Best Value Procurement
Hans Spitsbaard (Scenter) and Martine van Gool (Tauw) provided content for the 'Best Value Procurement' workshop for around 30 interested participants on 14 November 2013. Besides explaining the theory and backgrounds of Best Value Procurement, the speakers mainly provided content on the roles of clients and contractors and also how they should deal with them.
There was ample opportunity for questions and discussion. Speakers and participants alike found the interaction particularly constructive, resulting in more knowledge exchange. Everyone also made good use of the networking opportunities at the start during the lunch break, during the coffee break and afterwards.
Over 90% of the participants took the trouble to complete the customer satisfaction survey. This shows that 33% were made aware of this activity through personal network and 33% through e-mail announcements. The workshop was attended by 40% for the topic as well as 40% for increasing knowledge. Participants rated the workshop an average of 7.5 and made a number of comments that the speakers and the organisation will take to heart, namely:
- Too much text on sheets, not consistent, things skipped;
- Fine cases that led to good discussion and image building;
- Matching own method/tools to other method, informative;
- Proponent is opponent;
- Also fun;
- Somewhat one-sided subject area (mainly civil and unfortunately no IT-related topics);
- Member recruitment, who was a member/not a member of KIVI NIRIA.
One KIVI NIRIA member applied to join the Commercial Engineering department and another KIVI NIRIA member applied to join the activities committee of our department!
The board of the Commercial Engineering department thanked the participants for the feedback.
Finally, for those who are more interested in this topic, Scenter is giving participants in this workshop the opportunity to purchase the books they have written on the subject at a reduced rate, quoting participation in this workshop.
The books in question are:
- Performance Procurement, May 2013 edition, ISBN 978-90-77951-18-7, price: €27.50 incl. VAT
- Performance Selling, ISBN 978-90-77951-19-4, price € 24,= incl. VAT
- Performance Improvement, 31 October 2013 edition, ISBN is not yet known, price € 24,= incl. VAT
More information on the books can also be found at http://www.scenter.nl/nl/Boeken
Description
The procurement and tendering landscape in the Netherlands is changing. Performance procurement has definitely made its appearance. Rijkswaterstaat bit the bullet in 2009 by putting 6 clusters of road widening projects on the market using the Performance Procurement methodology. Meanwhile, the method has been applied by many agencies such as municipalities, provinces, water boards, tax authorities and hospitals. As a consultancy, Scenter was involved from the very beginning in the introduction of this methodology in the Netherlands, which has also developed strongly since then. In May this year, therefore, the third edition of the book 'Performance Procurement' was published.
Due to its frequent application from the procurement side, it has been discovered in recent years that the method often also means a huge switch for selling parties, which is not always easy. Commercial engineers are challenged to formulate an offer from their expertise and that is really something different from responding to 'chewed-out' specifications. To help potential contractors respond appropriately to a performance procurement request, the book 'Performance Selling - winning customers with Best Value' was written this year.
During this evening, speakers' knowledge and experience in this field will be shared with you.
Attention will be paid to the background and theory of performance procurement and the steps in the process in outline. Then the impact for the commercial organisation of the contractor will be discussed to conclude with a case from practice
18.00 hrs Reception sandwiches with coffee and tea
19.00 hrs Theory, with topics:
* What exactly is Performance Procurement?
* Background of the methodology
* Steps taken in the process
* Experiences from Dutch practice
20.15 hrs Break with soft drinks, coffee and tea
20.45 hrs Performance Procurement as an answer to the Client's question:
* Do I have to adjust my working method in the sales c.q tender phase, if so how?
* Which steps should I go through?
* What does that mean for my team?
21.15 hrs Case study
In this case study, we will use a concrete practical example to show the impact of a Client's performance procurement question on the Contractor's commercial and operational organisation.
21.45 hrs End of workshop
Speaker(s)
The workshop will be given by Hans Spitsbaard and Martine van Gool.
Hans is partner and director at Scenter, a consultancy firm specialising in organisational effectiveness and chain efficiency issues.
Martine van Gool is risk management and contract management consultant at engineering firm Tauw.
Location
Prinsessegracht 23, 2514 AP The Hague
Organiser
Young KIVI Engineers
Commercial Engineer
Name and contact details for information
Hans Spitsbaard (speaker), e: spitsbaard@scenter.nl Ing Marc Jonkman (for KIVI NIRIA), e: