Caveat Emptor, Caveat Venditor : Buyers & Sellers Beware The Tender Trap

Suppliers increasingly find themselves required to put in competitive tenders in order to win business; especially public sector contracts. Indeed, large organisations of all kinds, including NGOs, increasingly require their suppliers to go through structured tendering processes. But often those structured tendering processes are inappropriate for the procurement situation, leading to non-optimal results for both buyers and sellers. Ian Harris and Michael Mainelli of The Z/Yen Group, together with Haydn Jones from A.T. Kearney, examine “The Tender Trap”