{"id":1717,"date":"2013-08-29T21:11:38","date_gmt":"2013-08-29T19:11:38","guid":{"rendered":"http:\/\/zurnalsiepirkumi.lv\/?p=1717"},"modified":"2013-09-01T17:41:20","modified_gmt":"2013-09-01T15:41:20","slug":"iepirkumu-aisberga-neredzama-dala","status":"publish","type":"post","link":"https:\/\/zurnalsiepirkumi.lv\/?p=1717","title":{"rendered":"Iepirkumu aisberga neredzam\u0101 da\u013ca"},"content":{"rendered":"<p><strong>Caursp\u012bd\u012bgas, labi izprotamas iepirkumu proced\u016bras ir god\u012bgas konkurences priek\u0161noteikums. Tom\u0113r jebkur\u0101 sp\u0113l\u0113, ar\u012b iepirkumos, ir uzvar\u0113t\u0101ji un zaud\u0113t\u0101ji. Profesion\u0101la p\u0101rdev\u0113ja instruments ir ne tikai r\u016bp\u012bgi sagatavots tehniskais un finan\u0161u pied\u0101v\u0101jums. Iepirkumu procesa \u0101r\u0113ji neredzam\u0101 da\u013ca ir darbs ar klientu, kas s\u0101kts jau laikus, lai lab\u0101k izprastu paties\u0101s vajadz\u012bbas un pal\u012bdz\u0113tu klientam formul\u0113t krit\u0113rijus t\u0101, lai dar\u012bjums tam nestu visliel\u0101ko labumu. T\u0101p\u0113c \u0161aj\u0101 rakst\u0101 par p\u0101rdev\u0113ju sp\u0113li laukum\u0101, kur\u0101 atrodas ne tikai klienti, bet ar\u012b konkurenti, sadarb\u012bbas partneri \u2013 par sp\u0113li, kuras gait\u0101 j\u0101p\u0101rvar visda\u017e\u0101d\u0101kie \u0161\u0137\u0113r\u0161\u013ci un izaicin\u0101jumi.<\/strong><\/p>\n<p><strong>P\u0101rdev\u0113ja loma un inform\u0101cijas l\u012bdzsvars<\/strong><\/p>\n<p>V\u0113l pag\u0101ju\u0161\u0101 gadsimta devi\u0146desmitajos gados bija sastopami p\u0101rdev\u0113ji, kuru noder\u012bgie ieteikumi un padomi pirc\u0113jam bija \u013coti nepiecie\u0161ami. Lai pie\u0146emtu l\u0113mumu par datora vai automa\u0161\u012bnas ieg\u0101di, bija \u013coti noder\u012bgi konsult\u0113ties ar p\u0101rdev\u0113ju, kura r\u012bc\u012bb\u0101 bija visa vajadz\u012bg\u0101 inform\u0101cija un zin\u0101\u0161anas par produktiem. \u0160obr\u012bd situ\u0101cija ir krasi main\u012bjusies \u2013 pirms dodamies uz veikalu p\u0113c liel\u0101ka pirkuma, r\u016bp\u012bgi izp\u0113t\u0101m internet\u0101 pieejamo inform\u0101ciju par vajadz\u012bgo preci, sav\u0101cam atsauksmes soci\u0101lajos t\u012bklos un, ierodoties p\u0101rdo\u0161anas viet\u0101, atliek vien sa\u0146emt atbildes uz da\u017eiem, iesp\u0113jams, \u0101\u0137\u012bg\u0101kajiem jaut\u0101jumiem un ieg\u016bt papildinform\u0101ciju, kas klied\u0113tu ba\u017eas. <\/p>\n<p>V\u0113l vair\u0101k \u0161is inform\u0113t\u012bbas l\u012bdzsvars starp p\u0101rdev\u0113ju un pirc\u0113ju ir v\u0113rojams korporat\u012bvajos iepirkumos, kad iepirc\u0113ju organiz\u0101cijas p\u0101rst\u0101vji un eksperti ir p\u0101rraku\u0161i inform\u0101cijas kalnus, lai sp\u0113tu p\u0113c iesp\u0113jas prec\u012bz\u0101k formul\u0113t pras\u012bbas iepirkumam \u2013 risin\u0101jumam, kas pal\u012bdz\u0113tu vislab\u0101k tikt gal\u0101 ar probl\u0113mu. Ko \u0161\u0101d\u0101 situ\u0101cij\u0101 dara p\u0101rdev\u0113js? Vai pas\u016bt\u012bt\u0101jam ir v\u0113rts run\u0101t ar to?