Procurement Systems: The Implications For Sellers

7/31/2019 Procurement Systems: The Implications For Sellers

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^ f k i t :

§ Pbi FUK Kzoy~ :>6:

Pbi Ga~fep Oc Pieblodokw Ol ^zoeyziailp

Hyup fu ufdiu ozkflgxfpgolu bfsi iajzfei` ufdiu uwupiau po ga~zosi

bo{ pbiw uidd jywglk ozkflgxfpgolu bfsi ga~diailpi` ~zoeyziailp

uwupiau po ga~zosi bo{ pbiw jyw, Pbi kofd coz jopb ugìu gu po

glezifui iccgegilew fu {idd fu po ~zosgì aflfkizu {gpb glezifui`

sgugjgdgpw fl` eolpzod,

[bfp Gu F ^zoeyziailp Uwupia?

[bfp gu f ~zoeyziailp uwupia? Dip+u upfzp jw irfaglglk {bfp gpaiflu po pbi il` yuiz gl fl ozkflgxfpgol ― pbi aflfkiz oz ia~dowii

{bo liiù po jyw uoaipbglk, [i fzi fdd cfagdgfz {gpb jywglk joomu

fl` fgzdgli pgemipu oldgli, [idd pbi ga~diailpfpgol oc ~zoeyziailp gu

pbi f~~dgefpgol oc pbi ufai ~zgleg~diu,

Pbzoykb!oyp pbi ozkflgxfpgol zfpbiz pbfl ~gemglk y~ pbi ~boli po f

uy~~dgiz coz upfpgolizw uocp{fzi oz po joom jyugliuu pzfsid pbi

aflfkiz oz ia~dowii koiu po pbigz Ê {bizi pbiw {gdd uii f ueziil

uyeb fu jido{8



^ f k i t 5


Pbi uwupia iajiù pbi ~zoeyziailp ~zoei`yziu fl` f~~zosfdu

~zoeiuuiu oc pbi ozkflgxfpgol glpo {bfp gu bo~icyddw fl ifuw po yui

glpizcfei, Pbi uwupia eypu ò{l ol pbi ~f~iz{ozm fl` pbi

fàglgupzfpgol ― {bipbiz gp gu f li{ jywglk ìegugol oz uga~dw f zi!ozìzglk ~zoeiuu,

Oc eoyzui gp fduo eypu ò{l ol pbi `guezipgol oc pbi yuiz, Coz zoypgli

ozìzu `guezipgol gu dgmidw po ji dgagpi` po jywglk czoa f ~zi!f~~zosi`

silòz efpfdokyi fp fl fkzii` ~zgei fl` y~ po fl fkzii` vyflpgpw

disid, Coz aozi eoa~dir ìegugolu f {ozmcdo{ oz jywglk ~zoeiuu gu

~zosgì`, F eoa~dipi fy`gp pzfgd gu afglpfgli`= pokipbiz {gpb ìpfgdu

u~il` flfdwugu glcozafpgol,

[bw Fzi Jywizu Ia~dowglk ^zoeyziailp Uwupiau?

F miw kofd gu po `zgsi y~ pbi ~zo~ozpgol oc popfd ilpiz~zgui u~il`

ylìz aflfkiailp, Jyp kgsil pbi lyajiz `gsizugpw fl`

uo~bgupgefpgol oc ~yzebfuglk ~zoeiuuiu ylìz{fw pbi yui oc

~zoeyziailp pieblodokw gu sgpfd, Pbi zifdgpw gu pbfp woy efl+p zyl

~zoeyziailp czoa f uizgiu oc u~zifùbiipu,

Pbi pzil` gu po{fzù pbi glezifuglk yui oc pieblodokw po fypoafpi

do{ sfdyi fl` zoypgli pfumu zidfpglk po fàglgupizglk pbi pzflufepgol

fl` po upfl`fz`gxi/o~pgagxi pbi aozi upzfpikge fu~iepu oc pbi

~zoeyziailp ~zoeiuu, Ivyfddw ga~ozpflp gp eypu ~zoeyziailp eoupu jw

glezifuglk pbi iccgegilew oc pbi ~zoeyzi!po!~fw ewedi fl` jw zi`yeglk

fdd poo czivyilp izzozu fl` ìdfwu,

U~iegcgefddw jywizu fzi yuglk oldgli pieblodokw po eoddfjozfpi {gpb

pbigz glpizlfd eyupoaiz fl` irpizlfd uy~~dgizu gl eol`yepglk miw

fu~iepu oc pbi ~zoeyziailp dgciewedi uyeb fu= zivygziailpu ìcglgpgol

pilìzglk likopgfpgol f{fz` fl` eolpzfep aflfkiailp,



^ f k i t 0


^zoeyziailp gu cfup aosglk oyp oc pbi ~f~iz{ozm fl` glsogeglk

jyugliuu ― pbiw bfsi uocp{fzi pbfp {gdd ò pbfp upycc, Pbi pieblodokw

{ol+p zi~dfei pbi ~zociuugolfd jywiz jyp gp fddo{u bga oz biz po ò f

dop aozi, Gp difsiu pbia czii po coeyu ol pbi aozi upzfpikge fl`ziuydpu ozgilpi` fu~iepu oc ~zoeyziailp,

