CPE Speakers Bureau

Writing a Request for Proposal (RFP) can be a daunting task; however, selecting the best supplier team is one of THE most important steps in delivering successful project outcomes. This session will explain the elements that make up a “High-Performing RFP” and the importance of positioning your organization as a “Client of Choice” to attract the most qualified suppliers. We share specific tips for different project types to help you approach your next RFP with confidence and ease.

Let’s cut straight to the chase: low bid procurement is extremely risky and has far-reaching negative impacts to many parts of our work. As a result, quality decreases and the owner receives an inferior product. We are at a crossroads: continue the status quo on project procurement or make the change to leverage expertise. Through real examples and practical advice, procurement professionals can learn to become the industry’s “client of choice.”

Developing a clear Statement of Work (SOW) can be challenging. Some SOWs are vague and lack critical details; others have requirements that are overly prescriptive or limit the ability for suppliers to bring innovative ideas. The core elements of a High-Performing SOW will also be shared along with tangible examples from a variety of projects (e.g., IT/Software, Design/Construction, Facilities & Operations, Business and Professional Services, and more.)

We’ve all seen the job posting which seems as if it were written for a specific candidate…it’s frustrating because you don’t have a chance when the outcome is predetermined! Unfortunately, suppliers often feel the same way about Owner RFPs and Evaluation Procedures. This session includes a lively discussion on five specific changes that will make your next evaluation process faster, leaner, and easier.

This hands-on presentation will cover a range of topics in RFP Administration including detailed recommendations on “RFP Scheduling” (key procurement activities and recommended timelines) along with a range of RFP Administration activities, such as managing vendor pre-bid meetings, responding to vendor RFIs, coordinating vendor interviews & demonstrations, handling vendor debriefings, and facilitating our internal business units throughout the entire RFP process!

This engaging presentation will explain how procurement professionals can use best practices to enable a successful acquisition experience for all. We will provide practical steps, checklists / considerations, and soft-skills needed to help clients prepare their SOWs and RFPs. We’ll address common concerns like: What does your client need (& want) to know? How can procurement add the most value when working with internal user groups? How do you navigate disagreements, either between the internal customer and/or procurement regulations? Learn how procurement can be a value creator for the great public good.

There are few things more frustrating to your industry partners than submitting a proposal… and not getting quality feedback. An effective supplier debriefing tells the industry that the owner is responsive, wants to hire the best, and seeks quality proposal packages. Don’t let your organization be known as the black hole of proposal submissions! We provide four strategies to make your next vendor debriefing meeting a mind-bendingly refreshing experience for all involved.

To share or not to share your budget… that is the question! CPE’s research across thousands of procurements has shown that developing a clear statement of work can do more than almost anything else to entice the industry’s top suppliers in your projects. And the budget is one of the crucial pieces that many organizations leave out. Our recommendation: if your project has a budget, share it. Put it right into the solicitation docs, up front, where everyone can see it. And we know there are a lot of concerns with this (what about inflated bid prices? won’t the suppliers take advantage of us?) Attend this presentation to learn how this best practice can change the course of your organization!

Research studies across hundreds of procurement organizations and thousands of projects has shown that the effective procurement leader is the consummate “people-centric” professional. Whether we are developing strategic objectives with our organization’s leadership, preparing the next major acquisition, forming evaluation committees, or engaging with the vendor community, leadership skills are crucial (and are often underdeveloped). Learn how to navigate the complexities of inter-personal dynamics that people bring to the table when participating on your next acquisition.