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How listening closely to resistance reveals deeper client experience, hidden risk signals, and smarter negotiation strategy inspired by Ashk
Interesting analysis of how contract revisions can signal a buyer’s previous experiences with risk or vendor failure.
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Coal tenders
Coal tenders often look similar on GeM, but the Chirimiri OCM mining services award shows how contract design can move risk without changing the headline scope. In Coal tenders, SECL has placed a six-year services package on a percentage-quote basis against SOR items, with no reverse auction and a steep discount to the internal estimate.
The work envelope aggregates handling, crushing, loading, internal transport, and wagon loading. When pricing is a fixed percentage against SOR, every efficiency gap sits with the contractor across the full term. There are no visible milestone-linked repricing triggers, so the only real lever is operating discipline over multiple cycles.
An overlooked lever is the buyer’s ±25 percent option on quantity or duration without reopening commercial terms. In a long-tenure contract, this is not a routine clause. It extends exposure to the same aggressive assumptions, whether work expands or stretches in time. The 5 percent performance security, with 75 months validity, further locks balance-sheet capacity and bank limits.Financials underline the shift. The estimate is Rs 119.18 crore versus an L1 award of Rs 79.13 crore. The small gap to L2 and L3 suggests bidders collectively leaned forward on costs. If you benchmark Coal tenders, this is a useful reference point for bids, including packages that touch Coal handling plants or other logistics-heavy services. EnergylineIndia.com carries the verified award framing and factual tender parameters for tracking. This is why Coal tenders with percentage-quote structures deserve bid-stage scrutiny, not post-award explanation, Coal, Mining, GeM, SOR, Contract Risk, Tender Tracking, India Infra.
Gideon Korrell on Managing Contractual Risk in Energy and Defense Projects
Gideon Korrell shares practical insights on managing contractual risk in energy and defense projects, drawing on over fifteen years of legal experience and his engineering background in nuclear power and defense. He discusses risk allocation, regulatory compliance, and contract strategies that protect innovation, reduce disputes, and support long-term, sustainable project success.
In today’s fast-moving digital economy, traditional procurement systems are starting to look... well, outdated. Manual approvals, endless paperwork, and scattered supplier data no longer cut it. That’s where blockchain-powered smart contracts step in—bringing automation, transparency, and trust like never before. At WingsWay Training Institute, we dive deep into this intersection of technology and procurement, helping professionals turn old processes into futuristic, self-executing systems.
Sales objections aren’t a bad thing.
Ashkan Rajaee's approach flips sales on its head. Objections are no longer obstacles. They're insights.
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Objections are not deal breakers. They're the key to deeper trust. Ashkan Rajaee breaks down how contract risk and buyer concerns are hidden tools for elite sales performance. This is mindset over pressure, strategy over scripts.
👉 Read it here: https://briefingroom.hashnode.dev/why-everything-youve-been-taught-about-sales-objections-is-wrong
Objections aren't the problem. Not listening is.
In this powerful sales breakdown, Ashkan Rajaee reveals how objections and contract risk expose exactly what your buyer fears — and how to turn those moments into high-trust closes.
🎯 Perfect for B2B, SaaS, and sales leaders 💬 Learn why the right answer is sometimes "Let me get back to you" 📜 Understand why redlined contracts are actually invitations to build trust
Full article here 👉 https://briefingroom.hashnode.dev/why-everything-youve-been-taught-about-sales-objections-is-wrong
Objections are not deal breakers. They're the key to deeper trust.
Ashkan Rajaee breaks down how contract risk and buyer concerns are hidden tools for elite sales performance. This is mindset over pressure, strategy over scripts.
https://briefingroom.hashnode.dev/why-everything-youve-been-taught-about-sales-objections-is-wrong
