15-16 April 2019
University of Surrey
Europe/London timezone

Improving the win-win rate for Suppliers and Customers involved in the expanding radiometric marketplace

15 Apr 2019, 14:35
15m
University of Surrey

University of Surrey

Guildford, UK

Speaker

Steve Holloway (AWE)

Description

Even within the specialist area of radiation detection applied to nuclear security and safety, the marketplace is flooded with instrument offerings; from hand-held RID’s through to extensive arrays of RPM’s and other networked detector arrays. Whilst such offerings reap the benefits of Supplier skills and investment in quality instrument design and manufacture, less attention is often paid to establishing and publicising the necessary performance characteristics to attract a Customer. This problem - of failure to secure Customer confidence and thereby purchasing commitment - can also be exacerbated by a lack of detailed Customer requirements, borne often of a corresponding lack of expertise to be able to convey requirements to a Supplier in the appropriate technical language. This situation can lead to an impasse which slows the overall procurement process; Supplier and Customer iterating tentatively towards an eventual solution which, even if technically correct, may be non-ideal for many other non-technical reasons, e.g. cost and time over-runs. A perspective is presented on how to address these challenges and thereby improve the win-win rate from both Supplier and Customer viewpoints.

Primary author

Presentation Materials