Menu Expand
IT Procurement Handbook for SMEs

IT Procurement Handbook for SMEs

David Nickson

(2008)

Additional Information

Book Details

Abstract

Large organisations can suffer badly when IT procurement goes wrong, but for small to medium-sized enterprises (SMEs), it can be fatal. David Nickson guides the reader through the entire procurement process. Whether identifying the changing IT requirements of a business, evaluating potential suppliers or managing them once appointed, this handbook enables the reader to avoid the pitfalls which have brought down so many SMEs.
A large organisation can suffer badly if it gets its IT procurement wrong. For a Small to Medium Enterprise (SME), it can be fatal. This handbook is the definitive guide for Small to Medium Enterprises looking to purchase IT products and services, covering everything involved in the procurement cycle, from identifying and managing the changing IT requirements of the business, through the evaluation and bidding process, to managing suppliers and the delivery of their IT products and services.
This book has a tough objective. First, IT procurement is a broad subject. Second, the needs of small and medium enterprises (SMEs) are diverse, for example when comparing an S with a handful of staff with an M employing up to 250 people. The book copes well on both counts. The author does provide a direct and straightforward perspective. This approach, together with the clear editorial structure, easy-to-read style and helpful key points, provides an informative and pleasurable reading experience. Overall, a good read for those unfamiliar or new to both the procurement agenda and the IT category and the star rating (4 out of 5) is given with this type of reader in mind.
David Nickson has several years' experience in IT sales and procurement across a wide range of industries. He advises several leading blue-chip companies and has worked on projects for major IT suppliers including Compaq, Capita, and Siemens. He is the author of 6 books and over 200 articles, and writes extensively on IT procurement and other issues.

Table of Contents

Section Title Page Action Price
Cover Cover
Copyright iv
IT Procurement Handbook for SMEs i
The British Computer Society ii
IT Procurement Handbook for SMEs iii
Contents vii
List of Figures and Tables xi
Author xv
Foreword xvii
Acknowledgements xix
Abbreviations xxi
Introduction 1
Who is this book for? 2
Why has it been written? 2
How it has been written? 2
What it does not include 3
How to use this book 3
1 The Procurement Lifecycle 6
Introduction 6
Lifecycle 6
Lifecycle case studies 12
Summary 18
2 Managing a Procurement 19
Introduction 19
Who do you need? 19
Why have a plan? 21
What to include in a procurement plan 22
Smart 24
How to document IT 24
What to communicate 26
Change 26
Common problems 27
Warning signs 29
Sample plan for a small to medium procurement 30
The minimum 31
Summary 32
3 Needs and Business Cases 33
Introduction 33
Cost of getting it wrong 33
Needs analysis 34
When to get help 37
Documenting your needs 38
Business case 44
What has changed? 45
Summary 45
4 Risk and Procurement 46
Introduction 46
Risk planning: what is in it for you? 46
Sources of risk 48
Procurement risks 49
IT-specific risks 50
Simple risk method 51
Sample risk plan 56
Summary 58
5 Bid Documentation 59
Introduction 59
Good advice 59
Requirements 60
ITT or ITN 65
Bafo 67
Contractual material 67
Correspondence 67
Presentations (to suppliers) 67
Electronic versus paper 68
Instructions to bidders and suppliers 69
Writing style and skills 70
Looking after it all 72
Summary 73
6 Bid Evaluation 74
Introduction 74
Approach 74
Criteria 75
Communication 82
Evaluating submissions 82
Final approval 88
Consumables and low-value items 88
Summary 89
7 Quality Assurance 90
Introduction 90
What is QA? 90
PDCA: a QA principle 91
QA in SMES 92
Why have any qa for an sme procurement? 93
Scoping the qa for an sme procurement 94
Minimum QA 97
Sample qa plan contents 97
QA checklist 98
Summary 99
8 IT-specific Issues 100
Introduction 100
Technology 100
Speed of change 109
Consumable versus capital items 110
Maintenance 110
Legacy issues 113
Complexity 114
Alternative strategies (including SaaS) 114
Training 120
Outsourcing 121
Summary 123
9 Suppliers 124
Introduction 124
What suppliers need 124
What to expect (or demand) of a supplier 126
What not to expect (or demand) of a supplier 127
Customer–supplier relationships 127
Supplier meetings 131
Sales and buying techniques 133
Checklist 138
Summary 138
10 Negotiation 139
Introduction 139
Negotiation cycle 139
What to negotiate 142
Negotiation strategies 144
What works best? 146
‘Do’s’ and ‘Don’ts’ of closing a deal 148
Checklist 149
Summary 149
11 Legal Issues 150
Introduction 150
What to consider? 150
Software licences 150
Warranties 155
Service level agreements 157
General terms and conditions 160
Due diligence 164
Environmental issues 165
Summary 165
References and Further Reading 167
Useful Websites 169
Organisations List 171
Index 173
Back Cover 177