This event provided delegates with the opportunity to learn more about how to successfully project manage the relationship issues when dealing with public/private sector business opportunities.

1. The BIG issues…
facing the public sector!
o Do more for less
o Financial pressure
o Political pressure

2. The BIG issues…
facing the public sector!
o Do more for less
o Financial pressure
Culture Clash
o Political pressure
Managing relationships between the
public and private sectors
Terry Mitchell - 7th March 2013

4. The BIG issues
facing the public sector
o Do more for less
o Financial pressure
o Political pressure

5. Financial pressure
in the public sector
o Unprecedented recession
o Massive job losses
- 660,000 jobs lost – GMB Union
- 1.1milllion job losses predicted
by OBR
- 324,000 jobs lost in year to
Sept 2012 – ONS
o Council may go bust?
o 1 in 5 NHS Trusts in trouble –
Public Accounts Committee
o £20m saving required in the NHS

6. Political pressure
o Convergence of right and left
o Politics drives attitudes and
actions
o Policies become laws, impact
on services
o Operates at a national and
local level
o Impact on individual civil
servants or local government
officers

7. Examples from current agenda
o NHS reforms, the replacement of
Primary Care Trusts with Clinical
Commissioning Groups
o Welfare Reforms with its ‘bedroom
tax’ and ‘benefit cap’,
o Planning reforms
- The Localism Act 2011
- National Planning Policy
Framework
- The Growth and Infrastructure Bill

8. A complicated picture
o Clinical commissioning impacts on local
government and the NHS
o Welfare reform impacts on housing
o Planning reform impacts on housing
o Less money, politicians, local communities, unions,
special interest groups…
o And that’s just three areas of reform!

10. Then there are the personalities
o Eric Pickles Secretary of State for
Communities and Local
Government
o Overpaid local government
o Mr Piggles – biscuit and cakes
budget?
o Cabinet Minister
o Local Councillor
o NHS Non Executive Director
o Civil servants, public sector
officials, local government
officers

11. Then there are the personalities
o Eric Pickles Secretary of State for
Communities and Local
Government
o Overpaid local government
o Mr Piggles – biscuit and cakes
budget?
o Cabinet Minister
o Local Councillor
o NHS Non Executive Director
o Civil servants, public sector
officials, local government
officers

12. Then there are the personalities
o Eric Pickles Secretary of State for
Communities and Local
Government
o Overpaid local government
o Mr Piggles – biscuit and cakes
budget?
o Cabinet Minister
o Local Councillor
o NHS Non Executive Director
o Civil servants, public sector
officials, local government
officers

13. Private sector positioning
o Increased share of public sector
budget
o The moral debate
- Transparency
- Profits from the vulnerable
- Fat cats and PFI
o The media
o Public perception

14. Three ‘P’s for success
Product Price People
Three legged Stool
of Success

15. People buy from people
o They like?
o No, people they trust
o Not ‘who do we know?’
o But ‘what do we know about them?’
o Not hobbies, birthdays and football team
o But their organisation, financial pressures, political drivers,
community pressures, economic context

17. Building trust
o Demonstrated understanding builds trust
o More understanding helps fashion product and price
o Leads to value added proposition
o Targeted to specific public sector client requirements
o Differentiates you from the competition

18. Some shared learning
o Being the incumbent doesn’t always help
o Over reliance on previous relationships
o Blinded to the real issues
o Coming second hurts
o The real feedback?
o YOU DIDN’T LISTEN!

19. The project management bit
o What is project management?
Project management focuses on controlling the introduction
of the desired change. This involves:
- Understanding the needs of stakeholders
- Planning what needs to be done, when, by whom, and to
what standards
- Building and motivating the team
- Coordinating the work of different people
- Monitoring work being done
- Managing any changes to the plan
- Delivering successful results
- Source APM website

20. The movers and shakers
o ‘the music makers’
o ‘dreamers of dreams’
- poet Arthur O'Shaughnessy 1874
o Vision
o Imagination
o Power to make it happen

21. Not who you may think
o The Mayor making ceremony
o Leader
o Elected mayor
o Chief Executive
o NHS Non Exec versus Exec Directors
o Chairman versus Chief Executive
o Minister versus Permanent Secretary
o Central versus local government

22. How do they make decisions?
o Dispelling the myths
o Challenging the perceptions
o Understanding each others processes and pressures

23. Some examples
o Timing is everything
o Not just after Christmas!
o Not in summer if they’re Swedish!
o Not in April if there is an election!

24. Knowing where to look
o Decisions known well in advance
- The Forward Plan
o Documents accessible
o Watch on-line
o Driven by the committee process
o Ruthless efficiency!

25. Putting it into the project plan
o Early research
o Stakeholder ‘map’
o Specific line in the project plan
o Objective analysis

26. Ask the simple questions
o Who?
- The target audience
- The key decision makers
- The influencers
- The gatekeepers
o Why?
- Important to this decision making
process
- Important to this project

27. Ask the simple questions
o What is important to them ?
- About the project
- About their wider mission or
vision
o What is their key outcome?
o What do they ALWAYS want to
achieve

28. Ask the simple questions
o How?
- Can we match our solution
- Demonstrate shared values
- Legitimately influence brand
perception
o When?
- Each activity in the project plan
- Identified resources
o Where?
- Geography
- Culture
- Politics

29. In conclusion
o Public sector under financial and
political pressure
o 25% spend with private sector
o Perception versus reality
o Understanding builds trust
o Product, price, people
o Rigorous analysis, defined actions

31. The BIG issues…
facing the public sector!
o Do more for less
o Financial pressure
o Political pressure
Questions?

32. The BIG issues…
Thank you
facing the public sector!
o Do more for less
o Financial pressure
Terry.mitchell@confian.co.uk
o Political pressure
07771 844 105
www.confian.co.uk