Getting the best for your business- Real World System Selection
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@Waterstons ltd www.waterstons. com How to get the best for your business Wind, wires and wiggly snakes Dan Burrows – 18 th July 2014
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What do snakes*, electronics and renewable energy have in common? More than you might think. We all make decisions every day; but deciding on the software, hardware or even people that will help make your business a success is a whole different ball game to deciding between a tall skinny latte and a double-shot espresso. With a long track record of helping our customers make choices, Dan Burrows will answer that question about snakes and explain: • Waterstons’ selection methodology • How it can be applied to real decisions • Where our consultants fit in to all this • How we help real businesses make choices which suit them and the way they do business using a recent case study example *There won’t be any actual snakes
Transcript of Getting the best for your business- Real World System Selection
@Waterstonsltdwww.waterstons.com
How to get the best for your business
Wind, wires and wiggly snakes
Dan Burrows – 18th July 2014
Agenda
@ Selection in general@ What are we selecting?@ What does this mean to me?@ Waterstons’ selection methodology@ Variations on a theme@ A case study
Selection in general
Selection in general
Selection in general
@ So those key points:@ Someone or something@ Best or most suitable@ Better adapted to their environment@ Survival of the fittest
What are we selecting?
@ Someone?
Vendor Customer Partner Employee
What are we selecting?
@ Something?
Business system Service Device
What does this mean to me?
@ We all do it, every day
@ The approach we take will vary@ Try, accept/reject, repeat@ Research, consider, choose, refine, repeat
@ Personal or professional, the same rules apply@ Remember – the grass is not always greener…
Waterstons’ selection methodology
@ Can be applied to any requirement to select
@ Is designed to be modified and adapted
@ Incorporates parallel activities
@ Engagement is everything, so buy-in is built-in
That process in full
Eight steps
Research Long list Test Reject
Short list Test Reject Select
Variations on a theme
@ OJEU or not
@ Stream dependent on complexity/requirement
@ Typically longer elapsed time than private sector procurement
@ We have experience of OJEU and non-OJEU processes
Why public sector procurement specialists exist…
A Case Study
@ Client: Tekmar Energy Limited
@ Sector: Engineering and Manufacturing
@ Product: Specialist cable management systems
@ Selecting: Line of business system (ERP)
Who are Tekmar?
@ In existence for 25 years, originally formed in Norway
@ Tekmar Energy formed in 2007
@ By 2012, >£20m turnover and 75 staff
@ 2013-14, additional manufacturing facility, 25 more staff
Power is everything
Tekmar’s business
@ Offshore wind is a growing industry
@ With all new technology comes challenge
@ When things go wrong, they need to get fixed
What if?
What’s all this about snakes?
@ TekLink® encloses supply cables
@ Formed of modular polyurethane and cast iron components
@ Installation assistance
@ Mechanical cable protection
Spot the difference?
• VS.
Spot the difference?
@ Flexible – but not too flexible
@ Modular – any length in any configuration
@ Abrasion resistant and strong
@ ….and pointy(ish) at one end
The selection
Business
• Interviews• Walk-arounds• Process mapping
Research
• What’s available• Who’s using what?• What are the benefits of each?
The selection
Long list
• 17 potential suppliers• Mix of vendors and integrators• 14 potential systems
RFI
• 13 recipients of the RFI• 10 respondents• 5 invited to meet the client
Challenges
@ Clear that there were a number of solutions which would effectively meet requirements
@ Cost, whilst a consideration, was similar between most suppliers
@ Not a ‘classic’ ERP system requirement - flexibility not functionality
@ ITT focussed on engagement approach rather than solution details
The selection
ITT
• 5 recipients• 5 responses• Top three respondents selected for demonstrations
Dem
o 1
• 3 demos• Identical agenda for each• One supplier deselected
Challenges
@ How to differentiate two workable solutions
@ Strong support for both from project board members
@ Cost vs. capability balanced between each option
@ Decision must be based on facts, but with room for feelings too
The selection
Demo 2
• Remaining two suppliers• Specific points to cover• No de-selection at this point
Decision
• One month delay (agreed by client)• One supplier provided PoC for missing functionality• Following successful PoC selection was made
Things to remember
@ A methodology is only as good as the way it is used
@ There is always room to flex and change approach – adapt or die
@ Find ways to engage with both customer and supplier@ Always look for the ‘toy snake’ in everything
@ Successful selection isn’t always about product – but people too
Any questions?
http://www.waterstons.com
@WaterstonsLtd@DanThe7s
