Trade body launches guide to help with public sector contract negotiation

IT trade body Intellect has created a best practice guide to inform and guide suppliers when negotiating contracts with the public sector.

Contracting Best Practice – Guidance for Suppliers consists of eight basic principals ranging from successful and reliable delivery by the supplier against the customer's requirement to an acknowledgement of the importance of appropriate behaviours as a vital part of the delivery process.

Nick Kalisperas, director of markets at Intellect, told CRN that it has already had a positive response to the guide, which is free for Intellect members, and added that he would like it see it in every suppliers' and end-users' top drawer.

"With this guide we have tried to make it easier for the procurement process to happen and to provide both sides with the information they need to make the process smoother," he said.

The guide was developed in conjunction with 15 industry companies, such as Northgate Information Systems and BT, together with government bodies such as the Office of Government Commerce.

Kalisperas added that a key area of confliction between the public sector and suppliers is often contract negotiation, such as terms and conditions. He stressed that the guide outlined the main contracting principals, following an assessment of members' contractual experiences from both the public and private sectors.

Phil Hemmings, director of corporate affairs at Intellect member Research Machines, told CRN that the guide was step forward.

"Public sector procurement is a difficult task. We value any guidance we can get on how to run this process more smoothly, but I don't think it'll lead to an increase in sales – it will simply improve the procurement landscape," he said.