Negotiating prices during procurement does not only depend on the purchaser's soft skills or negotiation techniques; technical skills also have a role. In this article, the author shares technical ideas and advice that may lead to cost reductions or price discounts.
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Según el reporte PMI Pulse of the Profession 2018, aproximadamente el 50% de los proyectos no llegan a cumplir con el presupuesto original ni con el tiempo establecido para su ejecución, monitoreo y cierre. Casi 47% de estos proyectos sufrieron corrupción de su alcance original, siendo considerados como un fracaso en su gestión integral. Son estadísticas que alertan a la disciplina de la dirección de proyectos a tomar acciones inmediatas para su mejora. La auditoría aporta un valor significativo en la gestión del ciclo de vida de un proyecto, desde sus fases de conceptualización y pre-factibilidad, hasta su transición a la operación y medición de generación de valor mediante la gestión de realización de sus beneficios. Dicha relevancia es evidenciada, al incluir a la auditoría como una herramienta y técnica en algunos de los 49 procesos descritos en el PMBOK. No obstante, en la actualidad no existe un estándar de auditoría claramente difundido y entendido en la comunidad de Dirección de Proyectos, que brinde lineamientos claves sobre que documentos y técnicas lúdicas pueden contribuir en la detección de anomalías en cualquier punto del proyecto y sobre cualquier área de conocimiento, y que permita establecer acciones correctivas/preventivas previo al fracaso. Como consecuencia, es de vital importancia transmitir a los directores de proyectos la necesidad de aprender nuevas herramientas analíticas de auditoría, que les permitan evaluar el desempeño general en la administración de un proyecto, con el propósito de garantizar el éxito en la consecución de sus objetivos alineados a los beneficios esperados por la organización ejecutora.
All project managers have to buy something, either goods or services. When you have a procurement professional on your team, you can manage the procurement as a subproject. But when you have to do the procurement yourself, you need to know exactly what has to be done, and when.
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|A.||You are being “taken” by sales people from your hardware vendors who are behaving like used car salesmen. They quote you a low price to get your management’s approval, but when it comes time to actually install you have to add on many necessary extras you really need that they never revealed.|
|B.||It is probably you and your team if you are only figuring initial hardware costs in your project budget. The total cost of any new installation should be calculated both in immediate costs and in long-term costs over the life of the equipment, including non-tangible expenses. Only then can vendor offerings be fairly compared and evaluated.|
|C.||Management should not expect project teams to be pricing hardware. This should be done exclusively by someone from the purchasing department. Your only role is to install whatever arrives on the dock. In this way, if the costs go up you and your team escape the blame.|
|D.||Since recent costs for information technology (IT) items have quadrupled over the life of the equipment, you should multiply any future vendor contract pricing by four and alert accounting how much cash to have on hand in the immediate future. Always pick the lowest bid, as in today’s market all hardware is basically the same.|
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