Applying a proven government-relations model to managing the procurement process.
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Things have changed. Today's world demands best practices in procurement policy to ensure that all the T's are crossed and I's are dotted. This doesn't mean that everyone has to endure more pain to succeed at achieving an appropriate, effective, and successful outcome.
Taking an approach built on proven fundamentals developed by the country's leading experts will assist you to achieve an efficient and effective transaction, whether you're a vendor offering products or services to government, or a government official responsible for procurement policy, RFPs, or RFSs.
To share this knowledge on the modern approach to procurement – Leonard Domino & Associates announces:
"Strategies for Effective Government Procurement "
On Friday, February 26, 2010 at the University Club of Toronto
(380 University Avenue, Toronto, ON )
This workshop was developed by Canada’s leading procurement expert and best-selling author, Stephen Bauld, and by Leonard Domino – one of the leading and most respected government relations professional in Canada, and by Jim Ilkay, a leading expert in the major capital projects sector.
Through his more than 20 years of success in helping clients negotiate effectively with governments, Domino has preached one unvarying message: you will be most successful if you treat your dealings with government as collaborative rather than combative.
When Bauld and Domino met many years ago, they soon realized that rule applied to success in managing the procurement process. “The best examples of successful procurement all occur when the buyer and seller work as a team, and are on the same page when it comes to meeting shared goals,” Bauld says. “I realized that Domino’s approach provides the tools needed to build a shared understanding of what those goals ought to be.”
Domino says there are real parallels between the government relations and the procurement processes. “In both cases, the way you approach the process and the relationships will determine whether you find yourself working with a partner – or against an opponent. Partners are better, and I’ve spent more than twenty years trying to understand the best way to make sure partnerships happen in government relations."
Domino and Bauld’s methodology also aligns well with Ilkay’s view of the world. “The Procurement process is often the last opportunity the parties have to materially affect the outcome of a project. A collaborative approach works best when supported by processes and systems that promote transparency and accountability.”
“The same basic approaches apply to managing procurement, and large projects.”
Ilkay, Domino and Bauld also agree that the “Collaborative View of the Procurement World” meets the needs of the public sector procurement especially well because it assumes a fair, open, and transparent process. “In both government relations and public procurement, agreements have to be able to stand the light of day – and that makes for a better overall result,” Bauld explains.
When our team has worked together in the past to explore all sides of the view points involved, the sessions became very interactive and engaging for all involved. As mentioned at the last session by one of the participants “Very rarely do you have this type of knowledge and experience wrapped up in one seminar, truly delightful to watch and to take part in this unique and one of a kind training session.”
What You Will Learn At This Seminar:
- The best approaches for government and vendors to collaborate in the current procurement climate.
- How to work past the contentious areas of public procurement.
- Approachs to ensure compliance with established policies.
Who Should Attend This Seminar?
- Vendors who respond to Governemnt RFPs or RFSs.
- Governemnt officials who develop procurement policy, or create RFPs or RFPs.
- Individuals with new or expanded procurement responsibilities.
- Board Chairs, Presidents, Chief Executive Officers, Senior Government Relations Executives from corporate and non-profit organizations.
- Anyone whose organization is involved in government procurement processes.
- Past Seminar Attendees, as the course materials are continually being updated to reflect the ongoing changes with government policy and officials who make the decisions.
Why Attend This Seminar?
Why not learn the best practices which will help to achieve the procurement outcome you are seeking?
Leonard Domino & Associates has been providing specialized seminars on government relations since 1985.
Len Domino is an accomplished negotiator, working with Conservative, Liberal and New Democratic governments since he left office in the early 80s. He has been a Chief of Staff to the Minister of Natural Resources, Health and the Attorney General. Len also has experience as a political organizer with experience that spans four decades – few others can offer as much depth and understanding of how government really works.
Steve Bauld and Kevin McGuinness are the world's leading experts on government procurement and will share insights contained within their recent book: The Municipal Procurement Handbook, second edition.
You will learn the practical strategies and techniques useful for you to pariticpate successfully with a modern procurement approach.
Special Guest Speaker:
Mr. Shahid Minto, the Federal Procurement Ombudsman
"Strengthening the Confidence of Canadians in Public Procurement"- The Office of the Procurement Ombudsman has recently completed its first year of operation.
- In its first year, the Office built relationships with various stakeholders and developed a business model to ensure it fulfills its mandate in a collaborative and efficient manner. It also responded to 355 inquiries and completed five procurement practice reviews.
- Mr. Minto will share a discussion on his findings and potential areas of review and improvements for the future.
Speakers:
Stephen W. Bauld, Kevin McGuinness
“Towards a fair and balanced approach”- Drawing on their recent book on Municipal Procurement, Bauld and McGuinness will explain how common clauses in public tenders, RFPs and contract documents often discourage bids and result in higher contract prices.
- This presentation will focus on disputes over specifications and evaluation criteria, which are among the most contentious aspects of public procurement.
