You raised some relevant points all of which I have come across over the years. One that particularly resonated for me was the passing of risk to the bidding organisation. I see that a lot within the IT Asset Disposal space. It is understandable that organisations have a low risk appetite given that data is involved but conversely having a high financial return as a key requirement is incompatible. The risk appetite is also compounded by the fact that the organisations and the procurement teams, be it within public or private sector, often do not understand the service they are asking for as for instance their regular experience might be procurement of IT products as opposed to disposal. All together this will often mean no bid as the opportunity to educate fully has passed by the time a bid has come to market. For me the only means of mitigating this is having a business development process that engages and educates in advance of any bid. This is so that the buyer understands what the risks are, their responsibilities in those risks and then asks for the service that meets those risks and the returns they are looking for.
You raised some relevant points all of which I have come across over the years. One that particularly resonated for me was the passing of risk to the bidding organisation.
I see that a lot within the IT Asset Disposal space. It is understandable that organisations have a low risk appetite given that data is involved but conversely having a high financial return as a key requirement is incompatible.
The risk appetite is also compounded by the fact that the organisations and the procurement teams, be it within public or private sector, often do not understand the service they are asking for as for instance their regular experience might be procurement of IT products as opposed to disposal. All together this will often mean no bid as the opportunity to educate fully has passed by the time a bid has come to market.
For me the only means of mitigating this is having a business development process that engages and educates in advance of any bid. This is so that the buyer understands what the risks are, their responsibilities in those risks and then asks for the service that meets those risks and the returns they are looking for.