Table A1. Customer attractiveness...

Table A1.

Customer attractiveness factors by type of procurement and on a case basis

Driver	Customer attractiveness factors	Efficient food	Efficient transport	Technological device	Technological system	Adapted service	Adapted alliance	Experimental solution	Experimental platform
Market growth	Opportunities for business expansion (reproduction, scalability), in Finland or internationally				TEC2			EXP1, EXP2	EXP5, EXP6, EXP7
	Opportunity to learn from demand and future needs		EFF2		TEC2	ADA2, ADA3	ADA4	EXP3	EXP6
	Reference for getting new customers	EFF1			TEC2, TEC3	ADA1, ADA2, ADA3	ADA4, ADA5	EXP1, EXP2, EXP3	EXP6, EXP7
	Size of the customer	EFF1			TEC2, TEC3	ADA1, ADA3	ADA5	EXP1, EXP2, EXP3, EXP4
	Visibility, local/international		EFF2						EXP7
	Getting positive company image								EXP7
Risk	Win-win situation to all parties					ADA1
	Financial solvency of the customer	EFF1	EFF3			ADA1		EXP3
	Reliability of the customer						ADA4		EXP5
	Business stability						ADA4	EXP2, EXP4
	Comply with what is agreed					ADA2
Technological	Solution-oriented approach				TEC2	ADA2		EXP4	EXP7
	Trial and piloting opportunities					ADA3		EXP1	EXP6, EXP7
	Diverse, competent and smooth use of practices to purchases	EFF1				ADA2		EXP1, EXP4	EXP5
	Modern approach in procurement							EXP2, EXP4
	Strategic approach in procurement				TEC2
	Ability to manage changes							EXP2
	Capabilities in procurement law					ADA1		EXP4
	Substance knowledge								EXP5
	Agility in decision-making							EXP2
	Ability to collaborate in development, codevelopment				TEC2, TEC3	ADA2, ADA3	ADA4, ADA5	EXP1	EXP5, EXP7
	Development orientation, activity and development projects			TEC1	TEC2, TEC3	ADA3	ADA4	EXP1, EXP2, EXP3	EXP6, EXP7
	Opportunity to develop supplier’s own product, service or activities				TEC3	ADA2, ADA3	ADA4	EXP3	EXP5, EXP7
	Pioneering in the public sector								EXP5, EXP6, EXP7
	Future-orientation approach				TEC2				EXP5
	Ability to make future projects visible to suppliers				TEC2			EXP3	EXP7
Economic	Business, profit	EFF1	EFF2, EFF3	TEC1	TEC2, TEC3	ADA1, ADA3	ADA5	EXP1, EXP3, EXP4	EXP6, EXP7
	Volume	EFF1	EFF2	TEC1	TEC2, TEC3	ADA1	ADA5	EXP3
	Constant revenue on a long-term basis	EFF1	EFF2, EFF3	TEC1		ADA1	ADA4, ADA5	EXP2	EXP5
	Value-orientation				TEC2			EXP1	EXP7
	Customer cost awareness						ADA5
Social	Interactivity, culture of dialogue	EFF1	EFF2		TEC2, TEC3	ADA2, ADA3	ADA4, ADA5	SP1	EXP5, EXP7
	Nearby location					ADA1	ADA5
	Familiarity with the customer			TEC1		ADA2		EXP2, EXP4
	Partnership orientation				TEC3	ADA2, ADA3		EXP4	EXP7
	Possibility of long-term cooperation					ADA3		EXP2, EXP4	EXP5
	Simplicity of cooperation			TEC		ADA2, ADA3
Societal	Opportunity to make a societal impact					ADA2	ADA4	EXP4	EXP7
	Opportunity to develop public operations by sharing good practices							EXP4
	Possibility to follow the societal development (needs)						ADA4	EXP4	EXP7

Driver	Customer attractiveness factors	Efficientfood	Efficienttransport	Technologicaldevice	Technologicalsystem	Adaptedservice	Adaptedalliance	Experimentalsolution	Experimentalplatform
Market growth	Opportunities for business expansion (reproduction, scalability), in Finland or internationally				TEC2			EXP1, EXP2	EXP5, EXP6, EXP7
	Opportunity to learn from demand and future needs		EFF2		TEC2	ADA2, ADA3	ADA4	EXP3	EXP6
	Reference for getting new customers	EFF1			TEC2, TEC3	ADA1, ADA2, ADA3	ADA4, ADA5	EXP1, EXP2, EXP3	EXP6, EXP7
	Size of the customer	EFF1			TEC2, TEC3	ADA1, ADA3	ADA5	EXP1, EXP2, EXP3, EXP4
	Visibility, local/international		EFF2						EXP7
	Getting positive company image								EXP7
Risk	Win-win situation to all parties					ADA1
	Financial solvency of the customer	EFF1	EFF3			ADA1		EXP3
	Reliability of the customer						ADA4		EXP5
	Business stability						ADA4	EXP2, EXP4
	Comply with what is agreed					ADA2
Technological	Solution-oriented approach				TEC2	ADA2		EXP4	EXP7
	Trial and piloting opportunities					ADA3		EXP1	EXP6, EXP7
	Diverse, competent and smooth use of practices to purchases	EFF1				ADA2		EXP1, EXP4	EXP5
	Modern approach in procurement							EXP2, EXP4
	Strategic approach in procurement				TEC2
	Ability to manage changes							EXP2
	Capabilities in procurement law					ADA1		EXP4
	Substance knowledge								EXP5
	Agility in decision-making							EXP2
	Ability to collaborate in development, codevelopment				TEC2, TEC3	ADA2, ADA3	ADA4, ADA5	EXP1	EXP5, EXP7
	Development orientation, activity and development projects			TEC1	TEC2, TEC3	ADA3	ADA4	EXP1, EXP2, EXP3	EXP6, EXP7
	Opportunity to develop supplier’s own product, service or activities				TEC3	ADA2, ADA3	ADA4	EXP3	EXP5, EXP7
	Pioneering in the public sector								EXP5, EXP6, EXP7
	Future-orientation approach				TEC2				EXP5
	Ability to make future projects visible to suppliers				TEC2			EXP3	EXP7
Economic	Business, profit	EFF1	EFF2, EFF3	TEC1	TEC2, TEC3	ADA1, ADA3	ADA5	EXP1, EXP3, EXP4	EXP6, EXP7
	Volume	EFF1	EFF2	TEC1	TEC2, TEC3	ADA1	ADA5	EXP3
	Constant revenue on a long-term basis	EFF1	EFF2, EFF3	TEC1		ADA1	ADA4, ADA5	EXP2	EXP5
	Value-orientation				TEC2			EXP1	EXP7
	Customer cost awareness						ADA5
Social	Interactivity, culture of dialogue	EFF1	EFF2		TEC2, TEC3	ADA2, ADA3	ADA4, ADA5	SP1	EXP5, EXP7
	Nearby location					ADA1	ADA5
	Familiarity with the customer			TEC1		ADA2		EXP2, EXP4
	Partnership orientation				TEC3	ADA2, ADA3		EXP4	EXP7
	Possibility of long-term cooperation					ADA3		EXP2, EXP4	EXP5
	Simplicity of cooperation			TEC		ADA2, ADA3
Societal	Opportunity to make a societal impact					ADA2	ADA4	EXP4	EXP7
	Opportunity to develop public operations by sharing good practices							EXP4
	Possibility to follow the societal development (needs)						ADA4	EXP4	EXP7

Source(s): Authors’ own work

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