The Secret to Increasing Supply Chain Competition
Are you struggling with short lead times, delayed contract awards, and the push for increased competition? Five of the seven initiatives outlined in the Department of Defense Better Buying Power 3.0 address affordability, cost control, increased competition, and advancements in military technology. While not binding legislation, these mandates affect every contractor and acquisition as the government’s expectation of fair and reasonable pricing is growing every day and must be achieved at every level of procurement. What’s your role? Increased competition in subcontracts. How do you achieve that? Join us for an engaging conversation on everyday techniques and “pie in the sky” philosophies. We guarantee you will walk away with resources you can use today and theoretical changes we can all make in how we conduct business.
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The Secret to Increasing Supply Chain Competition
- 2. Breakout Session # D02 Robert Jones, Left Brain Professionals Melanie Burgess, Burgess Consulting, LLC March 13, 2015 9:30am – 10:45am The Secret to Increasing Supply Chain Competition and Improved Vendor Relationships
- 3. 2 Session Objectives Current state of affairs Practical steps Theoretical changes Share your hurdles
- 6. 5 The Increasing Need for Competition Drivers behind competition Regulations Agency directives Purchasing at fair and reasonable prices The Government expects contractors to compete work among suppliers
- 7. 6 Government’s View on Competition Competition is important: Incentive for contractors to lower price Spurs innovation Improves quality Allows use of best value acquisitions Allows small businesses to enter new markets Maintains a strong industrial base Reduces fraud
- 8. 7 What is Competition? Webster’s Dictionary Definition “an event or contest in which people compete” FAR Definition “all responsible parties are permitted to compete” Working Definition "combining market research with the opportunity to compete"
- 9. 8 Challenges Contractors Face Short proposal TAT Identifying qualified sources Engaging small businesses Structuring competitions Best value LPTA Trade-offs Not awarding to favorite or preferred vendor 100% of the time
- 10. 9 Case Study Question #1
- 12. 11 Case Study Question #2
- 13. 12 Finding Qualified Sources Market Research Industry Associations Trade Shows Industry Days Requests for Information (RFI)
- 14. 13 Case Study Question #3
- 15. 14 How to Make Competition Work Build processes and procedures now Supplier system Standard forms Recruit and retain multiple suppliers Build internal teams Identify suppliers Process competitive procedures Identify process improvements
- 16. 15 Industry Success Stories Company "P" Established competitive pricing within team Pushed for low prices or would not be included in the final proposal Resulted in majority of team submitting best pricing on first round Higher priced teammates were asked to look again and lower prices where possible Lowest prices generally used more in proposal and expect to award similarly
- 18. 17 Contact Information Robert E. Jones Left Brain Professionals Inc. robert@leftbrainpro.com www.leftbrainpro.com Melanie Burgess Burgess Consulting, LLC melanie@burgessconsulting-llc.com www.burgessconsulting-llc.com
- 19. 18 Thank You!