IT Governance and Executive Strategies

Archives for August 2013 « Recent Articles

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Online retail in the Middle East and North Africa has moved out of the beginning stage and is set to develop more significantly in the coming years, with double-digit growth expected for the years ahead. As it is starting from a low base, the Middle East is likely to be one of the fastest-growing ecommerce markets in the world. Rather than North America, eshops in the region should consider Central and Eastern Europe their inspiration.


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Bidding on large public sector contracts can eat up resources. A single tender proposal can take weeks or months (and sometimes years) to prepare. Large international vendors with the right combination of global expertise centers could easily invest hundreds of thousands of dollars (or even millions of dollars) in time and resources on a single bid. Given the number of smaller contracts (defined as less than $1 million) available, the temptation may be to chase simpler contracts, with the goal of generating revenue from lots of low-value contracts. This is probably the wrong approach for most international IT suppliers. Rather, they should consider targeting a value range to accelerate the process for identifying viable contracts and the partners best suited to making a bid.


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Prague, August 8, 2013 – Collaborate on government tenders – that is a key takeaway of a recent IDC study focused on Poland. According to the study, consortia accounted for more than 75 contracts valued at nearly $83 million in 2012. While this is a drop from the peak of 77 contracts worth $170 in 2011, it is nevertheless significant, and points to a viable strategy for approaching the Polish government tender market.



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