What Is Contracting Intelligence? (WELCOME)
“Evans stressed the importance for government buyers to “put out has much information as possible to remove any barriers or perceived barriers for suppliers.”
While Evans stressed the importance of reaching out and engaging as many suppliers as possible, especially with large IT acquisitions, as it is virtually impossible for a buyer to “know what all the technologies are in terms of what is out there (in the market), the need for greater clarity in terms of articulating what service the government wants to provide and how it is different from what is currently in place or is known is crucial.
This according to the former US Federal Government CIO, provides vendors with the ability to clearly state and demonstrate how their solution is going to get the job done.
The clarity to which Evans referred also extends to providing a meticulous outline as to how vendor solutions and capabilities are going to be evaluated by the government, as it can reduce the potential for challenges or protests of contract awards down the road.”
from the April 27th, 2010 PI Window on Business broadcast with Karen Evans (former U.S. Government CIO under the Bush Administration)
“In order to succeed, we need not only to innovate in the products and services we produce, but also in the ways that we make their acquisition possible. Today, the erosion of borders means that we are competing both to sell and to buy in almost every corner of the world. As was observed in the recent IBM Global CEO Study, this has resulted in unanticipated levels of complexity, as we try to make sense of the best ways to structure and manage our business relationships.”
from the June 29th, 2010 Commitment Matters Blog by IACCM CEO Tim Cummins
The above referenced quotes from industry experts are just a small sampling of those highlighting the many challenges associated with effectively engaging suppliers through the Request For Proposal “RFP” or bid process.
We are of course talking about much more than the latest and greatest technology.
Karen Evans hit the proverbial nail on the head during the April 27th, 2010 Roundtable discussion on “Transparency In Government” when she made the statement that “products” (re technology), does “not replace skill sets.”
It is precisely this point made by the former US Government’s CIO that was and is the impetus behind the establishment of the Contracting Intelligence Blog.
Through this exciting new medium, we will strive to inform and empower both buyers and suppliers in terms of the most effective (and proven) methods for transforming how business relationships are procured , formed, structured and managed so that they might achieve the desired outcomes.
According to UK-based 30 year public sector veteran, and author of the seminal paper “Towards Tesco – improving public sector procurement” Colin Cram, emerging “best or mutual value” methods will eliminate the “huge amount of added cost” which is based on procurement people being more interested in “protecting themselves versus delivering real value.” In the process continued Cram, this will eradicate the “excessive procedures that unnecessarily complicate and hinder supplier participation.”
Experts such as International Association for Contract & Commercial Management (IACCM) Founder and CEO Tim Cummins, whose article “Contract Language: What Is Good Practice?” will be our inaugural post, represents the caliber of the on-going contributions that will be made to the Contracting Intelligence Blog by recognized thought leaders from the world of contracting.
It is our sincere hope that you will come to rely on Contracting Intelligence as one of your most important resources in achieving as Towards Tesco’s Cram succinctly put it, a “better balance between the appearance of transparency and, actually delivering real value for money.”
