considerable? <o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">You
can break this down into a five step process…<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoListParagraph" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo3; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">1)<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;"> </span></span></b><!--[endif]--><b><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Set a well-defined
criteria that potential suppliers must meet<o:p></o:p></span></b></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">This
could be things like the supplier must be:</span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l3 level1 lfo4; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">a)<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Local<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l3 level1 lfo4; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">b)<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Have
a stringent quality control process<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l3 level1 lfo4; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">c)<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Have a reasonable minimum
order quantity<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l3 level1 lfo4; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">d)<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Reasonable
payment terms and conditions of service<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l3 level1 lfo4; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">e)<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">A
clear returns or guarantee policy<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l3 level1 lfo4; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">f)<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Have verifiable references
<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">What
you’ll find at the early stage of buying any B2B service is there are a lot
more suppliers than you initially thought. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoListParagraph" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo3; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">2)<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;"> </span></span></b><!--[endif]--><b><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Define the process you’ll
use<o:p></o:p></span></b></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">When
you have your potential suppliers lined up, you need a process and a time scale
for assessing suppliers against your criteria. At this stage you should also be
thinking about the method of outreach. Will a trade publication be sufficient
in letting suppliers know what you need, or will you have someone appointed
from within your company to put RFPs (requests for proposals) out to potential
suppliers? <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoListParagraph" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo3; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">3)<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;"> </span></span></b><!--[endif]--><b><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Ask for the bids to be
submitted<o:p></o:p></span></b></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">The
full details of the products you need or the services you need supplied to your
business needs to be clearly stated in a written document so that suppliers can
get a full understanding of what you require them to do. Clarity at this stage
is crucial for getting a correct quotation and the negotiations set off on the
right foot. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoListParagraph" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo3; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">4)<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;"> </span></span></b><!--[endif]--><b><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Evaluate each submission
received to select a partner and negotiate terms<o:p></o:p></span></b></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">Evaluation
can only be done when all the bids have been submitted. For this reason, in
your briefing to suppliers, give them a reasonable deadline to have their
proposals submitted for consideration. Once that deadline is reached, evaluate
your responses to narrow the selection process and decide which supplier best
meets the criteria you set at the beginning stage. Any supplier submitting a
bid past the deadline should probably be dropped from the process as they’ll
have missed a deadline before you start working together. Start the way you
mean to go on. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoListParagraph" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo3; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">5)<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;"> </span></span></b><!--[endif]--><b><span lang="EN-IN" style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt; line-height: 107%;">Monitor the supplier
continuously<o:p></o:p></span></b></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">Even
the best suppliers will have a hiccup here and there when something goes wrong
therefore plan for that to happen by assigning someone as a named contact to
oversee the contract. They’ll be responsible for performance reviews ensuring
the supply provision is overseen and also for managing the relationship with
any key person involved in the service provision. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">In
our experience, rapport has been essential to long-lasting relationships with
suppliers, making it easy to sustain a healthy working relationship that
benefits both businesses while making the renegotiating stages flow much
smoother and more beneficial. </span></div>
<br />
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">Ultimately,
the better the preparation is in the early stages of the buying process, the
better clarity there is, resulting in clear communication with much less
misunderstandings. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "verdana" , "sans-serif"; font-size: 12.5pt;">Image courtesy of krostewitz.com.</span></div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-87175979010961051532016-08-31T08:26:00.001+01:002016-08-31T08:26:32.092+01:00Expense Automation Finally Reaches The Cloud With Expensify!<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://3.bp.blogspot.com/-JIpU477Xol4/V8aGgWoDrII/AAAAAAAACVw/iykjOK1rvvoI1F6dG6xYWjGF2E_80Y9cgCLcB/s1600/cloud%2Baccounting%2Bsoftware.jpe" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://3.bp.blogspot.com/-JIpU477Xol4/V8aGgWoDrII/AAAAAAAACVw/iykjOK1rvvoI1F6dG6xYWjGF2E_80Y9cgCLcB/s1600/cloud%2Baccounting%2Bsoftware.jpe" /></a></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Cloud accounting has revolutionised the financial sector,
with some major players breaking through and creating real world solutions that
just plain work for simplifying the accounting process.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Where most fall short is with expense reporting, because
it’s like all the major platforms need integrated with add-ons/additional apps
to complete the package. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Part of managing your business requires you or your finance
department to stay on top of all the expenses. That’s a tedious and time
consuming chore in itself.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b>Until you start with
Expensify!<o:p></o:p></b></div>
<div class="MsoNormal">
<b><br /></b></div>
<div class="MsoNormal">
In our opinion, Expensify is revolutionising how expense
reports are automated, created, shared and submitted.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b>What it does: <o:p></o:p></b></div>
<div class="MsoNormal">
<b><br /></b></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Smart scan – Is great for
filing away receipts<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Auto bank and credit card
imports – This goes further to match the tags on your digital receipts to the
corresponding bank or credit card transactions. If there’s no match from your
bank or credit card data when you import it over, it’ll be created as a cash
expense.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Distance Tracking – This lets
you/your staff insert mileage either as a total distance, or you can set it a
policy level to cover the maximum allowance employees can claim as an expense,
or use the standard mileage allowance. The choice is yours when you set it up.</span></div>
<div class="MsoNormal">
Other options for tracking mileage is to use the GPS
setting, which will also record the data of where you or your staff travelled
to and from to warrant the expense, or users can input the odometer data to
file mileage expenses.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
All of that done via a mobile app!<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
Faster reimbursements to employees<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
If there’s one thing going to get on your staff’s nerves,
it’s waiting too long to get paid back what they are owed. What Expensify have
done is included an option to automatically reimburse staff based on amounts
predetermined by you. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
What you can do with this is set a maximum limit that you’re
happy to automatically reimburse, provided that your policy has been met, which
you can set to include a receipt, ensuring that the expense report submitted to
you has the necessary attachments for you to attach to your own reports and
reclaim the expenses through your business accounts. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
The Real Benefits of Expensify is Simplifying the Workflow for Finance
Departments<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
With any number of employees submitting receipts for
expenses, it creates a monster workload to review expense reports and then
account for them by filing in the appropriate categories. Then depending on your
company policy, you may have chain of command where the reports need approved
and then sent up the chain of command for final approval and payment processing
to reimburse the expenses to employees. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The Expensify app has a user friendly interface so anyone
within your company will be able to use it. Only those authorised can manage
the workflow though. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
You can use this to create policies at management level,
which will then instruct users what they need to do before they are able to
file their expense reports; no more back and forth with incomplete reports. If
it’s not got the data you need, it can’t be submitted for approval. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
You can require your staff to tag expenses to an appropriate
category, such as travel, meals, accommodation, mileage or entertainment. For
each expense filed, you’d be best to set the policy to only allow reports to be
submitted with a receipt attached. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Employees will be able to submit their reports with the
population of a few fields and attaching the receipt and then just clicking
submit. When the report is submitted, it sends an email to whoever is set up to
manage the expenses letting them know there’s a new expense report awaiting
their review. <o:p></o:p></div>
<div class="MsoNormal">
Depending on how your policies are set up, the person reviewing
the expense report submission can approve and reimburse or they can forward it
further up the chain of command for someone senior to authorise or deny it. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The workflow can be as simple as authorising one person to
sign off on legitimate expenses, or it could be used at enterprise level,
passing expense reports from department to department until it receives the
final seal of approval.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Payments can be reimbursed automatically and you can set
filters to only pay amounts under the value you specify, ensuring that by
enabling auto reimbursement that you aren’t going to run into cash flow
problems. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Expensify uses the slogan, “expense reports that doesn’t
suck” and it’s actually true of the product they have. What can suck about
getting your staff more motivated by giving them what their owed faster and
thereby never leaving them out of pocket for longer than necessary? <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Besides, your finance people need this because it’s
automation of a tedious task and will work to increase productivity and boost
staff motivation. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
When there’s something you can automate, that’s what to do.