- Topics include drafting specifications: the purpose of specifications; focusing on a problem to solve or a need to meet, rather than on trying to dictate a solution; mandatory vs. preferred criteria; drawing up technical specifications; creating a suitable evaluation team; risks relating to the use of tests in evaluation; tiered evaluation processes; avoiding clutter in the evaluation process; and linking evaluation criteria to specifications.
Jim Ilkay
“Ensuring Compliance with Established Policies and Procedures”- Once policies and procedures that incorporate industry best practices have been established and documented, organizations are challenged with ensuring compliance with these approved processes. Since the Procurement function typically involves a number of disparate management systems that are not integrated, providing evidence of compliance can be difficult and expensive.
- In this session, Jim will demonstrate approaches that can ease the compliance burden, and provide real-time reporting to management and stakeholders.
Len Domino and Rory William Demetrioff
“The Collaborative View of the Procurement World”- How and why organizations can capitalize on a collaborative approach with government when involved with public procurement.
- Domino will explain the clear parallels between the government relations and the procurement process: “In both cases, the way you approach the process and the relationships will determine whether you find yourself working with a partner–or against an opponent. It's not a zero sum game - partnerships have more advantages for both sides. I’ve spent more than twenty years trying to understand the best way to make sure partnerships happen in government relations. The same basic approaches apply to managing procurement, and large projects.”
- Our approach assumes a fair, open, and transparent process, but explains how strong government relations and a better understanding of public procurement objectives and concerns can promote a more successful approach to marketing to government; as well as achieving a better overall result for the government as a customer.
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What Have People Said About Leonard Domino & Associates’ Past Seminars?
Lynn Harrett Manager, Public Affairs and Community Development – Etobicoke CCAC:
“Leonard Domino & Associates' seminar teaches its participants to view government relations as a win-win endeavor... After learning the LD&A's approach, you'll develop an internal voice that will guide you towards a negotiation with government that: builds bridges, is based on collaboration, and ultimately directs you to present a win-win solution (for your own organization and the government); that is in the interest of public good.”
Frank McAuley, Vice-President within Royal Bank of Canada's Commercial Banking Group. Board Member, Curriculum Services Canada
“Len's presentation to the Curriculum Services Canada Board was extremely valuable in providing a framework for negotiating with Government at all levels. This was particularly true for Board Members drawn from the business community who do not deal with Government on a regular basis. Len's emphasis on negotiating needs rather than positions builds mutual respect and is conducive to the development of long term relationships.”
Grant Arthur, C.E.O – Power Stream
“Leonard Domino & Associates' seminar helped me understand how the different mechanics of the political and bureaucratic levels in government work. After attending the seminar, I had a good working understanding of how these two levels interact, and where the pressure points are within the various layers. Understanding these layers and pressure points are important if you are to be successful in your dealings with government.”
If you haven’t registered yet, don’t miss out on the chance to develop procurement skills and techniques that have been proven to work.
Contact us today to reserve your spot.
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Agenda
7:30am - 8:30am |
Registration & Breakfast | |
8:30am - 9:15am |
Len Domino and Rory William Demetrioff - "Collaborative View of the Procurement World” Workshop" | |
9:15am - 10:00am |
Stephen W. Bauld and Kevin McGuinness - "Towards a fair and balanced approach" | |
10:00am - 10:15am |
Break and Networking | |
10:15am - 11:00pm |
Mr Shahid Minto, Federal Procurement Ombudsman - "Strengthening the Confidence of Canadians in Public Procurement" | |
11:00am - 11:45pm |
Jim Ilkay - "Ensuring Compliance with Established Policies and Procedures" | |
11:45am - 12:00pm |
Q & A | |
12:00 - 1:00pm |
Lunch Break | |
1:00pm - 2:30pm |
Case Studies - Moderated by Len Domino, Rory Demetrioff, Stephen Bauld, Kevin McGuinness, Jim Ilkay. The goal of these sessions is to identify best practices by studying procurement problems in a practical work environment. | |
2:30pm - 2:45pm |
Break | |
2:45pm - 3:30pm |
Panel discussion consisting Len Domino, Rory Demetrioff, Stephen Bauld, Kevin McGuinness, Jim Ilkay. Panel and open discussion on emerging procurement issues. All participants are invited to talk about specific issues that pertain to their organizations, with the members of our speaking panel. | |
3:30am - 4:00pm |
Private Consultation - Optional one on one session with any of the speakers. |
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Details
Date:
Friday, Februrary 26, 2010
Location:
University Club of Toronto (380 University Avenue, Toronto, ON)
Limited Spots Available:
Attendance at the seminar is limited to 70 guests, allowing for an intimate environment for you to ask questions – and get answers – throughout the day.
Cost:
- $595 plus GST for per registration from your organization.
Coming from out of town? The University Club of Toronto has newly renovated accommodations in the heart of downtown.
About | Testimonials | Agenda | Details | Register for this Seminar