<\/p>\n<p><strong>Probl\u0113mu risin\u0101\u0161ana vai to formul\u0113\u0161ana?<\/strong><br \/>\n<!--more--><br \/>\nNesen run\u0101ju ar veiksm\u012bgu p\u0101rdo\u0161anas vad\u012bt\u0101ju uz\u0146\u0113mum\u0101, kur\u0161 pied\u0101v\u0101 datu b\u0101zes un datu anal\u012bzes programmat\u016bru Eiropas tirg\u016b, vi\u0146u klienti p\u0101rsvar\u0101 ir valsts instit\u016bcijas un lieli uz\u0146\u0113mumi. \u0160aj\u0101 uz\u0146\u0113mum\u0101 str\u0101d\u0101jo\u0161o p\u0101rdev\u0113ju uzdevums ir tikties ar klientiem, lai p\u0101rliecin\u0101tos, cik labi darbojas ieg\u0101d\u0101tie risin\u0101jumi, censties saprast probl\u0113mas, k\u0101das rodas, lietojot datu anal\u012bzes risin\u0101jumus. Lai pilnveidotu produktu, p\u0101rdev\u0113ji apsprie\u017e konstat\u0113t\u0101s probl\u0113mas ar in\u017eenieriem, savuk\u0101rt klienti p\u0113c sarunas ar p\u0101rdev\u0113ju lab\u0101k izprot un sp\u0113j formul\u0113t risin\u0101mo probl\u0113mu. Uz\u0146\u0113mums, kur\u0161 main\u012bgaj\u0101 biznesa vid\u0113 pirmais lab\u0101k izprot klienta vajadz\u012bbas, sp\u0113s pied\u0101v\u0101t ar\u012b lab\u0101kus risin\u0101jumus. Iepirc\u0113ji, str\u0101d\u0101jot kop\u0101 ar p\u0101rdev\u0113jiem, kuri orient\u0113ti nevis t\u016bl\u012bt pied\u0101v\u0101t risin\u0101jumu, bet vispirms atrast un formul\u0113t probl\u0113mas b\u016bt\u012bbu, sa\u0146ems lab\u0101ku pied\u0101v\u0101jumu.<\/p>\n<p><strong>K\u0101p\u0113c zaud\u0113jam iecer\u0113tos dar\u012bjumus?<\/strong><\/p>\n<p>Vai esat piedz\u012bvoju\u0161i situ\u0101ciju, ka gandr\u012bz nosl\u0113gts dar\u012bjums tom\u0113r p\u0113d\u0113j\u0101 br\u012bd\u012b ir izjucis? P\u0101rdev\u0113jam bijis labs kontakts ar l\u0113m\u0113jpersonu, detaliz\u0113ti apspriesta risin\u0101m\u0101 probl\u0113ma, atrasts lab\u0101kais risin\u0101jums, kas atbilst klienta vajadz\u012bb\u0101m, jau sa\u0146emta mutiska piekri\u0161ana, sp\u0113c\u012bgi pirk\u0161anas sign\u0101li&#8230; Ta\u010du tad atskan negaid\u012bts t\u0101lru\u0146a zvans: &#8220;Paldies jums par labi sagatavoto pied\u0101v\u0101jumu, tom\u0113r m\u0113s izl\u0113m\u0101m sl\u0113gt dar\u012bjumu ar citu pieg\u0101d\u0101t\u0101ju&#8230;&#8221;<br \/>\nKas notika? Vai p\u0101rdev\u0113jiem ir iesp\u0113jams izvair\u012bties