Marianne Alabastro - Detroit Regional Chamber · Marianne Alabastro Events & Small Business...
83
Transcript of Marianne Alabastro - Detroit Regional Chamber · Marianne Alabastro Events & Small Business...
Marianne Alabastro Events & Small Business Programs Manager
Detroit Regional Chamber
Michael Bryson Manager, Corporate Procurement
Blue Cross Blue Shield of Michigan
Blue Cross Blue Shield of Michigan
Blue Care Network of Michigan
Detroit Regional Chamber
Meet the Purchaser Event
Walsh College – Troy, MI
11/21/2013
presented by:
Mike Bryson – Manager for Information Technology Procurement
Our Mission
To give all Michigan residents access to reasonably priced, quality health care, and to improve the health
of Michigan’s people, communities, economy and
health care system.
Who We Are
• A nonprofit health care organization founded in 1939
• The largest health insurer in Michigan: 4.4 million
members in Michigan and 1.2 million more members in
other states
• The largest network of doctors and hospitals in Michigan:
156 hospitals, nearly 30,000 doctors
• An independent licensee of the Blue Cross and Blue
Shield Association
• Our subsidiaries:
– Blue Care Network of Michigan
– Blue Cross Blue Shield of Michigan Foundation
– Accident Fund Holdings Inc.
– LifeSecure Insurance Company
We are committed to socially responsible
business practices including ….
• The environment
• Diversity
• Human rights
• Safety
• Community investment
• Business ethics
Next Steps for Interested Suppliers
Step 2
Step 3
Step 1
Register as a Potential Supplier
Tell Us About You!
Adil Karachiwala Vice President, Sourcing Manager
Comerica Bank
Meet the
Purchasers
November 21, 2013
Comerica – about us
Comerica Incorporated (NYSE: CMA) is a financial services company headquartered in
Dallas, Texas, and strategically aligned by three business segments: The Business Bank,
The Retail Bank, and Wealth Management. Comerica focuses on relationships, and
helping people and businesses be successful. In addition to Texas, Comerica Bank
locations can be found in Arizona, California, Florida and Michigan, with select
businesses operating in several other states, as well as in Canada and Mexico. Comerica
reported total assets of $62.9 billion at June 30, 2013.
Fast Facts on Comerica:
• Among the 25 largest U.S. banking companies
• Located in seven of the 10 largest U.S. cities
• #1 pre-paid commercial card issuer
• 484 offices at June 30, 2013
• #10 among bank and thrift companies with the most commercial and industrial loans
(12/31/11)
• Among the top 10 Ex-Im Bank working capital lenders
• #3 among DiversityInc® "Top 10 Regional Companies for Diversity" in 2012
13
Pre-Qualification
Opportunity Assessment
Sourcing
Contracts
On-boarding Purchasing
Spend
Analytics
Supplier Risk
& Performance
Registration
Supplier Relations
Strategic Sourcing
Contract Services
Purchasing & Analytics
14
Procurement
Corporate Procurement
• Performance management tools
• Risk management framework
• Supplier inquiries
• Supplier registration
• Supplier
communications
• Industry alerts
• Centralized
reporting
• Spend analysis
and compliance
• Spot buys
• Alternative
buying channels
• Purchase Order tracking
and administration
• 5100: Option #7 Help Desk
• T&E policy administration
• Legal liaison
• Support
development of
business requirements and
contract SLAs
• Risk management
• Contract negotiations
• Service Company contract
administration
• Industry/environmental
research and benchmarking
• Sourcing strategy
• Conduct bid and due
diligence
• Negotiation with
suppliers
• Business case
support and analysis
• Supplier Diversity
15
Supplier Diversity Program Components
• Policy & CEO Commitment
• Minority Supplier Development Committee
• W/MBE National Coordinator & Market Champions
• Goal Setting and Reporting System
• Buyer Training
• Second-Tier Initiative
• Accountability-Mgmt and colleagues w/Procurement Authority
• Minority Supplier Referral Tracking System
• Outreach: Collateral Materials, Trade Shows, Organizations, etc.
16
SD National Coordinator’s Role
• Liaison to supported organizations, i.e.; National Minority
Supplier Diversity Council , National Association of
Women Business Owners, Women's Business
Enterprise National Council, Various Ethnic Chambers of
Commerce, etc.
• Internal and external advocate/facilitator
• Trainer, coach and mentor to W/MBE’s, Comerica
colleagues, and strategic Partners
Where to start?
17
1. Go to –
www.Comerica.com
2. Search for “Supplier”
3. Click on the
“Comerica Supplier
Information” link to
get started.
18
What it takes?
• Have Patience
• Be Focused
• Demonstrate Value
19
The Process – Strategic Sourcing 7-Step Methodology
Implementation Opportunity Development & Negotiation Data Collection & Analysis
Identify Cost Drivers & Components that Impact Total Cost of Ownership (TCO)
Identify Impact from Switching Suppliers
Align Strategy to Market Conditions and Internal Profile
Identify Supplier Relationship Approach
Identify Sourcing Approach (Contract re-negotiation, RFQ, auction, RFP, etc.)
