Information and experience asymmetry
There is a huge information and experience disparity between buyers and sellers.
I have worked on the supply side for public sector IT & Telecoms services for over 25 years and I have NEVER come across a buyer who fully understood:
- what the actual client need is (rather than a 'want' from whoever shouts loudest in the client organisation),
- what they were buying,
- what was technically possible,
- what was commercially feasible or competitive,
- what was realistic from a risk perspective,
- what the interdependencies are with internal or partner teams, processes & technologies.
Our team on the supplier side would be deeply involved in several procurements for one service type every year.
On the buyer side, you are often faced with one person who is (at the time a certain service is being procured - say once every 5 years) just at the right level in their career where they get to do this once. They were too junior the time before and may have moved on to another role the next procurement comes around.
That is not a fair 'fight' and actually not ideal for both the buyer and the seller.