no \u0161\u0101diem zaud\u0113jumiem? Analiz\u0113jot dar\u012bjuma zaud\u0113juma vai uzvaras iemeslus, run\u0101jot ar p\u0101rdev\u0113jiem un p\u0101rdo\u0161anas vad\u012bt\u0101jiem, secin\u0101j\u0101m, ka visbie\u017e\u0101k \u0161\u0101dus nepat\u012bkamus p\u0113d\u0113j\u0101 br\u012b\u017ea p\u0101rsteigumus sag\u0101d\u0101 divas probl\u0113mas:<\/p>\n<p>1) p\u0101rdev\u0113jiem nav pietiekamas inform\u0101cijas par to, k\u0101 tiek pie\u0146emti l\u0113mumi, kas ir patiesie gal\u012bg\u0101 l\u0113muma ietekm\u0113t\u0101ji klienta organiz\u0101cij\u0101, ko l\u0113m\u0113ji dom\u0101 par p\u0101rdev\u0113ju;<br \/>\n2) p\u0101rdev\u0113jiem nav inform\u0101cijas par to, ko dara konkurenti, lai v\u0101jin\u0101tu vi\u0146u un stiprin\u0101tu savas poz\u012bcijas.<\/p>\n<p>T\u0101 m\u0113dz gad\u012bties, t\u0101p\u0113c padom\u0101sim, k\u0101 izvair\u012bties no \u0161\u0101d\u0101m situ\u0101cij\u0101m. \u0160oreiz piev\u0113rs\u012bsimies pirmajai no min\u0113taj\u0101m probl\u0113m\u0101m. <\/p>\n<p>Korporat\u012bvo dar\u012bjumu <em>bizness\u2013biznesam<\/em> pasaul\u0113 iepirkumu l\u0113mumos ir iesaist\u012bti vair\u0101ki klientu organiz\u0101cijas departamenti, ir vair\u0101ki cilv\u0113ki, kuri dar\u012bjumam var pateikt <em>n\u0113,<\/em> bet ar\u012b gal\u012bg\u0101 <em>j\u0101<\/em> l\u0113muma pie\u0146em\u0161anai vajadz\u012bga vair\u0101ku atbild\u012bgo darbinieku piekri\u0161ana. L\u0113mumi, kuros klienta organiz\u0101cijai ir j\u0101izv\u0113las komplekss vai\/un d\u0101rgs risin\u0101jums, parasti tiek pie\u0146emti ilg\u0101k\u0101 termi\u0146\u0101, vair\u0101kos so\u013cos, p\u0101rvarot da\u017e\u0101dus organizatoriskus \u0161\u0137\u0113r\u0161\u013cus.<\/p>\n<p>Lai saprastu un paredz\u0113tu notikumus klientu l\u0113mumu pie\u0146em\u0161anas proces\u0101 un iepaz\u012btu svar\u012bg\u0101kos sp\u0113l\u0113t\u0101jus, p\u0101rdev\u0113jam ir j\u0101veido ilgtermi\u0146a attiec\u012bbas ar vair\u0101kiem cilv\u0113kiem klienta organiz\u0101cij\u0101, kuri sp\u0113s sniegt inform\u0101ciju un atbildes uz b\u016btiskiem jaut\u0101jumiem. Kontaktu veido\u0161an\u0101 ieguld\u012btais darbs atmaks\u0101sies, kad b\u016bs izveidots attiec\u012bbu un inform\u0101cijas pamats konkurences strat\u0113\u0123ijai.<\/p>\n<p><strong>K\u0101 notiek lem\u0161anas process?