Early interaction among public and private actors in public procurement: a boundary work perspective

Purpose This study aims to explore the boundary work strategies of buyers and suppliers during the early interaction phases of the public procurement process. It also examines how those strategies influence the transition from traditional arm’s-length interaction to relational interaction. Design/methodology/approach A qualitative embedded case study examines boundary work in the early phases of public procurement of catering and home nursing services. Findings The pre-tender phase requires balancing formal procurement rules and relational practices, which can hamper the boundary work that promotes relational interaction. The early post-tender phase complements the pre-tender phase by promoting relational interaction, considering that suitable boundary work strategies are applied. Practical implications This study provides insights into how boundary work strategies applied influence relational interaction in public procurement. Trust-building and a rethinking of established procurement practices are necessary to implement relational pre-tender interactions without compromising equality principles. Early post-tender interaction is critical in strengthening collaboration and addressing challenges inherent in the pre-tender phase. Social implications This study provides insights into the challenges of the early phases of interaction in public procurement, addressing the gap between policy goals and their implementation. Originality/value This study contributes to public–private interaction research by conceptualising dynamic interaction patterns and how they emerge in the early phases of the procurement process and to the understanding of relational interaction development by demonstrating the influence of multi-organisational boundaries on such interaction. The study highlights the role of early post-tender interaction in boundary-crossing.