Now you can automate your expense report creation, submissions and automate the
reimbursements of legitimate business expenses to your employees, whilst
simultaneously ensuring that you have all the required information for your own
accounting records.</div>
<br />
<div class="MsoNormal">
We think it’s neat!<o:p></o:p></div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-7547062615320485992016-08-24T09:21:00.000+01:002016-08-24T09:21:51.830+01:00Getting Ahead With Procurement Processes<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://4.bp.blogspot.com/-Rhnmzc5bSvs/V7trdFNmv-I/AAAAAAAACVY/3xGbU0BM6wMt1GE3--IoLAYnQBG2-moTgCLcB/s1600/Getting%2BAhead%2BWith%2BProcurement%2BProcesses%2B1.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="224" src="https://4.bp.blogspot.com/-Rhnmzc5bSvs/V7trdFNmv-I/AAAAAAAACVY/3xGbU0BM6wMt1GE3--IoLAYnQBG2-moTgCLcB/s320/Getting%2BAhead%2BWith%2BProcurement%2BProcesses%2B1.jpg" width="320" /></a></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It doesn’t matter what size of company you have, you will
have suppliers, overheads and bills coming in that need paying. You’re also
going to have contractual obligations, whether or not you have an internal
legal team and/or procurement team at your disposal.</div>
<div class="MsoNormal">
<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
No matter the size of your operation, you must control your
overheads otherwise they’ll rip your organisation apart. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Late payments, supplier difficulties, delayed deliveries,
expired contracts, rates increases etc. The list goes on. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
What tends to happen in business though is the early stage
start-ups focus on strategic growth without concern for the consequences. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Growth will happen when you put the efforts in and focus on
strategic growth tactics, but when you do find your organisation growing, so
too will your obligations, probably your staff and most certainly your
overheads. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The more obligations your business has, the more reliant you
will become on your suppliers. Without careful management, you risk your
business being placed in a vulnerable position should your supplier find
themselves with a competitive advantage because of your inability to control
your procurement processes. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
You absolutely must have processes in place, policies to
control them and strategic systems to manage them both. Without those in place,
your overheads will increase - substantially if you’re not careful. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b><i>Why be bothered with all the hassle? <o:p></o:p></i></b></div>
<div class="MsoNormal">
<b><i><br /></i></b></div>
<div class="MsoNormal">
If you’re focusing on growth right now, get yourself ahead
by preparing for when you reach that stage. Visualise your business a year from
now, two years from now, five years from now and you’ll likely see yourself
going places. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Perhaps you’ll have a team of 50 employees or you could
expand your operations by opening on more sites, hiring more people to aid in
your expansion, in which case, prepare for that time. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b>What procurement
specialists can do to help you prepare<o:p></o:p></b></div>
<div class="MsoNormal">
<b><br /></b></div>
<div class="MsoNormal">
If you don’t have the capital to invest in your own
procurement staff to get things under control, outsource your outsourcing. The
reason being that whilst the cost-savings will take longer to experience, you
won’t be wasting cash flow in the short-term by spending on growth strategies
to see the fruits of your labour wasted. You will retain more of your profits
by having proficient supplier management processes in place, preventing things
getting out of control. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
All too often, what happens is companies experience
expansion, then realise too late that they’re spending way more than they’re
comfortable with and then have to bring in experts in procurement to clear up
the mess made by inefficient sourcing and supplier management.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b>It prevents the
battle of all battles…<o:p></o:p></b></div>
<div class="MsoNormal">
<b><br /></b></div>
<div class="MsoNormal">
When companies look to bring about cost efficiency,
procurement experts are trusted to deliver on savings. To do that, it takes
strategic sourcing, contract reviews, a huge advisory role and often a complete
transformation of sourcing due to non-existent procurement policies. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
As such, the savings commitment you will be looking for,
will take longer to deliver because more tactical groundwork will need to be done
before savings can be realised. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
For any business focusing on growth strategies right now,
get prepared for the increased obligations that accompany that by putting in
place efficient procurement policies, and processes to manage the increase of
suppliers and the relationships that come with them.</div>
<br />
<div class="MsoNormal">
The more proactive you are with your procurement; the more
savings you’ll lock-in before you start wasting it on inefficient sourcing
methods. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Image courtesy of norcazacademy.co.za.</div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-78094106147370529992016-08-17T08:02:00.000+01:002016-08-17T08:02:22.240+01:00Why Incorporate An Exit Strategy Into Your Contracts?<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://2.bp.blogspot.com/-HRI_YLoE4yM/V7QLNWlhT7I/AAAAAAAACUc/QwwKQFPbChkqjqtj86q5h6461ar7jNROACLcB/s1600/Why%2BIncorporate%2BAn%2BExit%2BStrategy%2BInto%2BYour%2BContracts%2B2.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="181" src="https://2.bp.blogspot.com/-HRI_YLoE4yM/V7QLNWlhT7I/AAAAAAAACUc/QwwKQFPbChkqjqtj86q5h6461ar7jNROACLcB/s320/Why%2BIncorporate%2BAn%2BExit%2BStrategy%2BInto%2BYour%2BContracts%2B2.jpg" width="320" /></a></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
When you enter into business critical supplier relations,
there is an all too often neglected area within the contract and that’s the
plan to disengage. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Since the relationship between suppliers and clients are
best when they’re mutually beneficial, the exit strategy needs to meet the same
requirement. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
That being said, the best time to discuss this is not during
negotiations. It’s after the supplier has been partnered with you for a period;
a working relationship established, rapport built and comfort grown for both
parties to come back to the table and enter into further discussions about
exiting. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The only thing that should be discussed during the negotiation
process is the timescale for both parties to meet, after say six months after
the supplier’s contract commences to discuss a strategy for disengaging. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It’s best to have this in place to ensure that the
continuity of service provision remains the same, even if an existing contract
is being terminated or transferred.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
What a supplier won’t be comfortable with is too short a
notice for your contract ending. They will want to know more about the “what
if” scenario of losing a contract – and you your supplier. <o:p></o:p></div>
<div class="MsoNormal">
Most will require more than thirty days for business
critical supplies. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
For longer term contracts of say over five years, a good
rule to go by is one month per year. Using that as a general rule of thumb… if
you’re on a three-year contract, a three-month notice period to terminate would
be sufficient. That would give your supplier plenty of time to source new
contracts and replace lost revenue, whilst retaining their continuity of
service to your business within the final stages of the contract. At the very
least, it’s risk management for both suppliers and clients.<o:p></o:p></div>
<h2>
<i>Why would you end a contract with
suppliers?<o:p></o:p></i></h2>
<div>
<i><br /></i></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">1)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">It’s run its course.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">2)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">To re-enter into the tendering
process, for which existing suppliers can also be a part of to keep your offers
competitive.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">3)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">If either company feels the
partnership is no longer beneficial, they can begin. negotiations to exit out
the contractual obligations. If this is the case, you’ll be glad to have
discussed the exit strategy beforehand as both companies will know the process
to follow and the actions each party is responsible for. <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">4)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Lack of performance by either
supplier or client or both.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">5)<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Better deals elsewhere.<o:p></o:p></span></div>
<div class="MsoNormal">
That’s just five reasons that are pretty standard for
contracts terminating. Nothing lasts forever. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
When there are assets involved, it’s even more imperative
that this forms part of your procurement process. People’s jobs could depend on
it. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Then there’s the issue of who owns what as there are many
business supplies for which you are loaned equipment from a service provider
for them to take care of supplies and maintenance. If that’s the case, there
will be ownership issues and equipment to be transferred back… not to mention
any costs involved in contract cancellation without a good reason for doing so
before the contractual period is met. These are your early termination fees and
they are fairly typical for large supplies that are critical to business
functions.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
How to raise the issue of disengagement during negotiations<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
As you’ll understand, losing contracts is not something any
supplier wants to discuss because it implies you’re leaving or not really keen
on the idea of working together. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It’s not necessarily meaning you are parting though. It’s
only a process you want to put in place to ensure you continue getting value.
And that your potential suppliers aren’t too eager or blind sighted by the
revenue projections that they fail to consider the risk.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Instead of calling it a <b>disengagement
process</b> to address an exit strategy, you can call it a <b>re-engagement process</b>. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
All you do here is assign a named contact from your company
to deal with the re-negotiation process. It can involve opening up your
horizons to others in the field and inviting your supplier’s competitors to
enter the tendering process, whilst your current supplier is actively engaged
in the process. That will help them feel more comfortable with continuing with
your processes, and with your support. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Even if they don’t have that, it’ll
force them to be competitive in the tendering process. Their advantage is they
will have the data to know how much it’s costing to supply your company, for
which they may be able to provide an even better proposal. Either way, existing
suppliers are in a good position for re-entering the tendering process to renew
contracts. Just because you have existing suppliers in place should never mean
that you stick by them through loyalty, unless there’s a significant advantage
to your company for doing so. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Why?<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Because…<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
It's stability for both businesses<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
Both suppliers and clients need stability and that’s what
the exit strategy meeting is designed for. To ensure business continuity, even
during a re-tendering process. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
No service disruption is one stipulation to ensure is
covered within your contract. The other is that any employees involved in the
transitions are aware of what’s happening and kept in-the-know. This is
particularly of interest to the recruitment sector when staff may be on two
year contracts through a temporary staffing agency. Even if your supplier needs
to have staff on premises to ensure service delivery with minimum fuss, ensure
the people they have in place, know what’s happening with their jobs. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Always ensure everyone involved with the contract knows
where they stand, are involved in the process, and aware of what happens, when
things happen, and also that the “<i>what
ifs”</i> are addressed. Any questions, have them answered and sooner rather
than later. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The more that both companies (and employees) know about the
contractual obligations and the disengagement process, the more comfortable the
relationship will be as there won’t be any fear of the unknown involved.</div>
<br />
<div class="MsoNormal">
Keep things simple and discuss exit plans during the
negotiation stages of contracting out. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Image courtesy of psow.edu.</div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-59245103517413440612016-08-10T10:29:00.000+01:002016-08-10T10:29:49.257+01:00A 5-Step Process For Vetting And Managing Potential Supplier Risk<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://4.bp.blogspot.com/-annArALonTU/V6pN5bAcq7I/AAAAAAAACUM/axDN_R8rtWY4-q1iTz1Ku4kzRmTvA2ylgCLcB/s1600/A%2B5-Step%2BProcess%2BFor%2BVetting%2BAnd%2BManaging%2BPotential%2BSupplier%2BRisk%2B1.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="181" src="https://4.bp.blogspot.com/-annArALonTU/V6pN5bAcq7I/AAAAAAAACUM/axDN_R8rtWY4-q1iTz1Ku4kzRmTvA2ylgCLcB/s320/A%2B5-Step%2BProcess%2BFor%2BVetting%2BAnd%2BManaging%2BPotential%2BSupplier%2BRisk%2B1.jpg" width="320" /></a></div>
<br />
<div class="MsoNormal">
The financial viability of your business could be
jeopardised by any of your suppliers. For that reason, it’s important to
consider the long term impact of any contracts you’re considering entering
into. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
While suppliers will generally look at long term contracts
for business critical supplies, you shouldn’t assume they will be operational
for the duration of the contract terms you agree to. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
If you do, you’re putting your business at major risk. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
5 Questions to Answer to Assess the Risk Potential Suppliers Pose<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><i><span lang="EN-IN">1.<span style="font-size: 7pt; font-stretch: normal; font-style: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></i></b><!--[endif]--><b><i><span lang="EN-IN">What impact does the
contract have for business continuity?<o:p></o:p></span></i></b></div>
<div class="MsoNormal">
The more serious the suppliers are for your business
continuity, the more effort, resources, planning and collaboration will be
needed to ensure potential partners are suitable to be supplying your business.