Revise Savings Estimates
Document Strategy
Structure Agreement Template
Document Fact Based Negotiation Approach
Plan and Conduct Negotiations
Select Suppliers and Document Benefits
Agree on Business Terms and Draft Agreement
Gather high level spend
Assess & Prioritize opportunities
Develop high level category segmentation approach
Estimate Opportunity & Finalize Project Plan
Identify Team & Mobilize Project
Build Supplier Selection Decision Framework
Develop Potential Supplier Long List
Develop Supplier Screening Criteria
Assess Supplier’s Capabilities
Develop & Conduct RFI (if necessary)
Develop Short-List of Suppliers for RFP/Auction
Determine Bid Scope & Timing
Structure RFP /Auction
Determine Process for Communicating Event
Communicate Event to Suppliers
Evaluate RFP Responses
Develop Short-List of Suppliers for Negotiations
Determine organization & process impacts of new agreement
Develop Communication Plan
Identify Supplier Performance Metrics
Develop Implementation Plan
Finalize & approve new supplier agreement
Communicate Plan Internally & Externally
Execute Implementation Plan
Measure Supplier Performance& Track Savings
Profile Volume, Prices, & Suppliers
Profile Processes & Constraints
Collect Specifications
Identify Item Rationalization/ Standardization
Define Market Structure & Segmentation
Analyze Industry Trends
Identify Potential Suppliers
Understand Current Cost Structure of Industry
Develop Category Strategy Hypotheses
Implement
Agreements
Shape &
Negotiate
Agreements
Conduct Bid
Process
Identify
Selection
Factors and
Screen
Suppliers
Develop Sourcing
Strategy
Profile Spend &
Pricing
Assess
Opportunities
Comerica Approval of Baseline & Strategy
Comerica Approval Savings
20
General Misconceptions
• Procurement’s role - act as a supplier’s advocate, not
here to sell on their behalf
• Minority/Diversity accreditations - help a supplier, not the
key decision point for selecting a supplier
• Supplier Selection - decisions are not made solely on
price; it is a component of the selection process
21
Opportunities
• The following spend categories represents 70-
80% of Comerica’s third party spend -
IT (Hardware, Software and Services)
Facilities / Construction
Retail / Operations Services
22
Questions?
Thank you.
Jane Stolkey Director, Global Procurement
Compuware Corporation
Maria Ebner-Smith Purchasing Manager
Oakland University
Purchasing
at
Oakland University Presented By
Maria Ebner-Smith
Purchasing Manager
Purchasing’s Role
Department Relations
Customer Service
Adhere to Policy
Supplier Relations
Primary Supplier Contact
For Introductions
For Bid Opportunities
Manage Vendor Relationships
Purchasing Contacts Brenda Boor
First Line of Communication
248-370-3172
Eileen Arseneau
For Computers only
Judy Burton
Buyer
Julie Hamilton
Buyer
Maria Ebner-Smith
Purchasing Manager
Judy Burton Housing
Facilities Management
Oakland Center
Center for Student Activities
Environmental Health and Safety
Development, Alumni and Community Engagement
Administrative Departments
Julie Hamilton Campus Recreation
Golf Course
Smart Zones
Human Resources
School of Medicine
Academic Departments
College of Arts and Sciences
School of Engineering
School of Education and Human Services
School of Nursing
School of Business Administration
Maria Ebner-Smith Capital Planning and Design
All Technology Departments
Software
SAAS
Preferred Provider Agreements
Temporary Staffing
Computers
Office Supplies
Copiers
Scientific Supplies
The Bid Process Under $2500
No Bid Requirements
$2501 to $10,000
Comparative Pricing Only
Over $10,000
Formal Bid Required through Purchasing Department
Over $50,000
Sealed Bids Required
Supplier Connections
Oakland.edu/purchasing
Posted Bid Advertisements
Information for Vendors
Vendor Application
Contact the Buyer
Questions and Answers During the Roundtable
Charles Couwlier Procurement Manager
SMART
Suburban Mobility Authority For Regional Transportation
Detroit Regional Chamber
Meet the Purchasers
SMART Facts
• Southeast Michigan’s ONLY regional public
transit system
• We provide 11 million rides annually with over
1 million rides for people with disabilities and
older adults in the tri-county region.
Procurement
• SMART is considered a government agency
• Procurements over $3,000 have to go out for
solicitation:
Informal Quotation (IQT)
Invitation for Bid (IFB)
Request for Proposal (RFP)
Request for Quote (RFQ)
How to Become a Vendor
• Michigan Intergovernmental Trade Network
(MITN) - www.mitn.info
• Online bidding system throughout Michigan
• Access to solicitations from 121 agencies
County of Wayne
Oakland County
City of Dearborn
City of Warren
City of Rochester Hills
Wayne County Airport Authority
MITN Stats
• System Information:
Formal bid solicitations: 19,573
Quote solicitations: 7,464
Award notices posted: 11,560
Annual Contracts
• Solicits $20 Million Annually in Contracts
56% 22%
3%
4% 1% 3% 11%
FY 2013 Contracts Budget
Fuel/Oil/Lubricants
Parts
Tires
Bus Repair Contracts
Route Facilities Maintence
Contracts - Building Maintence
Adminstrative Contracts
Small Business Provisions
• NAICS code will help determine if you qualify
• Visit www.sba.gov for details on being certified
• SMART contracts under $250,000 utilize a
race - neutral small business provisions
DBE Program
• What are the qualifications of a DBE?