Pieblodokw gu wip flopbiz zifuol coz f aozi ~zoeiuu!`zgsil f~~zofeb

po ~zoeyziailp gl aflw ozkflgxfpgolu, Pbfp gu jiefyui pbi GP uwupiau

ga~diailpi` bfsi pbi icciep oc zi`yeglk pbi idiailp oc byafl

sfzgfjgdgpw po iluyzi kzifpiz eolugupilew fl` upfl`fz`gxfpgol osiz bo{

pbi ozkflgxfpgol u~ilù gpu aoliw,

Pbi uwupiau efl icciepgsidw eyzpfgd afsizgem jywglk iluyzglk f ~zo~iz

f~~zosfdu ~zoeiuu gu coddo{i` fl` ~zicizzi` uy~~dgizu fzi yui`, Pbi

uwupia `gepfpiu bo{ pbi ~yzebfui {gdd ji afì iluyzglk {ozmcdo{

aflfkiailp fl` ~zoeiuu eoa~dgflei, Jywiz ayup jyw czoa f

efpfdokyi oz pbzoykb f afl`fpi` ~zoeiuu, Yldiuu fdd pbi joriu fzi

pgemi` fl` pbi upi~u eoa~dipi` pbi ~yzebfui efl+p ji eoa~dipi`,

Aifl{bgdi pbizi gu f eoa~dipi fy`gp pzfgd gl ziu~iep oc jywglk fl` cydd

sgugjgdgpw oc {bfp bfu jiil u~ilp,

—,,,eyzpfgdu

afsizgem jywglk

po iluyzi pbi

~zo~iz ~zoeiuu gucoddo{i`,‑



^ f k i t 9


Gl pbi ~fup ECOu fl` EÔu {izi ocpil bifz` po ufw= +Gc oldw {i mli{

irfepdw {bfp {fu jiglk u~ilp ol fdd ~zo`yepu fl` uizsgeiu joykbp fl`

{gpb fdd oc oyz uy~~dgizu&+

Pbflmu po li{ uocp{fzi pbfp glcozafpgol gu jiglk afì fsfgdfjdi po

aflfkizu, Fu f ziuydp pbiw efl ~gl~oglp {bizi ufsglku efl ji afì

fl` aozi icciepgsidw aflfki ìafl` fu {idd fu uy~~dw, U~il`

flfdwpgeu gu f miw `zgsiz oc ~zoeyziailp uwupia fò~pgol "fu gl pbi

^yzebfui Eolpzod uwupia ueziilubop jido{',

Flopbiz f`sflpfki oc pbi zifd pgai sgugjgdgpw oc {bfp gu jiglk u~ilp gu

pbfp gp pflkgjgdgxiu ~zoagui` ufsglku, Kgsil pbi umi~pgegua pbfp ocpil

kziipu ~zoeyziailp+u edfgai` ufsglku pbgu isgìlei oc zifd cglflegfd

ga~fep gu iuuilpgfd,

F aozi upzyepyzi` f~~zofeb po zgum aflfkiailp oc pbi uy~~dw jfui gu

flopbiz ga~ozpflp `zgsiz oc ~zoeyziailp uwupiau fò~pgol,

Aflw ~zoeyziailp uwupia silòzu occiz f``!olu, F koo` irfa~di gu

silòz Fzgjf {boui Eoddfjozfpgsi Lip{ozm jzglku pokipbiz ;5>>>>

kdojfd jyugliuuiu po pzfì yuglk gpu uwupiau,

—U~il` flfdwpgeu

gu f miw `zgsiz oc

~zoeyziailp

uwupiafò~pgol,‑



^ f k i t 3


[bfp @o ^zoeyziailp Uwupiau Aifl Coz Uiddizu?

Pbi po~ 3 ga~dgefpgolu coz uiddizu oc jywglk uwupiau fzi8

6, Pbi ozkflgxfpgol gu dgmidw po ji aozi uo~bgupgefpi` gl pizau oc

gpu jywglk aozi zgkozoyu fl` aozi upzyepyzi` gl gpu f~~zofeb

po uidiepglk fl` aflfkglk uy~~dgizu, Pbi ~zokzfa `gepfpiu pbi

upi~u pbfp pbi jywiz ayup coddo{, Fu fd{fwu gp gu ga~ozpflp po

ylìzupfl` pboui upi~u fl` po bid~ pbi jywiz po lfsgkfpi

pbia,

:, Pbi zidfpgolubg~ ̀ gailugol oc {gllglk pbi ozìz gu dgmidw po jidiuu ga~ozpflp fl` aozi oc pbi uiddglk gu dgmidw po ji òli jw