<\/strong><\/p>\n<p>Lai saglab\u0101tu l\u012bderpoz\u012bcijas konkurences situ\u0101cij\u0101, jums j\u0101izp\u0113ta k\u0101, k\u0101p\u0113c un kas pie\u0146em l\u0113mumus. Tas noz\u012bm\u0113, ka jums j\u0101izprot, k\u0101di ir l\u0113mumu pie\u0146em\u0161anas so\u013ci, kas ir l\u0113mumu pie\u0146\u0113m\u0113ji, k\u0101di b\u016bs gal\u012bg\u0101 l\u0113muma pie\u0146em\u0161anas krit\u0113riji. L\u0113mumu pie\u0146em\u0161anas process da\u017e\u0101d\u0101s organiz\u0101cij\u0101s at\u0161\u0137iras un ar\u012b main\u0101s atkar\u012bb\u0101 no situ\u0101cijas (l\u0113muma strat\u0113\u0123isk\u0101 ietekme, bud\u017eets, pieredze l\u012bdz\u012bgos dar\u012bjumos, ekonomisk\u0101 situ\u0101cija). Kompleksi risin\u0101jumi, kas prasa augst\u0101kas izmaksas, noz\u012bm\u0113 ar\u012b sare\u017e\u0123\u012bt\u0101ku lem\u0161anas procesu: tas notiek vair\u0101kos posmos, ir vair\u0101k iesaist\u012bto cilv\u0113ku. Ja l\u0113mums noz\u012bm\u012bg\u0101ks, tiek veidota iepirkumu komisija un\/vai grupa, kas atbild par potenci\u0101lo pieg\u0101d\u0101t\u0101ju atlasi. Par bud\u017eetu atbild\u012bgais parasti ir organiz\u0101cijas vad\u012bbas p\u0101rst\u0101vis, kuram ir ties\u012bbas pie\u0146emt gala l\u0113mumu. \u0160\u012b persona, iesp\u0113jams, ir ieinteres\u0113ta iesaist\u012bties l\u0113muma pie\u0146em\u0161an\u0101 tikai tad, kad s\u0101kotn\u0113j\u0101 pretendentu atlase jau notikusi, neveltot pa\u0161am procesam tik daudz laika. Konkur\u0113tsp\u0113ja s\u0101kas ar to, cik labi saprotam klienta organiz\u0101cij\u0101 notieko\u0161os l\u0113mumu pie\u0146em\u0161anas procesus.<\/p>\n<p><strong>K\u0101di ir lem\u0161anas krit\u0113riji?<\/strong><\/p>\n<p>Jaut\u0101jums par l\u0113mumu pie\u0146em\u0161anas krit\u0113rijiem k\u013c\u016bst \u012bpa\u0161i sare\u017e\u0123\u012bts, ja mums ir zin\u0101mi tikai ofici\u0101lie krit\u0113riji, kuri tiek izkl\u0101st\u012bti visiem konkurentiem. Visgodpr\u0101t\u012bg\u0101kais iepirkuma pras\u012bbu sast\u0101d\u012bt\u0101js nevar iek\u013caut ofici\u0101l\u0101 dokument\u0101 visus l\u0113muma ietekm\u0113t\u0101ju viedok\u013cus, ba\u017eas, \u0161aubas, idejas, patiku, nepatiku, kas liek nosliekties par labu k\u0101dam no gandr\u012bz l\u012bdzv\u0113rt\u012bgiem konkurentiem. Prasm\u012bgs p\u0101rdev\u0113js laikus cen\u0161as iepaz\u012bt visu l\u0113muma pie\u0146em\u0161an\u0101 iesaist\u012bto personu viedok\u013cus un intereses. Piem\u0113ram, iep\u0113rkot jaunu IT sist\u0113mu, klienta datorspeci\u0101listus interes\u0113 tehniskie parametri, bet lietot\u0101ji v\u0113las, lai sist\u0113mu b\u016btu viegli apg\u016bt, savuk\u0101rt finan\u0161u mened\u017eeris r\u016bp\u0113sies par ienes\u012bguma pamatojumu.<\/p>\n<p>Nepietiek, ja zin\u0101m, k\u0101di ir katra l\u0113muma ietekm\u0113t\u0101ja da\u017e\u0101die l\u0113mumu pie\u0146em\u0161anas krit\u0113riji un priorit\u0101tes, svar\u012bgi ir saprast ar\u012b to, cik liela ietekme uz gal\u012bgo l\u0113mumu ir katram no tiem, k\u0101da ir katra l\u0113mumu ietekm\u0113t\u0101ja attieksme pret m\u016bsu pied\u0101v\u0101jumu.