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Alastair Merrill assumed the post of the Scottish Government's Procurement and Commercial Director in July 2009 to lead the transformation of public procurement to deliver greater efficiency and value for money and to support Scotland's economic recovery. During his five years and seven months in this role, he has shown how innovation and social good can be delivered through public contracts, and how capability can be underpinned by the systematic use of e-commerce.
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If you believe negotiation is all about price, you're probably one of the majority who don't see the many opportunities there may be to make a better deal. How?... by creating added value.

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Author Dan Mahlebashian looks at the key steps that will ensure this doesn't happen to you, as a buyer, and underlines the importance of:

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How much better would it be if the “in it together” concept could reach beyond just risk and include all the realities of trading relationships - the smooth as well as the rough?

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In almost any country in the world, principals (lead organizations) executing major projects are now expected to make supply and contracting opportunities available for local, regional or national enterprises (local content).1 Some of the work must go to smaller businesses operating around project sites.

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Instead of dealing with how to develop IT strategy or to manage corporate change programs, this article focuses on the relationships that can affect transformation and unveils practical advice on mitigating seven common causes of failure in transformation execution.

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It's important to identify the business need for CLM, but first you need to understand the many factors that pressure the contracting process, buy-side or sell-side. This article looks at the risks, the opportunities – and the experience of three companies that are reaping the benefits.

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Progressive companies and their suppliers are looking beyond typical transaction-based procurement models for their sourcing needs. This is because outsourcing today is not a simple make versus buy decision, especially when it comes to complex strategic business relationships: it's a continuum.

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Supporting IACCM's ongoing commercial leadership training work with the UK government, the conference aimed to give an overview of external best practices and insights into future strategy and challenges for MoJ staff with roles connected to contract management.

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