engage magazine issue 001 spring \'06 - Page 27

TENDERING 27 Procurement Processes Playing the Procurement Game Securing a contract is not an easy task for any business - but especially if you are a Black Asian Minority Ethnic business. But it can and has happened. Colette Machado discusses how to ensure that your company is in the best position to get a piece of the procurement pie. he word procurement used to be a dirty word in the world of the small business owner (SME). In the past many stories of how procur VVB6G&7G2vW&Rv&FVBFRV"WBFFR6V6n6W2vW&RV&B2f"&66֖&GWF2$R'W6W76W2BW6VBF&RBfW'gVRFBRV"FRR&WBFR&6"6'W6W72FB6V7W&VB&7W&VVB6G&7CFRG'WFv2FBRBV&BbB&V6W6RBW7BFF( BV&7W&VVBb6BFvfW&VB6G&7G22r6W&W2'W6W72&VƗGf"4W2B$W2ƖR6vB26vVCvRW7BfRWfVrVBV&Ɩ26W'f6R&WG2bvfW&VB&Vf&2&RF7V66VVB62G"V&VFW4$F&V7F"bV&Ɩ26W'f6W2ࠥ@VffV7FfVǒ6WFRf"FR֖Ɩ2bVG2b6G&7G2ffW&VB'"V&Ɩ26V7F"B7FGWF'&FW2vFFBFRV6bFRGfV&W"#BVR7W"FR.( 2F&V7F"f"WVƗGBƖ76C( F22FVǒ'GVGF&fFRf7W6VB7W'Bf"6BVFV6VB'W6W76W2B'F7V&ǒWF2֖&G'W6W76W2FF26V7F"2G&frf&6Rf"V6֖2&VvVW&FBw&wFFFW&Vf&RFR6G( 2V6גv&V^Bg&7&V6VB'W6W72FWfVVBB6WFFfVW722&W7VBbFR&7W&VVBFWfVVB&w&R( F26vRvWfW"2FVrFRFvWBW&RVǒ#"FRn6RbFRFWWG&R֖7FW"EҒBFR6vfW&V@&7W&VVBb6BFvfW&VB6G&7G22r6W&W2'W6W72&VƗGf"4W2B$W2ƖR6vB26vVCRbFR6vW2FfR67W'&VB2FR&7W&VVBFWfVVB&w&RG&w6FFWfVVBvV7FFfRv6v2V6VBGvV'2v7W'&VFǒF֖7FW&VB'62VVBvV7T&V7'VFVBvV7v6v2'7B6WBWFBBr2n6R6WFg&6FRG6VV2F7&VFRw&VFW"'GVFW2f"6BVFVVFW'&6W2F766FtFǒV&Ɨ6VB&W76RFFR'GB&W'B6vfW&VB&7W&VVB6VB( FVƗfW&r&WGFW"6W'f6W2f"6FV>( FR&W76Rv26VB( Fv&G2F7G&FVwf"6vfW&VB&7W&VVN( B66WFVBFR3&V6VFF2bFR'GB&W'BB66֗GFVBFREBFRtF6fVR6vfW&VB&7W&VVBf'VBFFWfVF7G&FVwࠥ5$r55TR#bVvvP