A recent tender highlighted to me the inefficiencies traditional approaches have when applied in the wrong situation (sometimes I wonder if there is ever a right situation).The scope was for a small and relatively simple design, manufacture and installation. The only challenge being interfacing with existing equipment and working around current production.To do the work should have only required a modest budget, however to allow for unexpected events due to the relatively vague specification, and to allow for some onerous contractual conditions our price was close to 60% higher. If you then consider the clients cost in preparing the tender specification, dealing with enquiries and conducting the tender review along with the costs of the tenderers in preparing their responses I conservatively estimate a further 50% increase. The net result, a total cost to all parties more than double what it could have been.What’s the solution? I believe establishing strong personal relationships is the key. Maintaining an ongoing working relationship with a select group of potential suppliers. This is not easy and the mechanics of how it can be achieved are highly dependant on the situation. it requires trust by the client, and integrity by the supplier not to take advantage of the situation.However the benefits are worth the challenge.