Project Management Fo rum “PM’s and Vendor Management”

1. Project Management Forum“PM’s and Vendor Management” August 2011 Chris Bridge, ITS Director

2. You have a new project that requires external sourcing... What needs to be managed?

3. What do smart Vendors want to know? Vendor sales strategy QUT requirements fit to Vendor offering QUT Budget – Qualified? Procurement Approach Negotiators ... and their relationship to ... Decision Makers Influencers Competitors

4. What does QUT want from you? Confidence in you Project Charter Agreed Scope Solution Approach Qualified Schedule and Cost Architecture Fit Sponsor / Business Engagement Documentation Procurement Approach

5. What can the PM do? Focus on the key objectives and required outcomes for the project Understand your strengths and development areas Create plans that draw-in required expertise Plan in advance to achieve effective vendor negotiation

6. TIPS • Discounts and concessions to secure • Flexibility available from multi-nationals • Tactics / behaviours after contract signing • Vendor “lock-in” • Vendor product strategy and alignment to QUT’s strategy • Ensuring we get value for money and successful outcomes for our internal stakeholders