Virginia Forum 2010 The complex nature of some RFPs and IFBs can lead to blind spots in the procurement process. The challenge is being able to recognize blind spots before they compromise outcomes. This workshop focuses on how and why we develop blind spots that may impede our ability to adapt or learn in complex and uncertain procurements. Attendees will recognize the importance of the procurement reconnaissance needed in the decision making process and explore creative techniques to avoid potential blind spots. Presenter: Alan H. Culpeper, CPPO, VCO – Director of Procurement, Culpeper County, Virginia Forum 2010 Event Page: http://wp.me/P4HrB-1Mk

1. Procurement Blind Spots
Alan H. Culpeper, CPPO, VCO
Culpeper County, Virginia
(540) 727-3488
aculpeper@culpepercounty.gov

2. Blind Spot?

3. A Purchasing Agent has the integrity
to face facts, and the courage not to
be intimidated by them.

4. Procurement Blind Spots
 Explore Sources of Procurement Blind
Spots
 Theories of Learning Blind Spots
 Impacts of Procurement Blind Spots
 Different kinds of Procurement Blind
Spots
 Blind Spots and Our Procurement Making
Decisions

5. Exercise
+-

6. The Oxford Dictionary Definition
Blind Spot: An area in which a
person lacks understanding or
impartiality.

7. Count the F’s

8. Top Four Procurement
Blind Spots
 Going At It Alone: “No one else can do it
but me”
 Being Ignorant: “It’s my way, or the
highway”
 Avoidance: “I’ll think about it tomorrow.
Tomorrow is another day”
 Downloading (Not Listening): “Yes, I
know that already”

9. Blind Spot
Preventative Maintenance
 Direct Attention
 Harness
Emotions
 Overcome
Defensiveness
 Procurement
Knowledge
 Reality Check
 Change the
Behavior
 Blind Spot
Awareness

10. Direct Procurement Attention

11. Direct Attention Practice

12. Broadening Attention
A Purchasing Agent consults with
his/her colleagues. We talk through
alternative approaches, explain our
views, and listen to others’ views.
It is the best teaching tool we have.

13. Who is in Your
Master Mind Alliance?
 End-Users
 Suppliers / Vendors
 Climate / Environment
 Technology
 Finance

14. Focus Attention

15. Focusing Attention
“The only way to do great work is
to love what you do…your time is
limited, so don’t waste it”
Steve Jobs

16. Harness Emotion
Keep your composure. A Purchasing
Agent should take risks and go through
conflict with equal level-headedness. A
Purchasing Agent should never submit
their judgment to emotional swings.

17. Sources of Procurement
Blind Spots
 Being Arrogant
 Refusing to listen
 Attacking and judging other people
 Defending your position to the very end

18. Sources of Procurement
Blind Spots
 Being Empathic
 “Oh yes, I know exactly how you feel”
 Downloading
 “Yeah, I know that already”

19. Overcome Defensiveness

20. Defense Mechanisms
 Denial
 Blaming
 Verbal Aggression
 Flippancy
 Excuses
 Avoidance

21. Analyzing Your Defense
Mechanisms

22. Procurement Knowledge
Our Decisions Reflect those Views.

23. Understanding Procurement Law
I can do it, if it is:
Legal, Moral, and, Ethical

24. Reality Check
Purchasing Agents do their own
reconnaissance work for IFB & RFP. There
is no substitute for knowing the Rules of
Procurement and not knowing the realities of
the law.

25. Sensing Solicitation Problems
 Where are problems likely to emerge from?
 What’s the worst that could happen?
 What scenarios could develop that could
threaten the integrity of the RFP/IFB?
 Is there tension or conflict in the RFP/IFB?
 What signs should I look for that may
indicate problems or areas of concern?

26. Sensing RFP Opportunities
 Where are opportunities likely to
develop?
 Can we develop a process that spots and
focuses attention on or toward potential
opportunities?

27. Four Stages of Behavior Change
1. I have to change
2. I can change
3. I want to change
4. I will change

28. Blind Spot Awareness
 Visionary
 Self Awareness
 Satisfaction
 Arrogance
 Emotions
 Values
 Attention
 Behavior

29. Blind Spot Awareness

30. Top 10 Reasons You May Be A
Purchasing Agent
10. You have an ear for hearing a price drop.
9. You keep a bible on your desk for making
vendors swear on delivery dates and times.
8. You have a sponge pad on your shoulder
for vendors to cry on.

31. Top 10 Reasons You May Be A
Purchasing Agent
7. You keep a bucket of water next to your
desk to throw on hot deals
6. Vendors think you have a direct pipeline to
the finance office.
5. When you’re at home you refer to “Money”
as “Funds”.

32. Top 10 Reasons You May Be A
Purchasing Agent
4. Your spouse is embarrassed to go car
shopping with you because you always play
hardball negotiations.
3. You make your yard boy sign a contract.
2. You pin an indemnification note on your kid
when they go to a birthday party.

33. And The Number 1 Reason:
1. You ask your kids to submit a written
budget request for next years allowance.

34. Procurement Blind Spots
Alan H. Culpeper, CPPO, VCO
Culpeper County, Virginia
(540) 727-3488
aculpeper@culpepercounty.gov