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Negotiating with Vendors, Do’s and Don’ts in the New Economy

Negotiating with Vendors, Do’s and Don’ts in the New Economy. Catherine Maras Bexar County Tuesday June 14, 2011. Agenda. Bexar County Bexar County Information Technology Department (BCIT) The New Normal for Local Government Negotiating Do’s and Don’ts Questions.

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Negotiating with Vendors, Do’s and Don’ts in the New Economy

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  1. Negotiating with Vendors, Do’s and Don’ts in the New Economy Catherine Maras Bexar CountyTuesday June 14, 2011

  2. Agenda • Bexar County • Bexar County Information Technology Department (BCIT) • The New Normal for Local Government • Negotiating Do’s and Don’ts • Questions

  3. Bexar County – Who we are • Organized in 1837 as one of the original counties of the Republic of Texas • Bexar County – over 1.7M Population • $374.1 million General Fund budget • $1.556 billion Total Adopted budget • 4,500 Bexar County employees • $10.8 million General Fund IT Budget

  4. Information Technology Department • 119 Budgeted Positions (6 Frozen) • Support over 30 Offices/Departments • BCIT operates large shared service center to support: • Justice • Public Safety • Constituent Services • Community Resources • Financials & Administration • Thousands of applications accessed by over 4500 internal users

  5. BCIT Strategic Plan • Mission • To support the mission of Bexar County with high quality, innovative, and cost effective information and communication technology solutions • Vision • An efficient County government supported by an integrated information environment created through strong departmental partnerships & provided by a highly trained and diverse workforce deploying effective technologies

  6. Strategic Objectives

  7. Information Technology Department • E-Serve Site • Enterprise-wide Lawson ERP implementation • Win7 and MS Office 2010 Standardized Desktop, Tools and Technical Architecture • County-wide Integrated Justice Initiative-includes new Case Management, Mug Shot, Digital Evidence and Inventory Systems, e-Citations • Centralized County Data Center • Document Management System

  8. The New Normal for Local Government • Unfunded Mandates continue at a faster pace • Consolidation of City/County Governments • Number of Employee Furlough days has increased • Local Governments have had to reduce service levels and shut down for days in order to balance budgets

  9. NegotiationDo’s • Be Creative-More Art than Science • Negotiate on an Enterprise Basis • Request Customer References and Plan a Visit • Reduce project risk by instituting measureable goals that both parties can agree to • Realize your Value as a Customer • Employ a County/City team approach based on initiative

  10. NegotiationDo’s • Engage colleagues from either internal or external to your local government • Do your Homework • Give and Take

  11. NegotiationDon’ts • Don’t rush to a conclusion-Listen • Don’t focus on one area of the negotiation, but rather ensure all facets have been covered • Don’t follow the same old vendor license model and pricing terms if it does not meet your needs

  12. NegotiationDon’ts • Don’t think anything is out of scope • Don’t follow the vendor’s contract documents but create your own • Don’t rush with the negotiations-keep the natural pace

  13. Contact Information Catherine Maras Bexar County Chief Information Officer (210) 335-0207 cmaras@bexar.org

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