<br \/>\nPieredze r\u0101da, ka visbie\u017e\u0101k p\u0101rsteidzo\u0161as neveiksmes dar\u012bjumu sl\u0113g\u0161anas galotn\u0113 gad\u0101s, ja p\u0101rdev\u0113ji nav atradu\u0161i atbildes uz b\u016btiskiem jaut\u0101jumiem.<\/p>\n<ul>\n<li>K\u0101da ir katra l\u0113m\u0113ja ietekme uz l\u0113mumu?<\/li>\n<li>Kuram l\u0113m\u0113jam ir visliel\u0101k\u0101 ietekme, pie\u0146emot gala l\u0113mumu?<\/li>\n<li>K\u0101 katrs no l\u0113m\u0113jiem v\u0113rt\u0113 mani un manus konkurentus?<\/li>\n<\/ul>\n<p>Var gad\u012bties, ka ir sare\u017e\u0123\u012bti izp\u0113t\u012bt, kas \u012bsti ir tie, kuri piedal\u0101s lem\u0161anas proces\u0101, it \u012bpa\u0161i tad, ja mums paz\u012bstam\u0101 kontaktpersona apgalvo, ka ir galvenais\/galven\u0101 l\u0113m\u0113ja. Daudzi p\u0101rdev\u0113ji kautr\u0113jas paskat\u012bties savai kontaktpersonai <em>aiz muguras,<\/em> tom\u0113r \u013coti svar\u012bgi ir zin\u0101t, kas ir patiesie sp\u0113l\u0113t\u0101ji l\u0113mumu pie\u0146em\u0161anas proces\u0101, k\u0101da ir katra loma un ietekme. Vislab\u0101k b\u016btu l\u016bgt pal\u012bdz\u012bbu m\u016bsu pa\u0161reiz\u0113jai kontaktpersonai, lai preciz\u0113tu, k\u0101 tiek pie\u0146emti l\u0113mumi vi\u0146u organiz\u0101cij\u0101, kas ir l\u0113mumu ietekm\u0113t\u0101ji.<\/p>\n<p>Nekautr\u0113jieties jau laikus, veidojot attiec\u012bbas klienta uz\u0146\u0113mum\u0101, noskaidrot b\u016btisk\u0101kos jaut\u0101jumus.<\/p>\n<ul>\n<li>No k\u0101das noda\u013cas, projekta bud\u017eeta \u0161is pirkums tiks apmaks\u0101ts? Kas parakst\u012bs finan\u0161u l\u012bgumu?<\/li>\n<li>Kas j\u016bsu organiz\u0101cij\u0101 ir \u0161\u012bs jomas speci\u0101listi, kurus j\u016bs pieaicin\u0101t l\u0113mumu pie\u0146em\u0161an\u0101?<\/li>\n<li>Kam v\u0113l ir svar\u012bgs \u0161\u012b dar\u012bjuma, projekta rezult\u0101ts?<\/li>\n<\/ul>\n<p>Ja p\u0101rdev\u0113js ir ieguvis atbildes uz saviem jaut\u0101jumiem, tad viegl\u0101k ir veidot attiec\u012bbas ar cilv\u0113kiem, kuri ietekm\u0113 l\u0113mumus un var past\u0101st\u012bt v\u0113l vair\u0101k par saviem apsv\u0113rumiem, m\u0113r\u0137iem un lem\u0161anas procesu.<\/p>\n<p><strong>Kam ir ietekme uz lem\u0161anas procesu, cik liela ietekme?