Mining for ValueBy: Steve Krueger

Committed to Your profession

Improving Your Craft

A Champion for Taxpayers

Advancing Your Career

A High Achiever

Congratulations!

Develops Master Contracts

Contracts Extensively Scrutinized

“Best Buy” Keeps us Honest

“Best Value” is our Business

Business Partnerships

Office of State Procurement

Strategic Thinker

Strong Communicator

Interpretive Skills

Leadership Qualities

Commitment to Excellence

Success Factors

What is Best Value?

Satisfies Client Needs

Reasonably Priced

Safe for Environment

Good for Washington

Optimized Contract Terms

Discrimination?

Cultivating New Relationships

Challenging the status quo

Keeping WA Dollars In-State

Finding a good fit

Supplier Diversity

WEBS 9752

Driving the Right Behavior

Challenge Current Practices

Service and Support

Optimizing Opportunity

Operational Efficiencies

Uncovering the Value Proposition

Distinguishing Characteristics

Better the Offer

But Wait, There’s More!

What’s Acceptable?

Negotiation Script

Offer Optimization

EPP Case Study

Lamp Life

Installation Cost

Recycle Cost

Energy Cost

Mercury Volume

Strategic Sourcing—Case Study

Tank Profiles

Keep Full

Delivery Fee + Fuel Charge

Fuel Specifications

EPP

Survey your environment

Got to Dig to Find Gold

The Deeper the Better

The Reward is Precious

Catch the Fever!

Conclusion