POWER OF PROCUREMENT

MAY THE SOURCE BE WITH YOU!

Dana M. Harris - MPA,CPPO,GCPA

Department of

Administrative

Services

Agency Sourcing

Team

Background and Experience…

• Almost 20 years working in the Public sector

• Grants and Contract Administration (from concept

to close out)

• Experienced at all levels of the enterprise, from

“worker bee” to supporting the “C” Suite

Today’s objective…

Understand how to use the power of

market research as a force to the

source of supply

The Power of Market Research is the

Force of the Source….

Provides credibility to being a trusted Procurement Partner

Positions the buyer to negotiate the best alternatives based on market dynamics

Provides strategies and structure to hit targets

Why is it powerful to conduct market

research before buying?

Create an advantage buy finding key

knowledge about the industry

Find options when you don’t know exactly

what you need

Information justifies procurement approach

Privatized management of operations,

Technology and Information System support,

IV&V, Actuarial and Auditing Services,

Agreements for equipment and facilities

Construction and repair of roads and structures

Determine funding request or for a business case

The Challenge to find the “right”

goods and services

Where is the right place to find the

sources of supply?

Speak with Suppliers to obtain information

about their capabilities.

Read industry chronical materials and

certifying bodies to help distinguish

performance qualities.

Survey users about their experiences.

The Market…What is available?

Review Business Chronical, Trade publications, current and past periodicals

Look for differences in competitors and think about strategies for a model to entice competition

Contact suppliers to confirm their knowledgably about responding to opportunities

Analyze Results

Ask the Stakeholder to review the Supplier profile

Determine if the business model of the Stakeholder and Supplier can be matched

Speak to procurement professionals about their experience buying from the same or a similar source

What is the right price for sources of

supply?

Determine fair and reasonable costs by using a comparison from user’s invoices / contracts.

Look at prices offered by more than one supplier and compare the differences in the offering.

Survey suppliers about their cost models. Comparable prices can be obtained through open records.

Confirm with the Stakeholder

Offer sample options found in the market , refer Stakeholders to review information to confirm if results are on the “right track”

Ask for recommendations from professionals about their supplier experiences

Look at similar procurement strategies employed for similar procurement events

Does your Stakeholder require a

diverse set of suppliers?

Assess the Supplier community , Find suppliers who match the Key Stakeholder’s expectations.

Document the differences in business models

Communicate the results of the market research to the Key Stakeholder for confirmation

Be prepared to adjust the target to your supplier Source based on feedback from the Stakeholder

Qualities of a strong solicitation

strategy

1. Follows a Procurement Methodology

2. Involves Stakeholders! Knowledge is power….

3. Reveals the strengths and weaknesses of the Supplier

4. Creates competitive advantage

Qualities of a strong solicitation

strategy

Follows a Procurement Methodology

Reveals the strengths and weaknesses of the Supplier

Creates competitive advantage

Involves Stakeholders! Knowledge is power….

Prove you have the Force

The successful professional will demonstrate their prowess using market

research to meet Stakeholder expectations

Problem :

Link to Video:

https://www.youtube.com/watch?v=IOqf7DppNmY&feature=youtu.be

? ? ?(Video plays while materials are handed out for the game/exercise)

Rules of the Galaxy

Open your envelopes and identify your Role

Roles include at least 1 Jedi Apprentice (Procurement Professional) and Stakeholders

Use the Wookeepedia reference guide to conduct market research about Suppliers

What is your Role?

Stakeholder/ Primary Users – Will have the description of needs to be sourced…..

Source/ Supplier – Will have their unique capabilities

Jedi Apprentice / Procurement Advisor – Will have Source Sensitivity

( Responsible for Linking the Key Stakeholder to the Supplier)

On the right track…..

Confirm

Questions

Stakeholder

Solution

Market