<\/strong><\/p>\n<p>Ja esam uzzin\u0101ju\u0161i, k\u0101di ir pirk\u0161anas l\u0113muma krit\u0113riji, k\u0101di cilv\u0113ki ir iesaist\u012bti lem\u0161anas proces\u0101, k\u0101da ir vi\u0146u loma, svar\u012bgi ir turpin\u0101t izp\u0113ti, rakt dzi\u013c\u0101k! Nereti gad\u0101s t\u0101, ka p\u0101rdev\u0113js tom\u0113r nepamana, ka k\u0101da svar\u012bga, l\u0113mumu ietekm\u0113jo\u0161a persona sp\u0113l\u0113 konkurentu pus\u0113, t. i., <em>fano<\/em> par j\u016bsu pretinieku komandu. T\u0101 tie\u0161\u0101m var b\u016bt gr\u016bti p\u0101rvarama barjera p\u0101rdo\u0161anas proces\u0101. Katrs no mums zina k\u0101du piem\u0113ru, kad pirc\u0113ja p\u0101rst\u0101vim ir \u012bpa\u0161i laba iepriek\u0161\u0113ja sadarb\u012bba un attiec\u012bbas ar k\u0101du no konkur\u0113jo\u0161iem pieg\u0101d\u0101t\u0101jiem vai, glu\u017ei otr\u0101di, iepriek\u0161\u0113j\u0101s pieredzes saboj\u0101tas attiec\u012bbas. Iesp\u0113jams, atceraties ar\u012b situ\u0101cijas, kad iepriek\u0161 neapzin\u0101tas person\u012bgas vai grupu intereses p\u0101rvelk sv\u012btru labi sagatavotam pied\u0101v\u0101jumam.<\/p>\n<p>Var tikai v\u0113lreiz atk\u0101rtot, ka p\u0101rdev\u0113jam svar\u012bgi veidot p\u0113c iesp\u0113jas pla\u0161u kontaktu loku, j\u0101prot uzdot jaut\u0101jumi, lai izp\u0113t\u012btu savstarp\u0113j\u0101s sakar\u012bbas, sl\u0113pt\u0101s dienask\u0101rt\u012bbas, ietekm\u0113t\u0101ju grupas, k\u0101 ar\u012b mums labv\u0113l\u012bgos vai nelabv\u0113l\u012bgos l\u0113m\u0113ju aizspriedumus.<\/p>\n<p>Ja esat izp\u0113t\u012bju\u0161i katra l\u0113m\u0113ja patieso ietekmi uz l\u0113mumu un t\u0101 attieksmi pret jums, atz\u012bm\u0113jiet l\u0113m\u0113jus <em>L\u0113mumu ietekm\u0113\u0161anas matric\u0101<\/em> un izmantojiet \u0161o matricu, pl\u0101nojot darbu ar klientu. Formul\u0113jiet savas p\u0101rdo\u0161anas strat\u0113\u0123ijas darb\u0101 ar kontaktperson\u0101m konkr\u0113tajam dar\u012bjumam:<\/p>\n<ul>\n<li>izdom\u0101jiet, k\u0101 IZMANTOT pozit\u012bvo sadarb\u012bbu ar ietekm\u012bgiem  l\u0113m\u0113jiem, kuriem ir pozit\u012bva attieksme pret jums. K\u0101 pan\u0101kt \u0161o l\u0113m\u0113ju viedok\u013ca liel\u0101ku atbalsi vis\u0101 organiz\u0101cij\u0101, k\u0101 izmantot atsauksmes uz tiem, k\u0101 l\u016bgt atbalstu, k\u0101 p\u0101rliecin\u0101ties, ka patiesi izprotat \u0161o personu m\u0113r\u0137us;<\/li>\n<li>izdom\u0101jiet, k\u0101 IZCELT tos l\u0113m\u0113jus, kuru attieksme pret jums ir pozit\u012bva, bet ietekme sav\u0101 organiz\u0101cij\u0101 ne visai augsta. K\u0101 spodrin\u0101t \u0161o cilv\u0113ku reput\u0101ciju, sniedzot par tiem pozit\u012bvas atsauksmes vad\u012bbai, aicinot uz svar\u012bg\u0101m p\u0101rrun\u0101m, k\u0101 iesaist\u012bt p\u0101rrunu proces\u0101, k\u0101 atbalst\u012bt un palielin\u0101t to lomu projekt\u0101;<\/li>\n<li>ar l\u0113m\u0113jiem, kuru ietekme ir augsta, bet attieksme pret jums ne tik pozit\u012bva, nepiecie\u0161amas str\u0101d\u0101t un P\u0100RLIECIN\u0100T par ieguvumiem, vispirms v\u0113l r\u016bp\u012bg\u0101k