1. Decisions, Decisions, and still more Decisions Tom MayerDirector State of Alaska Jason SozaCPO State of Alaska Paul MashAsst. Director State of Utah Steve PerlsteinGov. Sales Manager Mohawk Lifts

2. Why are we here? Partnering Education and Training Networking

3. The definition of a decision………. A choice that you make about something after thinking about it: the result of deciding The ability to make choices quickly and confidently

4. What do you need to make a Decision “The great thing about fact-based decisions is that they overrule the hierarchy”. Jeff Bezos

5. How do you make decisions… “It’s not hard to make decisions when you know what your values are”. Roy Disney – Integrity – Honesty – Fairness – Professionalism

6. When do you make a decision… “When a decision has to be made, make it. There is no totally right time for anything”. General George Patton

7. What drives the decisions for government procurements? Political Issues Time Specifications Vendor Pool Regional Coverage

8. Who Makes the Decisions? The States The Cooperative Organizations The Vendor Community

9. State Decision Points What is the total cost of ownership? Is there funding?

10. State Decision Points Is it a want or a need? Does an existing contract vehicle exist?

11. State Decision Points Can we aggregate our needs with others in a cooperative purchase? Do we have the time and resources?

12. State Decision Points What are the risks? What solicitation method do we use?

13. State Decision Points Is there volume, demand, and are the potential savings worth procuring & administering the contract?

14. Cooperative Organization Decision Points Commodity Identification Can we staff it adequately? Can we enlist external procurement units?

15. Cooperative Organization Decision Points Is it conducive to a Cooperative? Are there enough bidders to ensure competition? Can the supplier base meet the large demand?

16. Cooperative Organization Decision Points Are there any potential distribution issues? Who needs the item or service? How often is the item or service needed?

17. Cooperative Organization Decision Points Survey of the buyers to validate the research Develop a Sourcing Team Creating the solicitation

18. Cooperative Organization Decision Points Advertise the Opportunity to the Vendor Community Local Vendor considerations Evaluation and Award

19. Cooperative Organization Decision Points Contract Administration Contract Utilization analysis Contract expansion Are the Buyers Happy with the Contract?

20. Cooperative Organization Decision Points Are the Suppliers Happy with the Contract? Spend Volume vs. Administration Costs Price comparison to market and spot buy

21. Cooperative Organization Decision Points Are the Suppliers Happy with the Contract? Spend Volume vs. Administration Costs Price comparison to market and spot buy

22. Vendor Decision Points Can my company make money on this contract?

23. Vendor Decision Points What about my dealer network?

24. Vendor Decision Points Can my company support this contract?

25. Vendor Decision Points Can I meet the reporting requirements?

26. Vendor Decision Points Can my company meet the T’s & C’s? -50 States -50 State Procurement Attorneys -50 Interpretations

27. Vendor Decision Points Can my company meet the delivery time requirements?

28. Vendor Decision Points How much business will this contact bring my company? OR

29. Vendor Decision Points Will my sales force buy in?

30. Vendor Decision Points Will it be a turn key contract?

31. Vendor Decision Points Does the contract include everything my client needs? Legal and contractual obligations to dealer network

32. Some thoughts on making decisions…… Collect the data Look at all the angles Consider how your decisions affect others in the chain Can you pass the red face test Questions?