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To everything there is a season. No one knows this more than companies that do business with the Federal government; the Federal procurement season that is. Summer, especially late summer of July through September, is 4th quarter of the Federal calendar year, and many Federal contractors mirror...

It is not unusual to find examples of the “sunk cost” fallacy in government procurement projects. That fallacy relates to our feeling that how much money (or time, or effort) we have already invested in a project or activity then plays a role in deciding whether to continue with it and invest...

In the never-ending quest to deliver more value, procurement organizations are trying to squeeze more savings and innovation out of spend categories. But, eventually the well starts to run dry, and when that happens, you need to either get more out of that well (fracking for spend savings,...

On August 8, Jack Pellegrino, Director of Purchasing & Contracting for the County of San Diego, presented a webinar on how public procurement is a service profession and the importance of customer service within this area. While providing good customer service takes a little extra time,...

As budgets continue to shrink, how can professionals working in public procurement do more with less? This article was first published on Procurious. We live in a world of apparent contradictions. The amount of money being spent by global governments is rising year on year. And yet, in the...

Summer is the silly season in federal government contracting. When it comes to business development, many events that most of us go to are on temporary hiatus until September to allow for vacations that limit attendance, so what do we do? Well, there tends to be no shortage of bidding...

The Pre-Procurement PhaseWe wrote here about the reasons why many contracting authorities around Europe have found it difficult to get the proportion of their contracts and business won by small or diverse firms up to a reasonable level.  But the good news is that there are many steps that...

There is no shortage of advice for businesses who want to sell products or services to the public sector. Unfortunately, some of this is not good advice, and there are firms who exploit the ignorance of many firms to sell expensive training, consulting, or advice that brings little value. Why...