Dyadic key activities of performance-based public procurement
| Process phases (modified from Guarnieri and Gomes, 2019) | Performance-based public procurement key activities (modified from Guarnieri and Gomes, 2019; Koivisto, 2018; Selviaridis and Wynstra, 2015) | Value-based selling key activities (modified from Liu and Zhao, 2021; Töytäri et al., 2011) | Interpretation of dyadic key activities |
|---|---|---|---|
| Preprocurement | Identifying potential suppliers | Identifying potential customers | Identifying potential business partner |
| Defining need | Understanding a customer’s business | Building a common understanding of the need | |
| Defining performance | Crafting solutions | Defining outputs/outcomes | |
| Setting targets and metrics | Setting mutual targets | Defining targets and metrics | |
| Contracting | Tendering and contracting | Communicating and offering customer value | Contracting as a result of the tendering process |
| Contract period | Evaluating and reporting performance | Verifying and documenting customer value | Measuring and target monitoring |
| Process phases | Performance-based public procurement key activities (modified from | Value-based selling key activities (modified from | Interpretation of dyadic key activities |
|---|---|---|---|
| Preprocurement | Identifying potential suppliers | Identifying potential customers | Identifying potential business partner |
| Defining need | Understanding a customer’s business | Building a common understanding of the need | |
| Defining performance | Crafting solutions | Defining outputs/outcomes | |
| Setting targets and metrics | Setting mutual targets | Defining targets and metrics | |
| Contracting | Tendering and contracting | Communicating and offering customer value | Contracting as a result of the tendering process |
| Contract period | Evaluating and reporting performance | Verifying and documenting customer value | Measuring and target monitoring |
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