Wearing their shoesHow to understand and influence Public Sector Commissioners - Find

out what really makes them tick

Mark Algar, Owner 60sticks Ltd

What is commissioning?• Planning:

Understanding needs and agreeing actions to deliver against these needs.

• Buying: Contracting with providers who can fulfil the delivery of needs

• Checking: Monitoring the performance of providers in order to make sure they deliver what is contractually required.

Assess need

Procure

Manage demand

Monitor

Review provision

Prioritise

Specify

Stakeholder Engagement:

• Public – consultation

• Private - market participants

• Policy – local and national

Buying Context• Public Purse• Have to achieve the most economically

advantageous outcome as tax payers money.

• Public Contract Regulations • Provide a framework to achieve a compliant

economically advantageous outcome.• Process heavy with limited access to

commissioners / procures when process begins.

• Recent (very welcome) changes to PCRs• Pre procurement market engagement

Understanding your Commissioner

• Goals• Strategic Plan• Operating Plan

• Structure• Who to approach and why

• Processes• How funding will be spent.

What makes them tick

• People• Effective engagement with local Community

• Money• Value for money• Better planned procurement

• Targets• National and local targets• Defined outcomes: SLAs / KPIs

Take advantageHelp Commissioners to Understand You

• Commissioner analysis• Customer Organisation • Sourcing & Selection Process • Buying Tendencies / Award History• Key Decision Makers & Hot Buttons• Customer Buying Problems

• Relationship building• The most important factor• Networking events etc…

• Help to shape market through USPs• Develop market knowledge and influence

yours and the market behaviour

Market

Strategy

Increase Supply Output

Cost Price Evaluation – flex

to win

Market Creation Expand Service

Base

Support / influence

Specification Improvement

Support / influence Process

Improvement

Commissioner Relationship

Management

Exploit Market Advantage Create a market advantage

Analysing and understanding Commissioners

…will help you to identify:• Changes in commissioning (policy, activity, and income)

• The need for a diverse and competitive market

• Business risks associated with changes in commissioning

• Opportunities to develop your services

• Further opportunity to engage within the Commissioner Organisation.

Thanks for listening – Any Questions?