<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
They need to be able to accommodate you for the duration of
the contract, but you need to be sure you know the risk you’re entering into
the instant you sign a contract. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Identify the risk first. A scorecard system will be the
easiest with three scoring high risk, and one indicating low risk. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
In practice, a managed print service for a local optician
would score low because it’s not high on their list of priorities for supplies.
A print shop though couldn’t survive without the printers therefore that would
score a three on the risk score and signify a high risk, needing a thorough
process in place to identify the most stable business partner for the
long-term.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><i><span lang="EN-IN">2.<span style="font-size: 7pt; font-stretch: normal; font-style: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></i></b><!--[endif]--><b><i><span lang="EN-IN">How easy can you get an
alternative supplier in place? <o:p></o:p></span></i></b></div>
<div class="MsoNormal">
The ease of switching is another noteworthy consideration
for assessing risk. If your partner falls apart on you and can’t deliver on the
goods or services they’re contractually obliged to deliver, can you get an
alternative in place rapidly? <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
If not, it may be a better idea to diversify your supplies
between suppliers so that your business isn’t entirely reliant on one supplier.
There’s a backup in place should one fall through. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
For the initial contract agreement, you’ll know the time
frame it has taken to get things rolling. Three months isn’t unusual for a
tendering process to take, and they can run longer. The longer it will take you
to get a new supplier in place for business continuity, the higher the risk
will be.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><i><span lang="EN-IN">3.<span style="font-size: 7pt; font-stretch: normal; font-style: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></i></b><!--[endif]--><b><i><span lang="EN-IN">How competitive is the
sector you are contracting out to?<o:p></o:p></span></i></b></div>
<div class="MsoNormal">
When you’re dealing with smaller sized firms, you need to
consider whether they’re going to last. It’s not something you’ll feel
comfortable about discussing with potential partners during negotiations, but
you can’t avoid it. In competitive industries, where the competition is fierce,
such as the security sector where price undercutting is typical – you need to
assess whether your partner will be around for the duration of your contract,
or if they’re planning to exit and sell their business on. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Some sectors are highly competitive, others not so much.
This should form part of your research process when evaluating potential
suppliers so you know when you go into discussions, the level of competition
they are up against for survival. And don’t be afraid to ask them about
survival plans if there are some really competitive bids coming at you during
the tendering process.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><i><span lang="EN-IN">4.<span style="font-size: 7pt; font-stretch: normal; font-style: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></i></b><!--[endif]--><b><i><span lang="EN-IN">Will your contract leave
your supplier too reliant on Your TCV?<o:p></o:p></span></i></b></div>
<div class="MsoNormal">
TCV = Total Contract Value. Diversification is a necessity
in business therefore, if you discover your contract is going to be the one
keeping your partner operational then the relationship may not be mutually
beneficial. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Mutually Beneficial Supplier Relationship is only one of the
eight principles of a quality management system in respect of <a href="http://www.iso.org/iso/catalogue_detail?csnumber=62085">ISO 9001</a>.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Early stage start-up businesses are often overly keen to get
out of negotiations and get the contract agreed that they neglect to take time
out for considering long-term risks that will be associated with your contract
fulfilment. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Ensure your partners are not going to be dependent on your
contract for services or goods for them to remain operational. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
As a rule, the higher your TCV is, the larger a supplier you
will need. The reason being, the larger your contract value, the more cost
there will be for service or product delivery. Should any of your suppliers be
too reliant on your contract, investors (like the bank) will be reluctant to
provide financial support (if they ever need it) due to the lack of revenue
diversification.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><i><span lang="EN-IN">5.<span style="font-size: 7pt; font-stretch: normal; font-style: normal; font-variant-numeric: normal; font-weight: normal; line-height: normal;">
</span></span></i></b><!--[endif]--><b><i><span lang="EN-IN">Intellectual Property
Protection – Who owns what and who’s managing it? <o:p></o:p></span></i></b></div>
<div class="MsoNormal">
IP protection is an important part of on-boarding new
suppliers. In certain situations, they may be getting more information from
your company that could prove dangerous later if your IP isn’t managed
effectively. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Take contract manufacturing, <a href="https://hbr.org/2006/09/when-your-contract-manufacturer-becomes-your-competitor">as
this report highlights</a>. If you don’t own, as in really own your
intellectual property, come the end of your contract, your supplier could be in
a position to enter your market and become your competitor using the technology
or information your company owns. There is a risk you breed your own competitor
and those are the worst threat you can have because they’ll be a direct copy of
your product or service. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Always protect your intellectual property.</div>
<br />
<div class="MsoNormal">
For early stage start-ups that have neglected this part and
need to know more, or if you’re late on learning about IP protection, see the
Government overview of what it is and your protection options <a href="https://www.gov.uk/intellectual-property-an-overview/what-ip-is">here</a>.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Image courtesy of nfib.com.<o:p></o:p></div>
</div>
Unknownnoreply@blogger.com2tag:blogger.com,1999:blog-4927847222217568364.post-50341997892075168312016-08-03T08:30:00.000+01:002016-08-03T08:30:35.430+01:00The Impact Of Prolonged Shutdown At Rough Gas Storage Facility<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="MsoSubtitle">
<i>British Gas is a
subsidiary of Centrica. Centrica manages the Rough gas storage facility and
recently announced a prolonged closure of the site. Read on for a deeper
insight into what this means to wholesale gas prices, which will affect
consumer energy bills.<o:p></o:p></i></div>
<div class="MsoSubtitle">
<i><br /></i></div>
<div class="MsoNormal">
Centrica has confirmed the Rough gas storage facility - the <a href="http://www2.nationalgrid.com/UK/Our-company/Gas/Gas-Storage/">UK’s
largest long range gas storage facility</a> - has been closed until <a href="http://www.bbc.co.uk/news/business-36811029">3<sup>rd</sup> August 2016</a>
for further testing. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The site has been <a href="http://blogs.platts.com/2015/03/24/uk-gas-storage/">experiencing
technical difficulties</a> since last year, however, further tests have
revealed additional problems with the wells storing gas. Following the closure,
Centrica estimates that at least four of their wells <i>(out of thirty) </i>will be operational by November, which should make
up to a third of its shortfall. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
An enhanced testing programme of the wells is expected to be
completed by March/April of 2017. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
As a result, wholesale gas prices, which are <a href="http://www.bbc.co.uk/news/business-36604520">already volatile</a>, are
now even more volatile. The impact is expected to affect customer’s energy
bills, if not this year, then most certainly in 2017. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
<i>Why the expected energy price rise? <o:p></o:p></i></h2>
<div>
<i><br /></i></div>
<div class="MsoNormal">
Because it happened just a few years back when it was
reported that Britain nearly ran out of gas. According to Rob Hastings of <a href="http://www.thecrownestate.co.uk/energy-minerals-and-infrastructure/natural-gas-storage/">The
Crown Estate</a>, the country was <a href="http://www.dailymail.co.uk/news/article-2330260/Gas-reserves-close-running-dry-just-SIX-HOURS-supply-left.html">six
hours away from running out of gas</a>. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
Where Our Gas Comes From<o:p></o:p></h2>
<div>
<br /></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://4.bp.blogspot.com/-WsST0SvOsGU/V6ENGR4AwCI/AAAAAAAACT0/rIhK9UmzcCYJGqQEPdBbMQaqDuYUoSmAwCLcB/s1600/The%2BImpact%2BOf%2BProlonged%2BShutdown%2BAt%2BRough%2BGas%2BStorage%2BFacility%2B1.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="640" src="https://4.bp.blogspot.com/-WsST0SvOsGU/V6ENGR4AwCI/AAAAAAAACT0/rIhK9UmzcCYJGqQEPdBbMQaqDuYUoSmAwCLcB/s640/The%2BImpact%2BOf%2BProlonged%2BShutdown%2BAt%2BRough%2BGas%2BStorage%2BFacility%2B1.jpg" width="379" /></a></div>
<div>
<br /></div>
<div class="separator" style="clear: both; text-align: center;">
</div>
<div>
<br /></div>
<div align="right" class="MsoNormal" style="text-align: right;">
Image courtesy: <a href="http://www.thisismoney.co.uk/money/bills/article-2297420/Gas-bills-rise-200-British-reserves-run-dry-36-HOURS.html">http://www.thisismoney.co.uk/money/bills/article-2297420/Gas-bills-rise-200-British-reserves-run-dry-36-HOURS.html</a>
<o:p></o:p></div>
<div align="right" class="MsoNormal" style="text-align: right;">
<br /></div>
<div class="MsoNormal">
The UK’s other main source of gas is imports of liquefied
natural gas (LGN) with the largest source being Qatar. Experts believed that
the UK marginally escaped a major gas shortage in 2013 because a ship from
Qatar arrived just before supplies run dry. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Shipping in LNG from overseas is the most expensive gas
supply we have. It can take a ship two-weeks at sea before it reaches onshore
storage facilities. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
How our gas infrastructure works<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
The UK has a diverse range of methods to get gas into
storage facilities. It’s drawn from major pipelines connected to Norway,
Belgium, and the Netherlands. There’s also Liquefied Natural Gas (LNG) imported
via tankers with the largest supplier coming from Qatar. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Injections (when gas is put into storage) happen in the
summer months when prices are lower due to demand being less. Demand increases
in the winter months and wholesale gas prices rise as a result. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Injections of
gas go into storage facilities in the summer months and are subsequently
withdrawn in winter months when demand is higher. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
There are eight major gas storage facilities in the UK, each
located in the South. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]-->1.<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Hatfield Moor<o:p></o:p></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]-->2.<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Hornsea <o:p></o:p></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]-->3.<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Aldborough<o:p></o:p></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]-->4.<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Rough<o:p></o:p></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]-->5.<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Humbly Grove<o:p></o:p></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]-->6.<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Avonmouth<o:p></o:p></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]-->7.<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Hole House Farm<o:p></o:p></div>
<div class="MsoListParagraphCxSpLast" style="mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]-->8.<span style="font-size: 7pt; font-stretch: normal;">
</span><!--[endif]-->Holford<o:p></o:p></div>
<div class="MsoListParagraphCxSpLast" style="mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<br /></div>
<div class="MsoNormal">
These are categorised as:<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="mso-list: l0 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal;">
</span></span><!--[endif]--><b>Short
range</b> – The only short range site in the UK is Avonmouth. This is an
onshore site storing liquefied gas. Gas here can be condensed from the National
Transmission system and later when it’s needed, it can be revaporised to be
delivered back into the National Transmission System. <o:p></o:p></div>
<div class="MsoListParagraphCxSpFirst" style="mso-list: l0 level1 lfo2; text-indent: -18.0pt;">
<br /></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal;">
</span></span><!--[endif]--><b>Medium
range</b> – These sites are commercially operated. The injection/withdrawal
times are shorter and they can react quickly to a surge in demand. <o:p></o:p></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -18.0pt;">
<br /></div>
<div class="MsoListParagraphCxSpLast" style="mso-list: l0 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal;">
</span></span><!--[endif]--><b>Long
range</b> – <b>Rough is the UK’s only long
range gas storage facility</b>. Gas is injected into it in the summer months
where it’s stored until it’s needed in the winter months when demand rises. <o:p></o:p></div>
<div class="MsoListParagraphCxSpLast" style="mso-list: l0 level1 lfo2; text-indent: -18.0pt;">
<br /></div>
<div class="MsoNormal">
Back in March 2013 when gas supplies ran dangerously low,
the market reacted with a <a href="https://www.simplybusinessgas.co.uk/news/gas-prices-rise-comparison-wholesale-april-2013~127/">7%
increase in wholesale gas prices</a> from the period of May 2013 to April 2014.
