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Procurement Blind Spots

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Procurement Blind Spots Alan H. Culpeper, CPPO, VCO Culpeper County, Virginia (540) 727-3488 aculpeper_at_culpepercounty.gov Blind Spot? Procurement Blind Spots Explore ... – PowerPoint PPT presentation

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Title: Procurement Blind Spots


1
Procurement Blind Spots
  • Alan H. Culpeper, CPPO, VCO
  • Culpeper County, Virginia
  • (540) 727-3488
  • aculpeper_at_culpepercounty.gov

2
Blind Spot?
3
A Purchasing Agent has the integrity to face
facts, and the courage not to be intimidated by
them.
4
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

5
Exercise

-
6
The Oxford Dictionary Definition
Blind Spot An area in which a person lacks
understanding or impartiality.
7
Count the Fs
8
Top Four Procurement Blind Spots
  • Going At It Alone No one else can do it but me
  • Being Ignorant Its my way, or the highway
  • Avoidance Ill think about it tomorrow.
    Tomorrow is another day
  • Downloading (Not Listening) Yes, I know that
    already

9
Blind Spot Preventative
Maintenance
  • Direct Attention
  • Harness Emotions
  • Overcome Defensiveness
  • Procurement Knowledge
  • Reality Check
  • Change the Behavior
  • Blind Spot Awareness

10
Direct Procurement Attention
11
Direct Attention Practice
12
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.
13
Who is in Your Master Mind Alliance?
  • End-Users
  • Suppliers / Vendors
  • Climate / Environment
  • Technology
  • Finance

14
Focus Attention
15
Focusing Attention
The only way to do great work is to love what
you doyour time is limited, so dont waste it
Steve Jobs
16
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.
17
Sources of Procurement Blind Spots
  • Being Arrogant
  • Refusing to listen
  • Attacking and judging other people
  • Defending your position to the very end

18
Sources of Procurement Blind Spots
  • Being Empathic
  • Oh yes, I know exactly how you feel
  • Downloading
  • Yeah, I know that already

19
Overcome Defensiveness
20
Defense Mechanisms
  • Denial
  • Blaming
  • Verbal Aggression
  • Flippancy
  • Excuses
  • Avoidance

21
Analyzing Your Defense Mechanisms
22
Procurement Knowledge
Our Decisions Reflect those Views.
23
Understanding Procurement Law
I can do it, if it is
Legal, Moral, and, Ethical
24
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.
25
Sensing Solicitation Problems
  • Where are problems likely to emerge from?
  • Whats 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?

26
Sensing RFP Opportunities
  • Where are opportunities likely to develop?
  • Can we develop a process that spots and focuses
    attention on or toward potential opportunities?

27
Four Stages of Behavior Change
  1. I have to change
  2. I can change
  3. I want to change
  4. I will change

28
Blind Spot Awareness
  • Visionary
  • Self Awareness
  • Satisfaction
  • Arrogance
  • Emotions
  • Values
  • Attention
  • Behavior

29
Blind Spot Awareness
30
Top 10 Reasons You May Be A Purchasing Agent
  • You have an ear for hearing a price drop.
  • You keep a bible on your desk for making vendors
    swear on delivery dates and times.
  • You have a sponge pad on your shoulder for
    vendors to cry on.

31
Top 10 Reasons You May Be A Purchasing Agent
  • You keep a bucket of water next to your desk to
    throw on hot deals
  • Vendors think you have a direct pipeline to the
    finance office.
  • When youre at home you refer to Money as
    Funds.

32
Top 10 Reasons You May Be A Purchasing Agent
  • Your spouse is embarrassed to go car shopping
    with you because you always play hardball
    negotiations.
  • You make your yard boy sign a contract.
  • You pin an indemnification note on your kid when
    they go to a birthday party.

33
And The Number 1 Reason
  • You ask your kids to submit a written budget
    request for next years allowance.

34
Procurement Blind Spots
Alan H. Culpeper, CPPO, VCO Culpeper County,
Virginia (540) 727-3488 aculpeper_at_culpepercounty.g
ov
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