Vast majority of buyers don't use exclusion paragraphs

3 May 2013

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6 May 2013 | Adam Leach

Fewer than a quarter of buyers are using exclusion paragraphs in tender documents to steer their suppliers in the direction of their corporate goals, according to the latest SM100 poll.

During a recent presentation, Jae Mather, director of sustainability at HW Fisher & Company, explained that while running a competition for cleaning supplies at Maidstone Borough Council, he had used exclusion clauses, to stop bidders from using harmful chemicals.

With this in mind, the latest poll asked: “Do you use exclusion paragraphs in tender documents to steer your suppliers in the direction of your objectives?”

Just over three quarters replied to say they did not use them in that way, with 24 per cent saying they did.

Natalie Henfrey, a senior consultant at Crimson & Co, who answered ‘no’, said there are more effective methods of assessing how suppliers fit with a corporate ethos. She told SM: “It’s surely better to get to know the suppliers you’re taking through a tender process and ensure they share your organisation’s ethos and objectives before you enter into a commercial relationship with them.”

Trevor Kitching, director of ACS Supply Chain, also said no. He told SM: “Tender documents should describe what you want, not what you don’t want.”

Procurement professionals who replied to say they do use them said they provide clarity to those participating in the tender process and strengthen the importance of corporate goals.

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