Fifty percent of that increase happened in March when Britain was in the brink
of harsh cold weather putting significant demand on gas supplies. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
Understanding Wholesale Gas Prices and its Impact on your Energy Bill<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
According to <a href="https://www.uswitch.com/gas-electricity/guides/wholesale-gas">uSwitch.com</a>,
“45% of the average energy bill is made up of the cost of wholesale gas, supply
costs and profit margins”. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Energy suppliers need to pay for the gas supply they’ll be
providing in advance of it being used. They absorb the higher wholesale gas
prices and later pass that increase onto customers to protect their profit
margins and operational costs. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Because energy firms can buy gas wholesale sometimes years
in advance, increases and decreases don’t happen immediately. They can take a
few winters to become apparent on your energy bill. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Where the real issue lies is when the energy supplier is
facing higher supply costs to buy the gas wholesale and business customers <i>in particular</i> who generally use more and
pay more on commercial tariffs find themselves having to renew contracts often
bringing 12-month contractual agreements at a higher cost. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It should be noted though that under Ofgem rules, suppliers
are required to provide customers with 30-days’ notice of price changes. Even if
you are under contract with your supplier, you can switch provider during that
30-day window to a cheaper supplier. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The cheaper supplier will be the firm with more gas paid for
in advance, but because volumes change, so too will the best energy supplier
prices for gas change. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Since the price increases seen in 2013 to energy prices,
wholesale prices have dropped significantly. Over the past few years,
there has been a steady decrease to the prices.</div>
<br />
<div class="MsoNormal">
A <a href="https://uk.finance.yahoo.com/news/uk-gas-prices-decline-improved-093304889.html">report
by Reuters</a> back at the start of July indicated that the gas prices were
declining <b>due to improved supply and
less demand</b>. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The recent announcement from Centrica about the prolonged
closure of the Rough storage facility puts doubt on the demise of wholesale
prices as there’s no longer certainty in the gas market that the UK has
sufficient storage capacity as the Rough Reservoir is the largest gas storage
facility the UK has. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
This is a significant market change that’s already caused a rise in wholesale gas
prices. It’s only a matter of time before energy suppliers pass the
operational increases onto customers.</div>
<br />
<div class="MsoNormal">
Should supply be expected to face a crisis, the only storage
facilities will be short and medium range gas storage centres. That could see
more imports of LGN, which is the most expensive gas supply to the UK. If that
does happen, we can expect to see a significant rise to wholesale gas prices,
which will eventually see consumer energy prices rise by a considerable amount. <o:p></o:p></div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-49008497829631891032016-07-13T07:49:00.000+01:002016-07-13T07:49:48.581+01:005 Things To Know About Effective Contract Management<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://2.bp.blogspot.com/-4HfEbjMkPus/V4Vl9m53lFI/AAAAAAAACTY/S6YmXLvV8ZMI66JfSkSIEEvoNCl3fx2rACLcB/s1600/5%2BThings%2BTo%2BKnow%2BAbout%2BEffective%2BContract%2BManagement%2B1.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="181" src="https://2.bp.blogspot.com/-4HfEbjMkPus/V4Vl9m53lFI/AAAAAAAACTY/S6YmXLvV8ZMI66JfSkSIEEvoNCl3fx2rACLcB/s320/5%2BThings%2BTo%2BKnow%2BAbout%2BEffective%2BContract%2BManagement%2B1.jpg" width="320" /></a></div>
<br />
The first thing to understand about contract management is
that it doesn’t just entail awarding and managing contracts.<br />
<div class="MsoNormal">
<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Contracts form part of every business and the more you have,
the less risk you’re exposed to. That’s why you need to have good management
processes in place to manage every contract in your business.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><i><span lang="EN-IN">1.<span style="font-size: 7pt; font-stretch: normal; font-style: normal; font-weight: normal; line-height: normal;">
</span></span></i></b><!--[endif]--><b><i><span lang="EN-IN">Where are your contracts? <o:p></o:p></span></i></b></div>
<div class="MsoNormal">
You should have contracts for the following (at minimum): <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l4 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">With your partners and
suppliers<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l4 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">If required, customer contracts<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l4 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Employee contracts<o:p></o:p></span></div>
<div class="MsoNormal">
The majority of B2B suppliers will insist on contracts being
agreed. To avoid your business being on the losing end of contractual
obligations, the process needs managed. You must know and fully understand the
terms you’re agreeing to when you enter a legally binding contract. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">2.<span style="font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Never sign without negotiation <o:p></o:p></span></b></div>
<div class="MsoNormal">
That’s a rule to live by in business. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
There’s always some wiggle room and it’s the entire reason
for part of the duties procurement officers do day in, day out. Assess,
identify and negotiate. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
They need to review all the terms, understand them and find
the areas within the contracts that need revised to improve those terms.
Moreover, better terms are most often ripe for the picking. You don’t get if
you don’t ask. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">3.<span style="font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">The ball remains in the <i>buyer’s</i>
court so play responsibly<o:p></o:p></span></b></div>
<div class="MsoNormal">
When you’re negotiating contracts, you cannot be in the
mindset of scrounging for every saving you can. Savings are all well and good
but never at the expense of a positive working relationship. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
One of the worst things for contract management is to have
one party feel unjust due to extravagant terms. What can start out as a
standard RFP <i>(Request for Proposal)</i>
can have numerous bids, the most attractive ones will be analysed, scrutinised
and all too often sabotaged. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
When suppliers are keen to jump aboard and partner with you,
<i>in particular the smaller sized firms,</i>
often the owners are looking for security of finance, rather than good terms. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The result is that they don’t have the capacity to
understand the entire scope of works being agreed to until it’s too late. They
find themselves bending over backwards for too little remuneration in
comparison to the efforts put forth. Next thing you know, the quality of
service declines, and it’s affecting your customers. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
That’s the price of cheap sourcing. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Don’t look for best pricing. Focus on best value. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">4.<span style="font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Build the relationship before the contract<o:p></o:p></span></b></div>
<div class="MsoNormal">
You won’t get a great discussion going into negotiating
terms of agreements between two parties without the relationship first. When
RFPs are first put out, the focus should be on building relationships with
suppliers first because often is the case, that’s a representation of how your
working relationship will be, possibly for years to come. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
If that rapport isn’t there, the working relationship will
be poor. That’s just to start with because the contracts will come up for
renewal. When you get to that stage, it’s best to be on good terms with a
supplier who gets your business, understands it, and works closely with you to
enhance your customer’s experience. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Changing suppliers doesn’t help customer service in the
short-term but sometimes, things don’t go to plan, negotiations break down and
you find yourself beginning the tendering process over. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The management of contracts is never done. As long as
they’re in place, they need managed and so do the people and companies
involved. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">5.<span style="font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Analysis must be thorough<o:p></o:p></span></b></div>
<div class="MsoNormal">
For contract management purposes, there are four ways to
assess risk to business finance, and the legal responsibilities or ramifications
of commercial contracts. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The four main types of analysis include: <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b>PEST analysis<o:p></o:p></b></div>
<div class="MsoNormal">
<b><br /></b></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l5 level1 lfo3; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Political <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l5 level1 lfo3; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Economical <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l5 level1 lfo3; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Social <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l5 level1 lfo3; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Technological<o:p></o:p></span></div>
<div class="MsoNormal">
<b>SWOT</b><o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo4; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Strengths <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo4; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Weaknesses<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo4; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Opportunities<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo4; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Threats<o:p></o:p></span></div>
<div class="MsoNormal">
<b>STEEP</b><o:p></o:p></div>
<div class="MsoNormal">
<b><br /></b></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l3 level1 lfo5; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Social<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l3 level1 lfo5; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Technological<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l3 level1 lfo5; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Economical<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l3 level1 lfo5; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Environmental<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l3 level1 lfo5; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Political<o:p></o:p></span></div>
<div class="MsoNormal">
<b>STEEPLE</b><o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Same as STEEP with the addition of…<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo6; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Legal<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo6; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Ethical<o:p></o:p></span></div>
<div class="MsoNormal">
Most businesses will be familiar with the SWOT analysis to
assess threats and use that for their internal and external risk assessments.