A certified small business
Owned or controlled by minorities, women, or a
socially and economically disadvantaged person
Ownership and control is at least 51%
Gross receipts is less than $17.42 million
Mike Sander Project Engineer
Stacy and Witbeck, Inc.
45
Transit Contractor
Specialized in Urban Projects
Employee owned company
Ranked #127 by ENR in the Top 400 Contractors
Ranked #3 by ENR in the Top 10 List for Mass Transit & Rail Contractors in the US
46
•Corporate Office
•Alameda, CA
•Northwest Area Office
•Portland, OR
• Area Offices
•Phoenix, AZ
•Salt Lake, UT
Offices
Current Projects
Active
New Markets
47
Light Rail
48
Commuter Rail
49
Stations
50
Buildings
51
Streetcars
52
Current Streetcar Projects
M-1 RAIL Streetcar – Detroit
Sugar House Streetcar – Salt Lake City
First Hill Streetcar – Seattle
Union/Oak Cliff Streetcar - Dallas
Kansas City Streetcar – Kansas City, MO
3.3-mile streetcar route
11 stops
2 Bridges
4 Traction Power Substations
Full-width Road Reconstruction
M-1 RAIL DESCRIPTION AND ROUTE
MDOT Reconstruction
Project
54
Downtown Detroit
55
Campus Martius
56
Comerica Park
57
Fox Theater
58
Midtown
59
Development along Woodward
60
Amtrak Station
61
New Center
3.3-mile streetcar route
11 stops
2 Bridges
4 Traction Power Substations
Full-width Road Reconstruction
M-1 RAIL DESCRIPTION AND ROUTE
Segment 1
63
Streetcar Construction in Downtown
64
Streetcar Construction in Downtown
3.3-mile streetcar route
11 stops
2 Bridges
4 Traction Power Substations
Full-width Road Reconstruction
M-1 RAIL DESCRIPTION AND ROUTE
Segment 2
66
Streetcar Construction in Segment 2
67
Subcontractors Needed
Asphalt Milling
Asphalt Roadway
Brick Paver
Bridge
Concrete Flatwork
Concrete Roadway
Granite Curb Setting
Landscaping
Pavement Marking
Permanent Signage
Pole Foundation Drilling
Rebar Installation
Sewer Line Relocations
Traffic Control
Traffic Signals
Trucking
Underground Electrical
68
Services and Suppliers Needed Construction Material Testing
Equipment Services
Hazardous Material Assessment
On-site Equipment Fueling
Sawcutting
Security
Surveying
Sweeper/Vacuum Truck
Vacuum Excavation/Potholing
Video Inspection/Surveying
Aggregate
Concrete
Conduit/Electrical
Precast Concrete Structures
Rebar
Traffic Control Devices
Pipe
69
Solicitation Procedures
Website - https://stacywitbeck.box.com/m1rail
70
71
72
73
Solicitation Procedures
Website - https://stacywitbeck.box.com/m1rail Link from M-1 RAIL’s website - http://m-1rail.com/
Notification thru subcontractor database
Business/contractor associations
Local media and planrooms
Project office planroom
74
Solicitation Schedule
Most Packages – early December 2013
Quantity Updates – early January 2014
Bid Date – mid January 2014
Notifications/Contracts – February 2014
Start Work – March 2014
Substantial Completion – End of 2015
75
Team Introductions – SWI Team
Lori Ballard – Team DBE Coordinator
Mike Sander – Project Engineer
Ron M. Evans Procurement Director
Wayne County Airport Authority
Ron M. Evans, Procurement Director, DBELO
Wayne County Airport Authority
Detroit Regional Chamber Meet The Purchasers November 21, 2013
Business Opportunities
http://www.wcaa.us/business
Michigan Inter-Governmental Trade Network (MITN) www.mitn.info
Business Diversity Programs
http://www.wcaa.us/business
Business Opportunities
SBE Program
DBE & ACDBE
Contact Us
Wayne County Airport Authority Procurement Division Detroit Metropolitan Wayne County Airport
L.C. Smith Building • Lobby Level Detroit, Michigan 48242 Phone: (734) 247-7900
Fax: (734) 955-5648 Email: [email protected]
Ron M. Evans
Procurement Director [email protected]
Sherita Calloway, CPPB
Deputy Procurement Director [email protected]
Peter Hathaway
Business Diversity Coordinator [email protected]
Thank you!
Speed Networking Rounds
Find a seat at one of the round tables
Short introductions
Purchasing representative will speak
Rotate to a new table
