How work is actually obtained.
WHAT DETERMINES AWARD
Qualification Technical evaluation Price Past performance Relationships and credibility
WHY PAST PERFORMANCE MATTERS SO MUCH
The cost of a supplier failure is enormous, and buyers are risk-averse.
WHAT BUILDS CREDIBILITY
Delivering what was contracted Safety performance without incident Honest reporting, including of problems Meeting dates Documentation that is complete
WHY HONEST REPORTING SPECIFICALLY
Concealed problems discovered later end relationships permanently.
WHAT TO DO WHEN SOMETHING GOES WRONG
Report it immediately, with what you are doing.
WHY
It is what distinguishes suppliers who are retained.
WHAT TO ESTABLISH
Relationships beyond the procurement function.
WHY
Technical and operations personnel influence specification and evaluation.
WHAT TO PROVIDE
Technical capability and responsiveness.
WHAT NOT TO DO
Offer anything improper.
WHY
It is illegal, it is increasingly detected, and it permanently excludes companies and individuals.
WHAT TO ESTABLISH
A clear position, communicated to your own staff.
WHY INTERNALLY
Employees offering inducements bind the company.
WHAT TO BUILD
A record of completed work with references.
WHAT TO MAINTAIN
Registration, certification and capability, continuously.
WHAT TO MEASURE
Tenders won and lost Performance ratings, where provided Repeat awards
WHAT REPEAT AWARDS INDICATE
That the relationship is working.