However, when there are changes to the economy, the political landscape cannot
be ignored. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Take for example the UK’s exit from the EU. That’s politics
affecting businesses of all sizes. That brings legal compliance issues into the
risk assessments, and by adding in the issue of ethics for CSR policies, the
STEEPLE analysis is the more in-depth option for a comprehensive risk
assessment. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Manage your contracts and you’ll be better placed to manage
risk within your business, thus preventing complications further down the line.</div>
<br />
<div class="MsoNormal">
Without contract management, risk management would be
impossible.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Image courtesy of stature.com.sg.</div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-53639779961342645732016-07-06T08:13:00.000+01:002016-07-06T08:13:30.582+01:00Do You Need To Transform Your Procurement Process? <div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
</div>
<div class="separator" style="clear: both; text-align: center;">
</div>
<div class="MsoNormal">
How your business partners and gains buy-in from suppliers
will influence not just your overheads, but your CSR policy, Procurement policy
and quite possibly even extend to your HR policy too.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
There’s a magnitude of variables involved in procurement
that to the average business owner, without a professional procurement team <i>(or even just a manager)</i> in place to
manage suppliers, things won’t go as smooth as they could do. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://3.bp.blogspot.com/-T86w8IHUYKY/V3vVQM7l8ZI/AAAAAAAACTE/9od4tQ5FpqAlUtnnHKfm18Md85uGf0yVgCKgB/s1600/Do%2BYou%2BNeed%2BTo%2BTransform%2BYour%2BProcurement%2BProcess%2B1.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="181" src="https://3.bp.blogspot.com/-T86w8IHUYKY/V3vVQM7l8ZI/AAAAAAAACTE/9od4tQ5FpqAlUtnnHKfm18Md85uGf0yVgCKgB/s320/Do%2BYou%2BNeed%2BTo%2BTransform%2BYour%2BProcurement%2BProcess%2B1.jpg" width="320" /></a></div>
<div class="MsoNormal">
<br /></div>
<h2>
What Professional Procurement Entails <o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l3 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><b><span lang="EN-IN">Understanding Value<o:p></o:p></span></b></div>
<div class="MsoNormal">
This goes beyond assigning a monetary value to lock in
savings commitments through procurement. Value differs by company and it’s the
business owner who ultimately determines what he or she defines as value. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Your company may value supporting SMBs for goods and
services supplied, while another may place more importance on the value of
green sourcing. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Whatever values your company supports and works hard at
upholding as part of your CSR policy, can be supported and further championed
by working with suppliers with the same core values. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Values go beyond figures. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l3 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><b><span lang="EN-IN">Professionalism throughout procurement <o:p></o:p></span></b></div>
<div class="MsoNormal">
One of the best approaches to ensure professionalism in
procurement is to ensure your buyers, whether in-house or outsourced, are
invested in continual professional development. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
In the UK, you can simply check with The Chartered Institute
of Purchasing & Supply (CIPS). <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
By investing in people who invest in keeping their expertise
current, you can be certain that your company will meet or even exceed
compliance requirements. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
In addition, further areas that will not be neglected is
market research, which is essential prior to issuing RFPs <i>(Request for Proposals)</i> to begin the tendering process. Moreover,
ethical standards will be included in the analysis of potential suppliers as
well as having sound organisational knowledge. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
When CPD is part of your HR policy, complimenting your
procurement policies, you will find it to be beneficial for improving your
entire procurement process. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
The fundamentals</h2>
<div>
<br /></div>
<div class="MsoNormal">
Combine...</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">The Principles of fairness<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Integrity <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Transparency through
competitors<o:p></o:p></span></div>
<div class="MsoNormal">
By using the above fundamentals, you will achieve better
operational efficiencies, reduce corruption, increase effectiveness throughout
your supply chain… all of which brings us right back to the starting point of
value – your business will reap the benefits of value for money, and your policy
will enhance customer trust, and enable your business to gain a competitive
edge. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<h2>
Plus, you get the data to make further improvements to your procurement
process<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
Data analysis is critical for business development. The
longer you’re operational, the more data you will collect and store both in
paper format and in digital format. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The majority of the data gathered by procurement
professionals must be understood in order to enhance your business processes. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Data analysis can be done whenever you feel the need to,
quarterly, bi-quarterly, annually or ad-hoc. <o:p></o:p></div>
<div class="MsoNormal">
With the magnitude of data at your fingertips, <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo3; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Benchmarking can be done<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo3; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Supplies and suppliers
monitored<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo3; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Contracts evaluated<o:p></o:p></span></div>
<h2>
Introducing a transformation process<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
Chances are, there’s something above that your business
hasn’t covered already with your systems and business processes. To implement
any of it would involve transforming how you currently manage your suppliers,
contracts, tendering process and quite possibly, your entire procurement policy.
<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The good news is that it’s not too late to make changes,
because frankly, to experience efficiencies through procurement, it takes an
ongoing approach. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
There are plays you can make for the short-term, others will
be long-term. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<o:p></o:p>Whatever your ambitions are to better your supplier
management, there are three steps you can take that will transform how your
business buys-in. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo4; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">1.<span style="font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Assess your current procurement
situation<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo4; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">2.<span style="font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Plan changes strategically <i>(</i><a href="http://www.procurementgroup.co.uk/contact/"><i>seek advice</i></a><i> if you lack
the market research or organisational knowledge)</i><o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo4; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">3.<span style="font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Implement the changes you deem
necessary</span><span style="line-height: 106%; text-indent: -18pt;"> </span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo4; text-indent: -18.0pt;">
<span style="line-height: 106%; text-indent: -18pt;"> This 3-step approach will need to be done periodically. The
more your business matures, the more frequently your procurement team will need
to repeat the above three steps to ensure any gaps are identified, addressed
and changes implemented for faster improvements. </span></div>
<div class="MsoNormal">
Image courtesy of biddingo.com.</div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-72870703800800760042016-06-29T08:01:00.000+01:002016-06-29T08:01:18.998+01:003 Areas Of Data Analytics You Can Use For Strategic Outsourcing <div dir="ltr" style="text-align: left;" trbidi="on">
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<br /></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://4.bp.blogspot.com/-5fkPwqTk4BM/V3LiIEiD-EI/AAAAAAAACSA/8rvGQbHIv48N07ogW6twB53jgrt91kM0QCLcB/s1600/3%2BAreas%2BOf%2BData%2BAnalytics%2BYou%2BCan%2BUse%2BFor%2BStrategic%2BOutsourcing%2B%2B1.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="155" src="https://4.bp.blogspot.com/-5fkPwqTk4BM/V3LiIEiD-EI/AAAAAAAACSA/8rvGQbHIv48N07ogW6twB53jgrt91kM0QCLcB/s320/3%2BAreas%2BOf%2BData%2BAnalytics%2BYou%2BCan%2BUse%2BFor%2BStrategic%2BOutsourcing%2B%2B1.png" width="320" /></a></div>
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<br /></div>
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If you’re not at the stage of bringing in contractors, you
better get used to the idea because there will be things that are better
managed by other professionals, and there’s other things your business simply
requires that you will not have the internal resources to manage in-house. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
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You need to work with partners. <o:p></o:p></div>
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<br /></div>
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If not now, then you soon will in the future. Your business
will eventually be looking to outsource something or other. It could be as
simple as a uniform cleaning service or it could be your entire janitorial services.
<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
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Whatever it is you need to bring in outside help for, the
key ingredient you need to get your outsourcing right is <b>analytics.</b> <o:p></o:p></div>
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<b><br /></b></div>
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Now…the larger your company is, the more data you will have.
