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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 |