MINI-CASE: Scope of services A European consulting firm bids to carry out a nati

Question

MINI-CASE: Scope of services A European consulting firm bids to carry out a nationwide vocational education and training study in an Asian country and is subsequently invited to attend negotiations with the appropriate government agency. Inviting bidders to conduct negotiations on price before the award of a contract is confirmed is common practice in the case of international agencies and with the intena- tional aid departments of some national governments At one point in the subsequent negotiation, strong concerns are expressed by the government team about the proposed starting and finishing dates for the study, and about the consultant's fees and expenses as set out in the finan- cial proposal. Govemment negotiators also strongly criticise the imprecise nature of the scope of services to be provided by the consultant as set out in the consultant's proposal document. However, the disputes are resolved when the consultant provides further information which is much more detailed than the information contained in the firm's proposal document. The new information specifies the schedule of activities to be undertaken and the methods to be used by the consultant for collecting and analysing data. Precise details are also given of report-back mechanisms to be established by the consultant, with the aim of ensuring that the govenment has all the information needed for effectively monitoring and supervising the project. This additional information clarifies the situation and satisfies the goven- ment agency. As a result, the consultants' team feels that it will be able to work within the terms and conditions stated in the draft contract Question: 1. In addition to providing the additional, higher-quality information, what other actions could the consultants' team take during the course of the negotiation to resolve the conflict and ensure that its plans for carrying out the project are approved?

Explanation / Answer

In any business proposal, it is highly recommended to use a well written contract. it should provide all clarity, protection to all parties, deadlines deliverables etc.

The other action which consultants would have taken to resolve the conflict are as follows:

1 - Defiine the details, deliverables and deadlines.: All information should be as detailed as possible, including the deadlines and expected deliverables. It’s important to align the expectations of both parties so you can create a final product that both serves the client’s needs and meets their expectations.

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