When you’re working at enterprise level - managing multiple sites - you will
essentially need big data analytics and staff on hand to manage your data,
analyse it and scrutinise it for efficiencies across your entire operation. <o:p></o:p></div>
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<br /></div>
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If you don’t have the procurement specialists aboard your
organisation, then an option open to you is to outsource your outsourcing for
which you’ll need a <a href="http://www.procurementgroup.co.uk/">procurement
specialist</a> to assist you with data optimisation for savings realisations. <o:p></o:p></div>
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<br /></div>
<h2>
What you’re looking for in your analytics to improve outsourcing
efficiencies <o:p></o:p></h2>
<div>
<br /></div>
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Three things…<o:p></o:p></div>
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<br /></div>
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<!--[if !supportLists]--><span lang="EN-IN">1)<span style="font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Spend<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">2)<span style="font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Contracts<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">3)<span style="font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Suppliers<o:p></o:p></span></div>
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Those are the three areas of your company’s data that you
need to have access to, to manage your outsourcing efficiently. <o:p></o:p></div>
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<br /></div>
<div class="MsoListParagraph" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><b><span lang="EN-IN">Spending<o:p></o:p></span></b></div>
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This will need periodically reviewed. Many firms have
pricing policies in place for which annual price increases form part of the
contractual process. Opposite from what you might expect, the longer you deal
with the same supplier, the costs aren’t always the best you can get.<o:p></o:p></div>
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<br /></div>
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This is true for domestic contracts as much as it is for the
commercial sector. It’s often better to switch suppliers but in doing so, you
can’t neglect the quality of service being provided. Over time, depending on
your in-house quality requirements, you may be better placed sticking with a
premium service provider if it means you’re guaranteed consistent quality
because your supplier will know your business better. <o:p></o:p></div>
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<br /></div>
<div class="MsoNormal">
Take for example a five-star hotel or a Michelin starred
restaurant. Getting the linen washed (be it bedding or gleaming white table
covers) may be a basic service for some cleaning suppliers, but to maintain
your standards, your current supplier may be investing in top of the range
equipment to ensure your whites are whiter than white, enabling you to maintain
the highest of quality standards for your end-users. <o:p></o:p></div>
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<br /></div>
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That being said, you still need to be reviewing contracts.
That’s why that’s listed second on the list of areas to monitor. <o:p></o:p></div>
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<br /></div>
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Your contracts should always have a start and end date. As
you approach your end date and your contract nears renewal, it’s not just a
case of deciding whether to stay or switch. It’s a chance to get back to the
table and renegotiate everything within the contract. <o:p></o:p></div>
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<br /></div>
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Without reviewing contracts periodically, any bottlenecks
that your data show you to be happening, won’t be eliminated. <o:p></o:p></div>
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<br /></div>
<div class="MsoNormal">
Use your contract renewals to ensure your suppliers are on
the same page as you so they can provide you a top-notch level of service. They
can’t do that if you don’t tell them what you need them to do to take care of
your customers.<o:p></o:p></div>
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<br /></div>
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One idea you can and should be doing is surveying your
customers to ensure that any problems are identified and brought to the
attention of your suppliers so they can be rectified. Every supplier you bring aboard
your operation will affect your customers at some point. That’s why these
contract renegotiations are super important. It’s your chance to maintain and
even enhance your customer’s user-experience. <o:p></o:p></div>
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<br /></div>
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The last piece of actionable advice for strategic
outsourcing using your data analytics is to monitor your suppliers. <o:p></o:p></div>
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<br /></div>
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<b>Where possible,
consolidation is best. <o:p></o:p></b></div>
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<b><br /></b></div>
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The fewer suppliers you have, the less administration you
have, and the more efficient your business will operate. <o:p></o:p></div>
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<br /></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo3; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Minimise suppliers<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo3; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Review contracts periodically<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 106%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l2 level1 lfo3; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Monitor your expenditure<o:p></o:p></span></div>
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Those are the three areas to use your analytics for when
you’re outsourcing. The more efficiently you can manage those three aspects of
your outsourcing, the better quality of service your suppliers <i>should</i> be able to deliver to your
business, with continually bettered contractual agreements, terms of service,
service level agreements and sometimes pricing (<i>but not always depending on what you need)</i>.</div>
<br />
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Using your data smartly is the best way to improve
efficiencies and drive cost savings across your business. <o:p></o:p></div>
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<br /></div>
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Image courtesy of data-analytics.github.io.</div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-68114787535129070362016-06-22T08:10:00.001+01:002016-06-22T08:14:46.486+01:005 Risks Of Decentralisation In Supply Chain Management<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
</div>
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<div class="separator" style="clear: both; text-align: center;">
<a href="https://3.bp.blogspot.com/-8rQQuJB-ffc/V2o6rETwq3I/AAAAAAAACRw/zKGKpXjZPvQOuJpjyPNzqmnTT5MxZcX0gCLcB/s1600/5%2BRisks%2BOf%2BDecentralisation%2BIn%2BSupply%2BChain%2BManagement%2B3.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="155" src="https://3.bp.blogspot.com/-8rQQuJB-ffc/V2o6rETwq3I/AAAAAAAACRw/zKGKpXjZPvQOuJpjyPNzqmnTT5MxZcX0gCLcB/s320/5%2BRisks%2BOf%2BDecentralisation%2BIn%2BSupply%2BChain%2BManagement%2B3.jpg" width="320" /></a></div>
<br /></div>
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<br /></div>
<div class="MsoNormal">
To clarify, in business there are two types of supply chain
management; the centralised approach and the decentralised approach.</div>
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<br /></div>
<div class="MsoNormal">
<o:p></o:p></div>
<div class="MsoNormal">
Let’s first define each so you can understand the risks
involved better. <o:p></o:p></div>
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<br /></div>
<div class="MsoNormal">
The first is the centralised approach to sourcing and it’s
the best way to manage SCM. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
A centralised and often strategic approach to sourcing
business supplies and services requires your head office to have a procurement
team in process. If you don’t have the capital to invest in developing your own
in-house team of sourcing experts, outsourcing to specialist providers would be
the next best thing and will still help you cut costs. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The second approach that many smaller sized businesses take
to SCM is the decentralised approach. With this, when you’re only operating
from one location, you may be able to keep on top of things but the risk is still
there that certain aspects could be overlooked leading to higher operational
costs than you need be paying. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The decentralised approach to sourcing anything transfers
power throughout the company, meaning that many staff are able to order
whatever supplies they feel they need and worse still is when there is no
pre-approval required before ordering. That will lead to increased invoices,
leaving upper management with little influence over expenses control. <o:p></o:p></div>
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<br /></div>
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Beyond that, here are…<o:p></o:p><br />
<br /></div>
<h2>
The Top 5 Risks of Operating with a Decentralised Sourcing Process<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoListParagraph" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">1.<span style="font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">The risk of having too many suppliers<o:p></o:p></span></b></div>
<div class="MsoNormal">
Even stationery can become cumbersome if it’s not managed.
Can you imagine, or worse if you’re experiencing this already, getting your
stationery from one supplier, your secretary ordering print paper and ink
cartridges from another, letterheads from another supplier and business cards
from somewhere else? <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The costs will quickly spiral but the worst risk you’re
putting your business through is the one of quality management. Everything you
order needs to be consistent with your brand and that includes your printer
ink, company letterheads and business cards, and all your stationery. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
With too many suppliers in your business, you’ll have
increased invoicing to deal with, which can lead to some being missed resulting
in late payment fees and you’ll struggle to manage the quality of supplies
across your firm. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Stay in control of quality and expenses by minimising your
supplier base for each product or service category your business requires. <o:p></o:p></div>
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<br /></div>
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<!--[if !supportLists]--><span lang="EN-IN">2.<span style="font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Surplus expenses<o:p></o:p></span></div>
<div class="MsoNormal">
The less “expenses” your company has, the better you’ll be
able to manage your accounts. This isn’t only about managing your finances,
because it’s more about the paperwork that comes along with increased
operational expenses. The more invoices you have, the more payments you need to
make or cheques need issued. It can become a time intensive process just
dealing with the paperwork involved in having too many suppliers, creating far
too many invoices for your accounting/finance team or your accountant to deal
with in a timely manner. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Even if you’re using cloud accounting to manage your
financial records, the input and reconciliation of each invoice will quickly
become time intensive. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l1 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">3.<span style="font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Brand quality sacrificed<o:p></o:p></span></b></div>
<div class="MsoNormal">
Your suppliers are business partners and need to be treated
as such. A lack of control over your suppliers and you’ll be doing wrong by
your customers. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The best approach to strategic sourcing in supply chain
management for any business is to remember these three rules…<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It’s about…<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">1.<span style="font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Process<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">2.<span style="font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Personality <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><span lang="EN-IN">3.<span style="font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">Repertoire<o:p></o:p></span></div>
<div class="MsoNormal">
The first is to get a
process in place for strategic sourcing, letting you manage the process
efficiently. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The second rule is to have a representative work closely with
partners, which often means personality matches ensuring they can work together
professionally for amicable business objectives. The third is repertoire
between your sourcing expert and a supplier representative ensuring long-term
partnership resulting in best practices for both businesses. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
When you have all three, you have a process in place that
can stand the test of time and could even give your firm a competitive
advantage. That’s the entire reason for taking a strategic approach to sourcing
business supplies and services. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">4.<span style="font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Too much data<o:p></o:p></span></b></div>
<div class="MsoNormal">
Having too much data from a broad range of suppliers will
make it difficult for your team to scour through it to make the best decisions
moving forward. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
By centralising your supplier base, your team will be better
equipped to scrutinise the B2B contracts in place, and then work with suppliers
to negotiate better terms, pricing or both; something that’s going to be too
difficult when you lack the attention of one supplier. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Today’s supply chain management is not always about buying
bulk for discount. It’s more about buying into value. The supplier to provide
your business with the most value is the one that should win the contract.
