IT Procurement Handbook for SMEs

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9781902505985: IT Procurement Handbook for SMEs
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Large organisations can suffer badly when IT procurement goes wrong, but for Small to Medium Enterprises (SMEs), it can be fatal. This handbook is specifically designed to help SMEs understand and manage that risk throughout the entire procurement process. Whether it is identifying the changing IT requirements of the business, evaluating potential suppliers or managing them once appointed, this handbook guides readers past the pitfalls, which so many other SMEs have fallen victim to, and which can often be very costly. The book is designed to be practical and provides a very hands-on approach to procurement with the use of checklists and sample templates

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Thinking about upgrading? Avoid the IT pitfalls so many other SMEs fall into, and see how your business can reduce its risk and exposure to financial ruin when sourcing new IT products and services.

Large organisations can suffer badly when IT procurement goes wrong, but for small to medium enterprises (SMEs), it can be fatal. This handbook is specifically designed to help SMEs manage that risk throughout the entire procurement process. Whether it is identifying the changing IT requirements of your business, evaluating potential suppliers or managing them once appointed, this handbook will quickly guide you past the dangers.

  • Identifying business requirements and risks
  • The lifecycle of maintaining, refreshing, replacing and decommissioning IT systems
  • Hardware and software licesning
  • Evaluating suppliers and proposals
  • What to look for in a contract
  • Managing the tender process and negotiating with suppliers
  • Where to find help

David Nickson has over twenty years' experience in IT sales and procurement, covering a wide range of industries, with considerable expertise in the field of bid management. He works with a variety of leading blue-chip companies, and writes on sales and procurement, as well as running his own business.

From the Inside Flap:

Thinking about upgrading? Avoid the IT pitfalls so many other SMEs fall into, and see how your business can reduce its risk and exposure to financial ruin when sourcing new IT products and services.

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Book Description BCS, The Chartered Institute for IT/Viva Books, 2009. Softcover. Condition: New. First edition. Large organisations can suffer badly when IT procurement goes wrong, but for small to medium enterprises (SMEs), it can be fatal. This handbook is specifically designed to help SMEs understand and manage that risk throughout the entire procurement process. Whether it is identifying the changing IT requirements of the business, evaluating potential suppliers or managing them once appointed, this handbook will guide you past the dangers. Identifying business requirements and risks The lifecyle of maintaining, refreshing, replacing and decommissioning IT systems Hardware and software licensing Evaluating suppliers and proposals What to look for in a contract Managing the tender process and negotiating with suppliers Where to find help Contents: List of Figures and Tables ? Author ? Foreword ? Acknowledgements ? Abbreviations ? Introduction: Who is this book for? ? Why has it been written? ? How it has been written? ? What it does not include ? How to use this book ? The Procurement Lifecycle: Introduction ? Lifecycle ? Lifecycle case studies ? Summary ? Managing a Procurement: Introduction ? Who do you need? ? Why have a plan? ? What to include in a procurement plan ? SMART ? How to document it ? What to communicate ? Change ? Common problems ? Warning signs ? Sample plan for a small to medium procurement ? The minimum ? Summary ? Needs and Business Cases: Introduction ? Cost of getting it wrong ? Needs analysis ? When to get help ? Documenting your needs ? Business case ? What has changed? ? Summary ? Risk and Procurement: Introduction ? Risk planning: what is in it for you? ? Sources of risk ? Procurement risks ? IT-specific risks ? Simple risk method ? Sample risk plan ? Summary ? Bid Documentation: Introduction ? Good advice ? Requirements ? Pre-qualification ? ITT or ITN ? BAFO ? Contractual material ? Correspondence ? Presentations (to suppliers) ? Electronic versus paper ? Instructions to bidders and suppliers ? Writing style and skills ? Looking after it all ? Summary ? Bid Evaluation: Introduction ? Approach ? Criteria ? Communication ? Evaluating submissions ? Final approval ? Consumables and low-value items ? Summary ? Quality Assurance: Introduction ? What is QA? ? PDCA: a QA principle ? QA in SMES ? Why have any QA for an SME rocurement? ? Scoping the QA for an SME procurement ? Minimum QA ? Sample QA plan contents ? QA checklist ? Summary ? IT-specific Issues: Introduction ? Technology ? Speed of change ? Consumable versus capital items ? Maintenance ? Legacy issues ? Complexity ? Alternative strategies (including SaaS) ? Training ? Outsourcing ? Summary ? Suppliers: Introduction ? What suppliers need ? What to expect (or demand) of a supplier ? What not to expect (or demand) of a supplier ? Customer?supplier relationships ? Supplier meetings ? Sales and buying techniques ? Checklist ? Summary ? Negotiation: Introduction ? Negotiation cycle ? What to negotiate ? Negotiation strategies ? What works best? ? ?Do?s? and ?don?ts? of closing a deal ? Checklist ? Summary ? Legal Issues: Introduction ? What to consider? ? Software licences ? Warranties ? Service level agreements ? General terms and conditions ? Due diligence ? Environmental issues ? Summary ? References and Further Reading ? Useful Websites ? Organisations List ? Index Printed Pages: 196. Seller Inventory # 57577

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