Scoring better on public tenders
The first session of the masterclass "Scoring better on public tenders" was held at KIVI in The Hague on 9 February 2017. After preparing for the interactive masterclass, Bart van Emden (Van Emden Marketing Consultancy BV) kicked off part 1 of the masterclass series.
Trust is at the heart of successful procurement. What used to go with a cup of coffee has been damaged since the construction fraud. Since then, the distance between government, suppliers and citizens has become enormous. Bart cites an example from his own private situation regarding a dyke reinforcement project in Ophemert, which highlights the importance of trust.
After the introduction, Bart hands over the baton to Paul Hoogerwerf and Krispijn de Jonge (Antea Group). Krispijn explains tendering past and present through propositions. The interactive part begins in which neighbours assess two given EMVI criteria with each other in 10 minutes. The commotion and discussion generate good energy in the room. Paul continues with the presentation on the topic of Past Performance. Performance measurement during the contract is used to ultimately achieve performance selection. To do this, it is mainly about the performance information that is compiled, e.g. the performance measurement data. Again, an interactive part starts in which the group is divided into groups of 5. The challenging questions provoke intense discussions in the groups.
The master class is then taken over by Krispijn. Now it is about the future "Procurement anno 2020". We look into the crystal ball! Krispijn gives an insight by giving 4 predictions. In summary, 2020 will be about trust and cooperation with a healthy distribution of risks.
In conclusion, statements are given in which the audience is asked to stand on the "agree" or "disagree" side. After each statement, there will of course be room for discussion. From this energetic standing, a further look is given to the coming very interesting master classes where both client and contractor enter into an open dialogue to build trust and seek mutual cooperation.
On to the drinks with a good perspective on the upcoming masterclasses. Here, the evening's slides can be reviewed once more. The workshop was very well rated by the participants! Afterwards, there was considerable discussion over drinks. Many thanks to everyone for participating!
Description
Part 1 of a series of master classes to help public authorities and market players work together better
.
A high-quality procurement process is very important for both clients and contractors. It does no one any good if performance and expectations are out of sync. But partly as a result of the construction fraud, there has been limited scope to score on quality to date. This is gradually changing. Economically Most Advantageous Tender (EMVI), Best Value (BV) and Past Performance (PP) are some of the terms that illustrate this trend. As a result, there is an increasing need on the contracting side to give well-performing market players more opportunities based on measurable data.
But how do you do such a thing? On this theme, KIVI is organising a series of master classes. The aim of this series is to bring both contracting parties and market players closer together. Some of the questions that will be dealt with in a series of master classes are:
- How do you make EMVI, BV and PP objectively measurable?
- What are best practices?
- What are the most current developments?
- How can you anticipate these as a market party?
- How can market parties increase their chances?
The cycle consists of 4 master classes in which 2x a market party and 2x a contracting party will be central. The programme will be put together by business-to-business marketer Bart van Emden (https://www.linkedin.com/in/bartvanemden) in cooperation with engineering firm Antea Group (http://www.anteagroup.nl/nl).
Can governments and market players work together to achieve better procurement? And if so, how? The first meeting will focus on developments in the procurement market. Which trends apply? What challenges/problems arise?
This part will be substantively provided by Antea Group, complemented by examples from practice. In addition, a preview of the series of master classes in 2017 will be given.
The programme starts at 19:00 and lasts until 21:00. Each masterclass will consist of a plenary part of about 1 hour. Afterwards, there will be ample opportunity to ask questions, exchange experiences and make contacts
Speaker(s)
Bart van Emden started Van Emden Marketing Consultancy BV almost 10 years ago. A successful marketing agency that focuses exclusively on (technical) professionals. Before that, he worked for 10 years as Marketing Manager at Royal Haskoning. Van Emden studied Mass Communication and Marketing at Radboud University in Nijmegen. He developed a method enabling companies to use their own customers as an extension of their sales in a structured way.
Paul Hoogerwerf and Joris Vergouwen are from the Contracts & Permits business line of Antea Group, an international engineering and consultancy firm. Paul Hoogerwerf is a senior consultant and project manager in the field of environmental management. Besides more than 8 years of experience as environment manager on 9 major infrastructure projects, he has carried out more than 15 (Best Value) tenders. Joris Vergouwen is also a senior consultant and project manager, specialising in tendering and contracting of construction works. Over the past 10 years, he has drafted and tendered more than 30 contracts. In this, he has experience with methodologies such as UAV-gc, ARW, Best Value, SCB, Systems Engineering and EMVI.
Location
Organiser
Commercial Engineer
Name and contact details for information
KIVI Department of Commercial Engineering
