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via Sourcing Innovation by Michael Lamoureux on Aug 22, 2007
I recently came across a recent edition of Procurement Insight from CGI by Denise Dattomo and Chuks Amajor entitled Incumbent Negotiations: When and Why that reviewed 7 situations where incumbent negotiations may be more attractive than competitive procurement which was quite good. Although comprehensive competitive bidding approaches are typically the right way to go, direct negotiations with incumbents might be the the right choice under certain circumstances. CGI has found that, based on their experience, incumbent negotiations yield an average savings of 9%, and sometimes the savings can be (much) higher. Furthermore the effort, and cost, involved in incumbent negotiations ...Things you can do from here:
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