Consulting Alliance
January 25, 2008
WELCOME
Ruth S. Walters
The Walters Group
Agenda
- The Government Market
- Procurement Options
- Consultant Options
- Just What Is Government Looking For?
- Procurement Ethics
- Does It Suit You?
- The Walters Group
- Consulting Alliance Experience
- Questions/Discussion
The Government Market
- $44 Billion in New York State Purchasing
- Equal Expenditures in Local Governments
- Commodity Purchasing
- Services-real opportunity for consultants
Procurement Options
- Centralized Contracts (OGS)
- Discretionary Purchasing
- Sole/single source
- Preferred Sources
- RFP
Consultant Opportunities
- Facilitation/Planning
- Leadership Training
- Business Process Analysis
- Technology Consulting
- Product Design
- Customer Service/Help Desk
- Systems Integration
Getting on a Big Team
- Understand the Market
- Public Sector
- Policy Priorities
- Get to Know the Players
- Focus on Your Value Proposition
- Knowledge
- Price
- Work Ethic
- Subcontracting - Pros and Cons
What is Government Looking For?
- Compliant
- Compelling
- Credible (can you perform the work?)
- Correct
- Concise
- Clear
Procurement Ethics
Ethics Statute (Revolving Door)
Procurement Lobbying
Vendor Responsibility
Consultant Disclosure Law
Does it Suit You?
- Market - What is your value?
- Timeframes
- Public Sector
- Quality/ "Smalbany"
Understanding the World of Action
The Walters Group
- 80% - Private Sector
- Market Intelligence
- Competitive Intelligence
- Preparation of Bids
- Negotiating Contracts
- Overseeing contracts and relationships
- Door Opening
The Walters Group
- 20% - Public Sector
- MWBE
- Helping governments review their own procurements
- Helping governments review their processes
The Walters Group - Value Proposition
- Knowledge of Process
- Strategic Advice
- Quality
- Ethics
Success/Failures
- Deloitte
- SMART LLC
- Excelsior Racing