procurement blind spots
DESCRIPTION
Virginia Forum 2010 The complex nature of some RFPs and IFBs can lead to blind spots in the procurement process. The challenge is being able to recognize blind spots before they compromise outcomes. This workshop focuses on how and why we develop blind spots that may impede our ability to adapt or learn in complex and uncertain procurements. Attendees will recognize the importance of the procurement reconnaissance needed in the decision making process and explore creative techniques to avoid potential blind spots. Presenter: Alan H. Culpeper, CPPO, VCO – Director of Procurement, Culpeper County, Virginia Forum 2010 Event Page: http://wp.me/P4HrB-1MkTRANSCRIPT
Procurement Blind Spots
Alan H. Culpeper, CPPO, VCO
Culpeper County, Virginia
(540) 727-3488
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