izzinot to intereses, pier\u0101dot, ka varam pal\u012bdz\u0113t t\u0101s \u012bstenot, censties izprast, k\u0101di neatbild\u0113ti jaut\u0101jumi un ba\u017eas sl\u0113pjas aiz to iebildumiem;<\/li>\n<li>savuk\u0101rt personas klienta organiz\u0101cij\u0101, kuru ietekme ir zema un attieksme pret jums negat\u012bva, ieteicams censties p\u0113c iesp\u0113jas IZOL\u0112T no l\u0113mumu pie\u0146em\u0161anas procesa, tom\u0113r uztur\u0113t ar tiem kontaktu, s\u016bt\u012bt pozit\u012bvas zi\u0146as par sevi un, ja to \u013cauj laiks un resursi, censties p\u0101rliecin\u0101t.<\/li>\n<\/ul>\n<p>Lai ar\u012b k\u0101du ietekm\u0113\u0161anas strat\u0113\u0123iju j\u016bs izv\u0113l\u0113tos, svar\u012bg\u0101kais ir uzzin\u0101t visu iesp\u0113jamo par l\u0113m\u0113jiem, par to interes\u0113m, lomu, ietekmi un n\u0101kotnes pl\u0101niem. Ja p\u0101rdev\u0113js nepapla\u0161ina savu kontaktu loku klienta organiz\u0101cij\u0101, bet paliek tikai pie eso\u0161aj\u0101m kontaktperson\u0101m, ir liel\u0101ka iesp\u0113jam\u012bba, ka durvis pie klienta jau atv\u0113ris konkurents. Atcerieties, ka visefekt\u012bv\u0101k\u0101 p\u0101rdo\u0161ana notiek probl\u0113mu formul\u0113\u0161anas posm\u0101, str\u0101d\u0101jot kop\u0101 ar klientu. Ja iesaist\u012bsities tikai probl\u0113mu risin\u0101\u0161anas posm\u0101, var b\u016bt jau par v\u0113lu kaut ko main\u012bt klientu l\u0113mumos.<\/p>\n<p><strong>L\u0113mumu ietekm\u0113\u0161anas matrica<\/strong><\/p>\n<p><em>Teksts: J\u0100NIS STRAUM\u0112NS<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Caursp\u012bd\u012bgas, labi izprotamas iepirkumu proced\u016bras ir god\u012bgas konkurences priek\u0161noteikums. Tom\u0113r jebkur\u0101 sp\u0113l\u0113, ar\u012b iepirkumos, ir uzvar\u0113t\u0101ji un zaud\u0113t\u0101ji. Profesion\u0101la p\u0101rdev\u0113ja instruments ir ne tikai r\u016bp\u012bgi sagatavots tehniskais un finan\u0161u pied\u0101v\u0101jums. Iepirkumu procesa \u0101r\u0113ji neredzam\u0101 da\u013ca ir&#8230;<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"_links":{"self":[{"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=\/wp\/v2\/posts\/1717"}],"collection":[{"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=1717"}],"version-history":[{"count":0,"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=\/wp\/v2\/posts\/1717\/revisions"}],"wp:attachment":[{"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=1717"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=1717"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/zurnalsiepirkumi.lv\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=1717"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}