aiflu oc oldgli Zcr uyjaguugol, Pw~gefddw jywizu {gdd bfsi

diuu `guezipgol gl pizau oc bo{ ìegugolu fzi afì,

5, Jywizu fzi dgmidw po bfsi feeiuu po aozi glcozafpgol

aozi `fpf ol ~zgeiu afzmip pzilù ipe, Pbiw bfsi f

ìpfgdi` zieoz` oc {bfp bfu bf~~ili` gl pbi ~fup cypyzi

u~il` coziefupu eoa~dgflei disidu uy~~dgiz afzmip

eol`gpgolu jyugliuu aipzgeu fl` uy~~dgiz ~izcozaflei, Fu f

ziuydp oc fdd pbgu glpiddgkilei pbiw efl ji aozi `gccgeydp po uidd

po,

0, Pbi uiddiz+u efub cdo{ gu dgmidw po ji aozi ~zi`gepfjdi {gpb

ozìzu fl` glsogeiu kilizfddw jiglk ~zoeiuui` aozi iccgegilpdw

fl` po f bgkbiz ìkzii oc feeyzfew,

9, Coz pbi ~zicizzi` uy~~dgiz flpgeg~fpi` ufdiu sodyaiu fzi aozidgmidw po ji febgisi` jiefyui8

Coziefupu fzi jfui` ol aozi feeyzfpi u~il` flfdwpgeu gl

pbi jywglk ozkflgxfpgol,

Kzifpiz eolpzfep eoa~dgflei "gp {gdd ji `gccgeydp coz pboui

{gpbgl pbi jywglk ozkflgxfpgol po jyw opbiz pbfl czoa

pbi ~zicizzi` uy~~dgiz',



^ f k i t ;


Glìi` gc woy fzi pbi ebouil silòz pbil ebfleiu fzi pbi

ozkflgxfpgol {gpb fl i!~zoeyziailp uwupia gl ~dfei {gdd jyw aozi

czoa woy coz pbiui zifuolu, Ol pbi opbiz bfl` gc woy fzi lop pbi

~zicizzi` uy~~dgiz pbil woy+dd ~zojfjdw ji kippglk f dop diuu jyugliuufu afsizgem jywglk gu dgmidw po ji eyzpfgdi`,

3, Uy~~dgiz zidfpgolubg~ aflfkiailp gu dgmidw po ji aozi

uwupiafpge fl` pbozoykb, Pbfp aiflu pboui woy ìfd {gpb gl

pbi jywglk ozkflgxfpgol {gdd ji ~izgo`gefddw zivygzi` po zfpi

woyz ~izcozaflei fu {idd fu po fuuiuu eolpzfep eoa~dgflei,

Uiddizu ji {fzli` f ueozi efz` gu jiglk mi~p ol woy& Pbi jywiz

bfu f `fubjofz` fl` woy òl+p {flp woyz eoa~flw+u lfai po

f~~ifz ol gp {gpb fl fdizp jiugì gp,

Dif`glk ^zoeyziailp Uwupiau Uy~~dgizu8

Pbi coddo{glk gu f dgup eoa~gdi` jw Cozziupiz

oc miw ~zoeyziailp uwupia silòzu8

Fzgjf

Jfu{fzi

Ef~kiaglg ^zoeyziailp Uizsgeiu

i!^dyu

Byj{oo

Df{uol

Ozfedi I!Jyugliuu Uygpi

Ozfedi îo~diUocp

îzciep Eoaaizei

UF^

UegVyiup"Uoyzei8 Pbi Cozziupiz [fsi iUoyzeglk Uodypgolu V6 :>66'

Gc woyz eyupoaizu oz ~zou~iepu fzi yuglk f

uwupia gp gu {idd {ozpb sgugpglk pbi silòz+u

ugpi, Lop oldw {gdd gp eolpfgl u~iegcge

glcozafpgol ol pbi uwupia ~zosgì` jyp gp gu

fduo dgmidw po gledyì {bgpi~f~izu fl` ziuifzeb ol ~zoeyziailppo~geu,



^ f k i t 2


Pbi Uegilei Jibgl` Pbgu ^f~iz

Pbiui glugkbpu fl` poodu fzi jfui` ol8

6, Jywiz Ziuifzeb ― oyz kzoyl`!jzifmglk ziuifzeb glpo bo{ aoìzl

jywglk ìegugolu fzi afì fl` pbi ga~dgefpgolu coz uiddizu,

:, Jiup ̂ zfepgei Ziuifzeb ― Osiz 6 agddgol ~fkiu oc jiup ~zfepgei

ufdiu efui upy`giu joomu fl` ziuifzeb,

5, Eoaaol ^zfepgei Ziuifzeb ― Oyz ~iiz eoa~fzguol jilebafzm oc

6>>>u oc woyz eoa~ipgpozu fl` ~iizu,

Pbi Ufdiu Ilkgli¬ fl` UiddizLfs fzi pzfìafzmu oc Pbi FUK Kzoy~,

Pbi ilpgzi eolpilpu oc pbgu òeyailp fzi eo~wzgkbp oc Pbi FUK Kzoy~ fl` efllop ji

zi~zo`yei` gl flw cozafp {gpboyp {zgppil ~izaguugol,

[flp bid~ gl pfemdglk woyz ufdiu ebfddilkiu? Eolpfep

ilvygzgiuNpbiFUKkzoy~,eoa

{{{,pbiFUKkzoy~,eoa

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Procurement Systems: The Implications For Sellers

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