procurement blind spots

Procurement Blind Spots

Alan H. Culpeper, CPPO, VCO

Culpeper County, Virginia

(540) 727-3488

aculpeper@culpepercounty.gov

Blind Spot?

A Purchasing Agent has the integrity to face facts, and the courage not to

be intimidated by them.

Procurement Blind Spots Explore Sources of Procurement Blind

Spots Theories of Learning Blind Spots Impacts of Procurement Blind Spots Different kinds of Procurement Blind

Spots Blind Spots and Our Procurement Making

Decisions

Exercise

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The Oxford Dictionary Definition

Blind Spot: An area in which a person lacks understanding or impartiality.

Count the F’s

Top Four ProcurementBlind Spots

Going At It Alone: “No one else can do it but me”

Being Ignorant: “It’s my way, or the highway”

Avoidance: “I’ll think about it tomorrow. Tomorrow is another day”

Downloading (Not Listening): “Yes, I know that already”

Blind Spot Preventative Maintenance

Direct Attention Harness

Emotions Overcome

Defensiveness Procurement

Knowledge

Reality Check Change the

Behavior Blind Spot

Awareness

Direct Procurement Attention

Direct Attention Practice

Broadening Attention

A Purchasing Agent consults with his/her colleagues. We talk through alternative approaches, explain our views, and listen to others’ views.

It is the best teaching tool we have.

Who is in YourMaster Mind Alliance?

End-Users Suppliers / Vendors Climate / Environment Technology Finance

Focus Attention

Focusing Attention

“The only way to do great work is to love what you do…your time is

limited, so don’t waste it”

Steve Jobs

Harness Emotion

Keep your composure. A Purchasing Agent should take risks and go through conflict with equal level-headedness. A Purchasing Agent should never submit

their judgment to emotional swings.

Sources of Procurement Blind Spots

Being Arrogant Refusing to listen Attacking and judging other people Defending your position to the very end

Sources of Procurement Blind Spots

Being Empathic “Oh yes, I know exactly how you feel”

Downloading “Yeah, I know that already”

Overcome Defensiveness

Defense Mechanisms Denial Blaming Verbal Aggression Flippancy Excuses Avoidance

Analyzing Your Defense Mechanisms

Procurement Knowledge

Our Decisions Reflect those Views.

Understanding Procurement Law

I can do it, if it is:

Legal, Moral, and, Ethical

Reality Check

Purchasing Agents do their own reconnaissance work for IFB & RFP. There

is no substitute for knowing the Rules of Procurement and not knowing the realities of

the law.

Sensing Solicitation Problems Where are problems likely to emerge from? What’s the worst that could happen? What scenarios could develop that could

threaten the integrity of the RFP/IFB? Is there tension or conflict in the RFP/IFB? What signs should I look for that may

indicate problems or areas of concern?

Sensing RFP Opportunities

Where are opportunities likely to develop?

Can we develop a process that spots and focuses attention on or toward potential opportunities?

Four Stages of Behavior Change

1. I have to change

2. I can change

3. I want to change

4. I will change

Blind Spot Awareness Visionary Self Awareness Satisfaction Arrogance

Emotions Values Attention Behavior

Blind Spot Awareness

Top 10 Reasons You May Be A Purchasing Agent

10. You have an ear for hearing a price drop.

9. You keep a bible on your desk for making vendors swear on delivery dates and times.

8. You have a sponge pad on your shoulder for vendors to cry on.

Top 10 Reasons You May Be A Purchasing Agent

7. You keep a bucket of water next to your desk to throw on hot deals

6. Vendors think you have a direct pipeline to the finance office.

7. When you’re at home you refer to “Money” as “Funds”.

Top 10 Reasons You May Be A Purchasing Agent

4. Your spouse is embarrassed to go car shopping with you because you always play hardball negotiations.

3. You make your yard boy sign a contract.

4. You pin an indemnification note on your kid when they go to a birthday party.

And The Number 1 Reason:

1. You ask your kids to submit a written budget request for next years allowance.

Procurement Blind Spots

Alan H. Culpeper, CPPO, VCO

Culpeper County, Virginia

(540) 727-3488

aculpeper@culpepercounty.gov