Evidence or Influence: how suppliers use underhanded selling strategies to win your contracts
In this presentation from Public Sector Fraud and Corruption 2016, Robert Tufekcic Probity Advisor, Queensland Rail, explores:
- Suppliers are utilising sophisticated selling strategies to identify and target decision makers at all levels in procurement in order to influence the decision-making process
- Tactics include developing ‘insiders’ who provide information and influence decision makers towards outcomes in the supplier’s favour
- Higher prices, reduced competition, reduced access to innovation, unfavourable contract conditions and reputational damage are amongst the most common symptoms
- How you can use analysis and research to identify vulnerable areas to drive awareness and implement mitigation initiatives
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