Insights
Does Reverse Factoring Still Make Sense?
Reverse factoring has become increasingly popular over the course of the last few years, aided by the reduction in the availability of conventional sources of credit. However, does it make business sense once the credit crunch is over? Reverse factoring involves the purchaser of goods and services offering its suppliers the option of selling approved […]
The Curse of the Framework Bid
How do you decide whether to bid on a framework competition? Framework bidding has proved to be particularly difficult to get right, because they work on different assumptions to a “normal” tender requirement. – A tender requirement is usually for a specific purpose or scope. frameworks, by their nature, have a potentially uncertain scope. – […]
Why gross margin doesn’t really matter
I spend quite a bit of my time working with sales and business leaders on the commercial structure of ICT deals. The most common question they are asked is: “what is the gross margin on this deal.” The answer is, of course, who cares? If this is the measure you use, then you are almost […]
Kelvin Prescott