Suppliers know this and will work closely with you to ensure you are receiving
value. Some will even go as far as investing to ensure their business is in the
best position possible to streamline the supplies to your company and pretty
much future-proof the contracts against potential competitors. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraph" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo2; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">5.<span style="font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">The biggest risk factor is to your optimised spending<o:p></o:p></span></b></div>
<div class="MsoNormal">
For purchasing to be efficient across a business, it
requires spending to be optimised. You cannot do that without having a
centralised purchasing process in place. There needs to be formal supply chain
management policies in place, approval processes that all staff understand so
they can divert their needs to the appropriate named contact in your business;
even if that’s a named contact acting as a liaison officer between the firm and
an outsourcing procurement specialist. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Only when you have standardised approval processes for
purchasing in place, and professionals to oversee the procurement process of
all supplies across the entire company will you be able to mitigate the risks
of operating with a decentralised procurement process. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Image courtesy of coaconsult.com.</div>
<div class="MsoNormal">
<o:p></o:p></div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-17172005770507614982016-06-15T10:13:00.000+01:002016-06-15T10:13:00.662+01:00Dealing With Shadow IT In Your Business<div dir="ltr" style="text-align: left;" trbidi="on">
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<a href="https://4.bp.blogspot.com/-DSxs4pF4lDU/V2AOXLU2htI/AAAAAAAACQo/I9ivszMjio41t_XMiO61TZIhs1BcU1qCwCLcB/s1600/Dealing%2BWith%2BShadow%2BIT%2BIn%2BYour%2BBusiness%2B1.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="155" src="https://4.bp.blogspot.com/-DSxs4pF4lDU/V2AOXLU2htI/AAAAAAAACQo/I9ivszMjio41t_XMiO61TZIhs1BcU1qCwCLcB/s320/Dealing%2BWith%2BShadow%2BIT%2BIn%2BYour%2BBusiness%2B1.jpg" width="320" /></a></div>
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There’s a reality that businesses of all sizes need to
acknowledge. That’s the existence of Shadow IT. If you don’t know what it is,
read on because it could be putting your corporate data at risk. Yet at the
same time, it could be so disruptive to your sector, it could be the edge your
business needs. <o:p></o:p></div>
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<br /></div>
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As you may well already know by now, the IT sector is
fast-paced and the early adopters of new and often disrupting technologies are
often the winners in the long-haul. That being said, they also know how to take
back control of Shadow IT projects. <o:p></o:p></div>
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<br /></div>
<h2>
<i>What is meant by Shadow IT? <o:p></o:p></i></h2>
<div>
<i><br /></i></div>
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Shadow IT is information technology that’s used in the background
without the approval of IT or upper management. It’s either through software or
a platform as-a-service; SaaS and Paas. To understand what’s happening from an
IT perspective, it needs acknowledging of the BYOT (bring-your-own-device)
trend. <o:p></o:p></div>
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<br /></div>
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For some employees, they know a little too much about the
technology available that can help them be more productive in the workplace.
Instead of going through dedicated channels within your company, which can be a
lengthy process, they choose to invest their time into running specific
software or using platforms that help them to be more productive in the
allocated hours they have within your organisation. <o:p></o:p></div>
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<br /></div>
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Before too long, without careful control of the situation,
you could have multiple departments implementing their own technology solutions
without the approval or knowledge of the IT department. <o:p></o:p></div>
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<br /></div>
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It’s a bottleneck waiting to happen because when things go
wrong your IT personnel are not going to be happy providing support for
technology implemented without their approval. Instead, your staff will be
passed over to third party providers for support and that is when projects get
delayed. <o:p></o:p></div>
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IT divisions must always be in the know about any technology
being used in any department. It’s easy to assign blame, however, what’s best
is to ensure your IT people are aware of the Shadow IT problems and work with
departments to ensure that they are always in the know about the right
technology that could assist with productivity. It’s better to manage projects
in-house than it is to outsource, provided you have the technical expertise on
hand to provide the solutions. <o:p></o:p></div>
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<br /></div>
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If not, you’re next best solution is to use a dedicated
provider to outsource your IT requirements to. Many projects and entire
infrastructures can be managed through cloud applications, which can bring
costs down, and even lower the periods of time you’re under contractual
agreements. <o:p></o:p></div>
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What used to be five plus year contracts to outsource IT, is
now closer to three years. <o:p></o:p></div>
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<br /></div>
<h2>
<i>Should you terminate Shadow IT
Projects when they’re discovered? <o:p></o:p></i></h2>
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<i><br /></i></div>
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Probably not however it will depend on the individual
situation. <o:p></o:p></div>
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One of the finest examples of a successful shadow IT project
was right out of Harvard University and that was Mark Zuckerburg when he
created what we now know to be Facebook.<o:p></o:p></div>
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Therefore, going by that example, you can see that it’s not
necessarily a bad thing to have engaged employees working with technology to
improve their efficiency in the office or even just tinker around to see what
they can make reality. Just be careful you don’t have people working on
projects they shouldn’t be on company time, as you could wind up with a
scenario where your employees are pretty much beta testing different technology
and not getting on with the work you’re paying them to get done. <o:p></o:p></div>
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With that being said, it’s also never a good idea to let go
of full control over technology. There are data protection laws and you must be
providing security to your customers and clients’ data, no matter the cost. <o:p></o:p></div>
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<b><i>So what do you do when you identify non-standard IT solutions in place?
<o:p></o:p></i></b></div>
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<b><i><br /></i></b></div>
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Acknowledge it and discuss solutions with your IT division.
They are the people there to help you manage all technological solutions either
through platforms or systems developed in-house or by working with cloud partners
to bring aboard the right systems for the right processes at the most
cost-efficient pricing. <o:p></o:p></div>
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<br /></div>
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Involve your IT and ensure they are working with each
department and aren’t oblivious to Shadow IT. <o:p></o:p></div>
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It is a good thing to embrace but only in the short term and
when compliance staff and technology experts are on hand to oversee projects,
ensuring things stay on track. Should third party developers have solutions
available that are proving a hit for your company you can either partner with
them or see if your IT people are able to develop a tailor made solution more
appropriate and better placed to provide the best solution to end-users. <o:p></o:p></div>
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Should you choose to trial run any new technology, the
safest way to embrace the innovation is to use dummy data. Never use your
accurate data records to test run software developed in-house. <o:p></o:p></div>
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<h2>
Budget for technology<o:p></o:p></h2>
<div>
<br /></div>
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The higher a budget you can assign to your IT division, the
more they can work with Shadow IT projects on a small scale to find out if they
are proving successful, and if so, they can work with teams to roll out longer
term solutions within a budget you assign. <o:p></o:p></div>
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It’s the only way to regain complete control over the
technology used in your business.</div>
<br />
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Embrace what your employees do when you’re not looking
because the IT projects taking place in the shadows may be the innovative
solutions that could prove disruptive to your sector and give you a leading
edge over any competitor. <o:p></o:p></div>
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Image courtesy of Navvia.com.</div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-87607502404229151652016-06-08T08:05:00.000+01:002016-06-08T08:05:57.532+01:004 Ways You Can Approach Procurement For Best Value From Suppliers<div dir="ltr" style="text-align: left;" trbidi="on">
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<a href="https://1.bp.blogspot.com/-qh1vbYY9W14/V1c_pobOU6I/AAAAAAAACQY/eBCL_Fmz6IY1SI8DXhnr8Y0ZnWakWe1LACKgB/s1600/4%2BWays%2BYou%2BCan%2BApproach%2BProcurement%2BFor%2BBest%2BValue%2BFrom%2BSuppliers%2B2.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="155" src="https://1.bp.blogspot.com/-qh1vbYY9W14/V1c_pobOU6I/AAAAAAAACQY/eBCL_Fmz6IY1SI8DXhnr8Y0ZnWakWe1LACKgB/s320/4%2BWays%2BYou%2BCan%2BApproach%2BProcurement%2BFor%2BBest%2BValue%2BFrom%2BSuppliers%2B2.jpg" width="320" /></a></div>
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For any business transaction, you need to scour the market
for the best possible outcome. You need to know the pricing options available
and then be able to get competitive quotes so you get a great service at an
affordable price. <o:p></o:p></div>
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There are different ways to approach any market, but you’ll
find that in general, the more time you allow for the procurement process to
roll out over, the better you’ll be able to scrutinise the bids put to you and
assess them for overall value. <o:p></o:p></div>
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<br /></div>
<h2>
The four ways to procure services within budget<o:p></o:p></h2>
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<br /></div>
<div class="MsoListParagraph" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">1.<span style="font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">Competitive Dialogue<o:p></o:p></span></b></div>
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The public sector is always a good place to turn for advice
and learn about how large government contracting authorities go about procuring
services for maximum benefits. <o:p></o:p></div>
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Within the EU public sector, there are regulations for using
the Competitive Dialogue approach for procurement. <a href="http://www.eipa.eu/files/repository/eipascope/20100114121857_Eipascope_2009_2_Article2.pdf" target="_blank">This guide here</a> gives some solid information on how it’s achieved and why it’s
done.</div>
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<o:p></o:p></div>
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The best way to use this approach is to have a good
understanding of what you need from your supplier, but are open to suggestions
on how the offering could be improved upon. When you want the input from other
experts in a field you’re ready to outsource to, this approach will allow the
tendering process to develop a two-way dialogue where suppliers are able to put
competitive bids in and include suggestions on how they could be serving you
better. <o:p></o:p></div>
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This approach is the only one that will work when you don’t
know what’s available in an industry, or you don’t have the time to devote into
research. Instead, have the experts in the sector come to you with their input.</div>
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<br /></div>
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The simplest way to describe the best use of this approach
is when you really need expert input from suppliers. Print fleet management
would be a good example as you could invite experts in the field to pitch you
possible solutions at competitive pricing. <o:p></o:p></div>
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The most appropriate responses with suitable pricing would
be the ideal candidates to engage directly with in a final stage of
negotiations before deciding on a preferred partner. <o:p></o:p></div>
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As you can imagine, this is going to take you the longest
time to get your services put in place. The advantage though is that through
the dialogue with your supplier, you’ll be able to have worked out all the
kinks needed to get a contract for service underway including everything you
need taken care of at a price within your budget. <o:p></o:p></div>
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Expect this to take at least a couple of months and plenty
of dialogue between your business and potential suppliers. Even those you
aren’t considering to include in the final stages, you still need to
acknowledge their input, respond to them and keep them updated as any one of
the potential bidders could come back with a more appropriate solution for your
needs. <o:p></o:p></div>
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If you are going to use this approach, you’re best to
appoint a project manager to oversee the tendering process and engage with
interested suppliers to find out what each can offer. <o:p></o:p></div>
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<br /></div>
<div class="MsoListParagraph" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">2.<span style="font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">An Open Approach to Invite Tenders<o:p></o:p></span></b></div>
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Taking an open approach to tendering invites is a two-part
(minimum) process. The first stage is advertising your need to the market, and
the second is assessing the proposals you receive. <o:p></o:p></div>
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To put this method to work, you need to know how to prepare
and evaluate tenders. The Chartered Institute of Procurement and Supply has a <a href="http://www.cips.org/Documents/Knowledge/Procurement-Topics-and-Skills/9-Supplier-Bid-Tender-Evaluation/Tendering/How_to_Prepare_and_Evaluate_Tenders-Knowledge_How_To.pdf" target="_blank">guide here</a> outlining what’s involved. <o:p></o:p></div>
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This approach works best to get competitive quotations,
however, you can expect it to cost you in time and project management as all
participants involved in the tendering process will need to be responded to. <o:p></o:p></div>
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<br /></div>
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However, there won’t be as much dialogue involved as you’re
not asking for expert input. For this approach, you need to state your exact
requirements, inviting those who feel they can deliver what you need to put
their quotations to you. You aren’t asking for input, just the price and terms
of engagement. <o:p></o:p></div>
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<br /></div>
<div class="MsoListParagraph" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">3.<span style="font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">A direct approach to inviting proposals<o:p></o:p></span></b></div>
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This method involves you identifying suitable candidates and
directly approaching them to invite them to submit their interest in your
business and put their proposals to you. <o:p></o:p></div>
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<br /></div>
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To get this method working in your favour, you are best to
have a list of suitable suppliers you’d like to partner with because you are
going to lose some competitive advantage as your invitation will not be in the
public domain, but instead will only be open to those you identify and approach.
