JULY / AUGUST | FEATURE
Is tendering trustworthy ?
Tendering is facing criticism throughout the industry for destroying creativity and lacking honesty
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Thank goodness we ’ re not reliant on tendering ”
This sentiment , told to Access by Losberger De Boer sales directorevents John Cochrane , is echoed by the wider industry . But is the process salvageable , and what can be done to improve it ?
“ I have yet to find the magic ingredient that wins tenders ,” Cochrane continues .
“ More often than not , in-spite of claims that innovation and competence of delivery will be the deciding factor , the lowest price is the main driver .”
The Fair founder Nick Morgan is also concerned by this .
“ Tendering can be a benchmarking exercise to allow incumbents to continue working with an organisation which is frustrating and puts you off taking the risk of going for a tender as it is isn ’ t always a straightforward process .
“ I would love there to be more opportunity to meet potential clients in person to ensure that there ’ s the right chemistry between all parties and that results aren ’ t just based on a quantitative process .”
Incompetence too often prevails , despite honest intentions , according to Paul Grecian , chairman , Gallowglass Group . “ Most large organisations genuinely want the tendering process to be fair , but all too often it ’ s flawed by incompetence . Processes aren ’ t followed , or weak managers are too timid to change the habits they ’ ve clung to for the last 30 years .
“ Those buyers who purchase purely on price , change suppliers frequently in the relentless pursuit of cheaper deals . But they don ’ t have the foresight to realise that it ’ s this pressure on suppliers to undercut each other that ultimately results in Carillion-style collapses of major employers .” Cochrane concurs : “ Most tendering processes discourage human interaction , and they are simply data gathering mechanisms that produce a number at the bottom right hand column of a spreadsheet .
“ If we were producing widgets , then I can see the benefit , but event infrastructure is a very different beast , and should be purchased in a suitably different way .
“ Good customer relationships and solid reputations built on integrity and professionalism cannot be trumped by the tendering process .”
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