Clients who are orientating themselves on the market in the preliminary stages of a tender: it happens more and more often. This is a positive development according to the Mobility Procurement Institute (AIM). Without market consultation, there is a good chance that relevant knowledge will be missed and that unnecessary problems will arise during the execution of the assignment.

“The only thing we as AIM want is for tenders to be as close as possible to practice”, says Henk van Gelderen. “It is therefore good to find out the practical feasibility of certain things through a market consultation.” According to him, market consultations can provide insights in all kinds of areas, from implementation times and pricing to enforcement policy and sustainability.

The client asks questions via the tender platform to which carriers can respond in writing. In some cases, as a result of this, they are invited to explain their answers orally. “In this way, clients can find out what the current developments are in the market, in order to take this into account in the tender.”

Van Gelderen cites the subject of sustainability as an example. “By conducting a market consultation about this, you as a client know to what extent charging infrastructure is available , whether there are sufficient suitable vehicles on the market and what the delivery times are. of these vehicles. In this way it becomes clear what is realistic to ask and what carriers can offer.”

Conduct market consultation based on identification AIM has always been in favor of market consultations and therefore advocates this with clients. “As an independent party, we also like to meet with them well in advance to provide them with advice. After all, it is better to arrange everything well in advance than to change things after the publication of an order.”

Where most clients conduct a market consultation to actually gather information and prepare specifications. According to Van Gelderen, there are also parties who do this for reasons of legitimacy. “They do it just to state that they have consulted, but then do nothing about it.” It is not clear how large this group of clients is.

Cost-increasing or complicating About what clients could prevent Van Gelderen from conducting a market consultation, is clear. “There is a chance that, as a result of a market consultation, they will run into issues that could have a cost-increasing effect on transport, or that make the tender process more complicated. If clients do not have the necessary knowledge to test this, it is a matter of trust. And that is not always obvious, unfortunately.” However, according to AIM, this does not outweigh the benefits that the consultation has for both the contracting party and the eventual winner of the tender.

“Do it, because it provides a lot of knowledge”, concludes Van Gelderen. “It is also advisable to do it as early as possible. It can be important not only in the preparation of your tender, but also in the preparation of your policy. By doing it on time, you still have time to figure things out and possibly test them elsewhere. It is not too late to make adjustments.”

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