WE NO BID AND ILL TELL YOU WHY

WE “NO BID, ” AND I’LL TELL YOU WHY. Presented by the NIGP Business Council Download the White Paper at: www. nigp. org/White. Papers/We. No. Bid nigp. org

3 NIGP Business Council: Who We Are Business Council’s mission. . . Serve the NIGP membership and procurement profession through the sharing of resources and expertise in support of NIGP’s educational, research and advocacy mission.

4 NIGP Business Council Canon Solutions America Frank Carroll Senior Manager, Sales Graybar Rob Bezjak Vice President, Corporate Services Paul Murphy Vice President, Partner Development Jeff Peskuski Strategic Account Manager Caterpillar Steve Hinton Americas Marketing Manager Haworth Tony Mayone Regional Vice President, Vertical Markets Jason Walker Government Sales Consultant Phil Todd Director Sales Support

5 NIGP Business Council HD Supply Facilities Maintenance Cynde Beedle Industry Development Manager Office Depot Mark Matranga National Program Manager Sheila Schnellenberger Director, Institutional Sales Dave Wetzel Business Council Vice-Chair (2013) National Director, Government and Education Home Depot Lyn Alvarado Program Manager, Government and National Accounts Scott Matthews Director, Strategic Accounts – Government Periscope Holdings, Inc. Taylor Olivarri Product Marketing Specialist Matt Walker President, NIGP Code & NIGP Consulting

6 NIGP Business Council The Toro Company Paula Sliefert Business Council Chair (2013) Senior Marketing Manager Pete Whitacre Sales Manager, State and Local Government NIGP Board Liaison: Donald G. Buffum, CPPO NIGP Board Second Vice President Director, Procurement & Contracts Mississippi State, MS NIGP Staff Liaison: Chad Quinn Enterprise Programs Specialist

7 Today’s Presenter Dave Wetzel National Director, Government and Education Office Depot Business Council Vice-Chair (2013)

8 Today’s Facilitators Michael Carter, CPPB Contract Specialist Mohave Educational Services Cooperative Sharon Brause, CPPB, CPCP Senior Procurement Officer City of Mesa

9 Today’s Panelists SUPPLIERS: PRACTITIONERS: Graybar Rob Bezjak Vice-President, Corporate Services Dan Zenko, MBA, MSC, CPPB City Procurement Manager City of Peoria Periscope Holdings Brad Bynum Director, West Region Teena Ziegler Chief Procurement Officer AZ Dept. of Environmental Quality Office Depot Dave Wetzel National Director, Government & Education Yvonne Volpe Director of Procurement Marana USD

10 We “No Bid, ” and I’ll tell you why. What does it mean when leading suppliers choose not to respond? (Hint: Quality of response reflects quality of solicitation)

11 Effects of Seaside’s Restrictive IFB • Increased number of orders • The city has to purchase 168 more widgets • Increased procure-to-pay costs • More purchase orders to create • More deliveries to manage (receiving) • More invoices to process • Increased negative environmental impact • Northern’s fleet 100% gas or diesel dependent • Higher fuel consumption • Higher smog forming, greenhouse gas emissions

12 Other Drawbacks • No Q&A period • Short timeframe to respond • IFB is not clear • Complexity of IFB = unreasonable response • Unreasonable warranty requirements • Specifications too broad • Specifications too specific • Awardee must be registered with particular group

13 Issue Overview • Quality of specifications impacts • Quality of response • Financial costs • Operating practices • Agency effectiveness • Quality of community

14 We “No Bid, ” and I’ll tell you why. • No opportunity to meet with agency • Timeframe just too short to respond • Unrealistic set price requirements • Specifications written to show favoritism • Terms and conditions out-of-date • Agency not open to change • Legal terms do not fit market conditions

15 Best Practice = Best Value • Total Cost of Ownership • Impact on Operations • Resource requirements • Continuity of service • Sustainability Considerations • Environmental • Economic • Social

16 Panel Discussion Questions / Answers / Comments Download the White Paper at: www. nigp. org/White. Papers/We. No. Bid