Competitive Negotiations: A Playbook for High-Risk Public Procurements
From NASPO Pulse by National Association of State Procurement Officials
February 17, 2026 · 37 min · Season 7 · Episode 3
About this episode
The episode discusses South Carolina's competitive negotiations model for high-risk public procurements.
With Delbert Singleton Jr. and Stacy Adams, we dive into South Carolina’s competitive negotiations model—a source selection method designed for high-stakes buys like ERP, digital services, and cloud—where the team establishes a competitive range and negotiates in parallel with multiple finalists. By moving beyond apples-to-apples checklists, we explore how trade‑offs, enhancements, and smarter risk allocation can surface more value than a traditional RFP ever could. We walk through the full ...
People in this episode
Guests: Delbert Singleton Jr., Stacy Adams
Topics covered
- competitive negotiations
- public procurement
- risk allocation
- value creation
- source selection
Keywords
- competitive negotiations
- public procurement
- ERP
- digital services
- cloud
- risk allocation
- value creation
Mentioned in this episode
Organizations: South Carolina, ERP, digital services, cloud
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