Aim for at least a half dozen suppliers.<o:p></o:p></div>
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With an open approach, you can expect to get a lot of
responses, each needing replies, whereas the direct approach, only those you
invite to submit their interest will be the parties you deal with. The more you
have the more quotes you get to pick from but it will take longer to identify
candidates to invite directly. <o:p></o:p></div>
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<br /></div>
<div class="MsoListParagraph" style="line-height: 107%; margin-bottom: 8.0pt; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -18.0pt;">
<!--[if !supportLists]--><b><span lang="EN-IN">4.<span style="font-size: 7pt; font-stretch: normal; font-weight: normal; line-height: normal;">
</span></span></b><!--[endif]--><b><span lang="EN-IN">The least competitive approach and likely your most expensive<o:p></o:p></span></b></div>
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There’s what’s known as a non-competitive approach to
procurement and it is likely only best used for emergency use and is not
advised for long-term contractual arrangements. The reason being, your supplier
is in the driving seat. When you go direct and don’t have others involved in
the tendering process, there is no competition for potential suppliers. Never
let any company know they are the only firm you’re in discussions with as you
will not get competitive pricing. <o:p></o:p></div>
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When you’re in a rut and need supplies fast, this approach
can work but never for the long term. </div>
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<br /></div>
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You’re always best to use this approach
to get suppliers in place fast, but always take the time to consider
longer-term prospects and ensure that any supplier you engage with directly
without a competitive advantage, that you do not enter into a long term
contract. Let them know it will be for temporary supplies or services and the
contract will be going out to tender and invite them to participate in the
tendering process.<o:p></o:p></div>
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The more competition there is, the better your options,
quotations and value for money you will get. If you don’t even know what your
options are then use the Competitive Dialogue approach to engage with suppliers
and have them put their proposals to you. Then you can evaluate them and
identify the best ones that will fit in with what your business requires.</div>
<br />
<div class="MsoNormal">
The more time you have, the better a deal you’ll get. If
you’re short on time, your best option is to engage directly with a procurement
specialist firm that will have a list of pre-approved suppliers of vetted
companies who are already known to be efficient suppliers with value for money
built-in. It’s often the fastest way to procure professional services with
cost-efficiency built-in. <o:p></o:p></div>
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Image courtesy of dkfreight.co.uk.</div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4927847222217568364.post-4009733901023409212016-06-01T07:21:00.000+01:002016-06-01T07:21:38.202+01:00Why The Lowest Tender Never Wins!<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://4.bp.blogspot.com/-WtQqp9omBZw/V018f48q8DI/AAAAAAAACPc/95D3iowm47Y5Cqa9Gzxfjo_rJjoiTeoNgCLcB/s1600/Why%2BThe%2BLowest%2BTender%2BNever%2BWins%2B1.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="320" src="https://4.bp.blogspot.com/-WtQqp9omBZw/V018f48q8DI/AAAAAAAACPc/95D3iowm47Y5Cqa9Gzxfjo_rJjoiTeoNgCLcB/s320/Why%2BThe%2BLowest%2BTender%2BNever%2BWins%2B1.png" width="320" /></a></div>
<div class="MsoNormal">
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It seems in every sector there’s always someone or some
company looking to take the shortcut in bidding wars and enter into the
tendering process competing on price alone.</div>
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<o:p></o:p></div>
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<br /></div>
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Newsflash!<o:p></o:p></div>
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You can’t and nor should you. <o:p></o:p></div>
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Legislation’s been in place since ’06 and it’s further
reinforced in the updated <a href="http://www.legislation.gov.uk/uksi/2015/102/pdfs/uksi_20150102_en.pdf?dm_i=1JV9,39Z80,8SJSP2,BQ9EB,1">2015
Public Contract Regulations</a>. <o:p></o:p></div>
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There’s an issue with it though…<o:p></o:p></div>
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It’s for public contracts. <o:p></o:p></div>
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Don’t you think this should apply equally to the private
sector? <o:p></o:p></div>
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In a nutshell, yes it should. <o:p></o:p></div>
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Tell you why…<o:p></o:p></div>
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When you bid on a public sector contract during the
tendering stage, every company is considered. </div>
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Not just on price, but you’ll
certainly make your proposal stand out if it’s considered abnormally low. <o:p></o:p></div>
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<b>What’s abnormally low? </b><o:p></o:p></div>
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Hard to define but the decision makers can spot it a mile
out. If all bids are in the tens of thousands and there’s you with a proposal of
a few grand, it’ll stick out like a sore thumb. <o:p></o:p></div>
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<br /></div>
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When it’s spotted, the bidder is contacted to explain
themselves. What the Contracting Authorities are looking for during an explanation
stage of a bid that’s lowballed is satisfactory evidence that you’re complying
with environmental, social and labour laws.<o:p></o:p></div>
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This brings into question supply chain management. <o:p></o:p></div>
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Will you be able to provide evidence that you’re sourcing
products in a sustainable way?<o:p></o:p></div>
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<br /></div>
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If you’re using overseas suppliers for your materials, do
you have audits to prove there’s no slave wages being paid to employees; that
the working conditions are in line with health and safety standards, and that
there are no children in the workforce? <o:p></o:p></div>
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Supply chain management is a tough battlefield. It’s easy to
source cheap materials from around the world, but the bottom line is you just
can’t do that. <o:p></o:p></div>
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Your suppliers are your responsibility. Funding unethical
businesses overseas won’t get you any public contracts. <o:p></o:p></div>
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This is why the private sector should be adopting the same
principles. There’s many a thing the government do that only bring red tape and
more administration, but in the case of the updated Public Procurement Policy,
they’ve took a step in the right direction. <o:p></o:p></div>
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<br /></div>
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It makes sense that to eradicate the poverty in third world
countries, we source while supporting developing. <o:p></o:p></div>
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<br /></div>
<h2>
The Best Procurement Policy Should Outline Supporting The Supply Chain
Long-Term<o:p></o:p></h2>
<div>
<br /></div>
<div class="MsoNormal">
When you’re sourcing products, think about how long your
supplies can realistically last. That’ll give you a good idea if you’re doing
it right.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
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Say for example you’re in the clothing sector, bulk shipping
garments from overseas and selling them wholesale or even job lots on eBay. <o:p></o:p></div>
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<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">The staff need sufficient wages
to live on<o:p></o:p></span></div>
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<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">The factory requires sufficient
profit margins to source materials<o:p></o:p></span></div>
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<!--[if !supportLists]--><span lang="EN-IN" style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span lang="EN-IN">The materials providers need
sufficient margins to continue their operations<o:p></o:p></span></div>
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There’s a further profit margin for the shipping of goods,
and you’ve packaging to consider too. <o:p></o:p></div>
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It adds up to a lot of expense, but if you get it wrong,
it’ll be even heftier. </div>
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<o:p></o:p>This is why it’s fundamental to get your pricing right. Sell
at too low a price and you can’t support the supply chain longevity. <o:p></o:p></div>
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Business sales contribute to quite a few businesses. Often
worldwide too given the nature of how the digitised businesses operate today. </div>
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Do you think your suppliers really value your trade? <o:p></o:p></div>
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Image courtesy of masterstv.com.</div>
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