1. Strategic Tendering – Main Elements (1)
> Spend analytics + TCO
> Stakeholders
> Technology / Service review
> Demand aggregation (politics !!!!)
> Category Manager ???
> Upside vs. Downside (make the case)
> Outline Business Case
“Profile” the Category
Pillar 1 2
Supply Market Analysis
RFI / PQQ
RFP
ITT
> Which suppliers are available?
> Porter’s 5 Forces – understand
market dynamics
Pillar 2 3
> Stakeholder engagement and
ongoing management
Develop the Strategy
> Timing – when ?
> Porter’s 5 Forces – understand
market dynamics
> Form cross-functional team
Pillar 3

2. Strategic Tendering – Main Elements (2)4
> Specify !!!!)
> Legal Terms
> Financial terms +
“pricing strategy”
Select the Sourcing Process
> Tactical ?? Strategic ??
> Tender or Negotiate ??
> Single Tender / Competitive Tender ?
Pillar 4 5
> Stakeholder buy-in
> Business Case
> Business approvals
(delegated authorities)
> Post-tender negotiation ?
> Thin-out the field !!
> Q&A process
> Cross-functional team input
Negotiate and
select
Pillars 4 6
Implement and
Integrate
> What point do we enter into a contract ? (plan)
> What point do we tell unsuccessful bidders ?
> Internal / External communications
> Do we have an “incumbent” supplier to “manage out”?
Pillar 5 to 7

3. Strategic Tendering – Main Elements (3)7
Bench-mark and “track” results
(“Benefits Realization”)
> Supplier Management
> Tender = Contract (Contract Management Process / Mobilization)
> Bench-marking ??
> Contract Management Plan (“CMP”)
> Progress reporting
Pillar 5 to 7