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A supplier perspective on partnering with Government

A supplier perspective on partnering with Government. Nicola J Bolton Government Industry Director. I would like to cover the following topics. What does partnership mean? The pros and cons of partnering How to get value out of supplier-government partnerships

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A supplier perspective on partnering with Government

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  1. A supplier perspective on partnering with Government Nicola J Bolton Government Industry Director

  2. I would like to cover the following topics • What does partnership mean? • The pros and cons of partnering • How to get value out of supplier-government partnerships • How long should partnerships last? • Case studies of successful partnerships A supplier perspective on working with Government

  3. partner n. ‘Person associated with others in business of which he shares risks and profits’ In the Public Sector, Partnerships are usually formed to manage highly complex environments, introducing a lot of change, frequently in highly visible areas, over many years. A supplier perspective on working with Government

  4. Why partner? • Focus on core capabilities • Access to best in class competencies in non-core areas • Increase ability to change and compete • Release top management to concentrate on the core of the business • Share risk ….. and reward A supplier perspective on working with Government

  5. Sign the contract Win/Win Commercial Service delivery Innovation Priority Trust Relationships Listening Communication Challenges A supplier perspective on working with Government

  6. Procurement • Separate value from price • Focus on outcomes • Answer the questions • Expect tough negotiations • Manage relationships • Listen and hear A supplier perspective on working with Government

  7. Partnering ecosystems are evolving • Surrey County Council • DVLA • DWP • Inland Revenue • Criminal Justice IT • Edinburgh University A supplier perspective on working with Government

  8. Partnerships – double innovation • Innovating the strategy • Innovating delivery • New propositions process • People development and facilitation process • Cutting edge innovation centre A supplier perspective on working with Government

  9. When people work • Strong charismatic leaders on both sides • Diverse teams • Mix of experience • Some project failure in the team • Flexibility, creativity, forgiveness • Best people try to join A supplier perspective on working with Government

  10. When partnerships work • Civil servants focus on value added not just cost • Suppliers focus on long term business strategy not just short term profit • Both are open and honest about changing interests • There is mutual governance in place A supplier perspective on working with Government

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