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Promoting The Value

Public Procurement


Procurements Problems
Lack of acceptance
Lack of strategy
Lack of methods
Lack of trust
Lack of know-how
Lack of competence

Why Salespeople Are Better
They must reach goals
Their results are directly identified on an
organizations profit and loss statement
They are assigned monthly and annual goals
The goals are easily measured

How many public procurement professionals are
assigned a monthly and annual savings goal?
Managements view of
It is much harder for top management to judge
that their purchasing people are doing a good
job. As a profession we have not been very
good at measuring our performance, therefore
we can hardly gripe when salespeople come to
call in their latest BMW while we are driving
around in ancient Nissans
(Roylance, 2006)
Are we willing to change the status
Many public procurement professionals are
happy with the status quo and do not want the
requirements to meet similar performance
targets that salespeople are required to meet
(Roylance 2006)

Public Procurement Professionals must be
willing to identify and adopt meaningful
measurement targets in order to show we add
value to the organization
Procurement Measurement
If we do not measure the value we add; how
can we expect others to recognize it?
Procurement Measurement Systems measure
the effectiveness (and the efficiency) of the
procurement function
Widely used in the private sector and the
European public sector, they are just starting to
be recognized, understood and implemented in
the United States public sector
Procurement Measurement
Provide the procurement professional with the
information and data to tell their story of adding
value to the organization
Balanced Scorecard
Establishes a set of strategic performance
metrics to support the organization
Provides elected officials, senior management
and even the taxpayers with a detailed view of
the procurement organizations performance
over a period of time
Reviewing these metrics on a regular basis
allows you to identify areas that may need
Identifies the accomplishments of the
procurement organization
Strategic performance metrics for a
Balanced Scorecard
Reduce the cost of products and services
Identify new sources of procurement related
Leverage organization buying power
Meet or exceed customer expectations
Increase spend with local suppliers
Increase spend with diversity owned suppliers
Update internal processes and redesign to
improve efficiency, increase compliance and
improve customer satisfaction
The Profit and Loss Measurement
It is difficult for elected officials and senior
management to judge if their procurement
organization is doing a good job

Most elected officials do not know how effective
their procurement organization is
The Profit and Loss Measurement
As a result, many procurement organizations are
considered a necessity that provides very little
strategic value (Roylance 2006)

The procurement organization is viewed as a cost
center that adds to the overhead of the

When this is the case Elected Officials and
Management may even try to reduce
procurements FTEs during difficult financial times
The Profit and Loss Measurement
How do we change elected officials and top
managements view of procurement as just
another cost center?

We must start thinking of the procurement
organization as a commercial entity, as a
business within a business
The Profit and Loss Measurement
Two principal concerns for elected officials are
taxes (revenue) and expenses.
Public Procurement has the ability to lower
expenses, which would reduce the need for
revenue (taxes)
Public Procurement has the opportunity to be a
strategic player
We do no take advantage of this opportunity to
sell this benefit to elected officials and other

The Profit and Loss Measurement
When procurement savings are discussed,
quite often they are met with skepticism by top
management and finance personnel
Procurements expenses are rarely mentioned
by the procurement professional when
discussing cost savings
There is no agreement on cost savings
definitions between procurement and top
management and finance
The Profit and Loss Measurement
What top management and elected officials really
want from procurement is a bottom-line profit
(revenue or value) contribution
Most elected officials have a business or legal
By presenting procurements contributions in a
financial accounting manner (Profit & Loss
Statement) you will be able to show the value the
procurement function brings to the organization in a
manner that both top management and finance
executives understand (Roylance 2006)
The Profit and Loss Measurement
System How Does it Work?
Producing a simple profit and loss statement
for a procurement organization is not a difficult
The idea behind the P&L Statement is to
identify all revenue and expenses associated
with operating the procurement function
Start with your annual budget
You will also need to maintain some sort of cost
savings record or log

P&L Statement - Revenue
Some common examples of budgeted revenue
for the procurement function include:
Surplus Sales revenue
Vending revenue
Interfund revenue
Centralized Contract Fee revenue
P&L Statement - Revenue
A second source of revenue is various Cost
Containment activities which include:
Contract savings current contract prices compared to
previous contract prices
Cost Avoidance
Contract Extension Cost Savings
P-Card Administrative Cost Savings
eProcurement transaction savings
Improved Terms
Logistics and Inventory Savings
Revised Specification Initiatives
Elimination of Purchase requests
P&L Statement - Revenue
A third source of revenue is from Revenue
Generation Activities which include:
Negotiated Revenue increases on revenue
generating contracts
Rebates negotiated/received
Refunds from Audits of contract payments (Utilities,
P&L Statement - Revenue
The total of your Budgeted Revenue, Cost
Containment Activities and Revenue
Generation Activities is the total income entered
on the profit and loss statement
P&L Statement - Expenses
Your procurement organization will have both
direct and indirect expenses. Some examples
of direct expenses include:
Fringe Benefits
P&L Statement - Expenses
Examples of indirect expenses include
Contractual Expenses
Utilities (Light, Heat, Power)
P&L Statement Net Profit
Net Profit is the total revenue less total
expenses and shows the contribution to the
bottom line of the organization
P&L Statement Breakeven Goal
The goal of every public procurement
organization should be to cover their annual
expenses by the revenue and cost savings
achieved during the fiscal year
P&L Statement
Market the Results
By using a profit and loss measurement
system, the results can be marketed in a format
that elected officials and finance executives are
familiar with and one they can appreciate
(Roylance 2006)
Savings Must be Factually Proven
All figures used in the profit and loss statement
must be accurate and factually proven

You must work with your finance executives to
come to agreement on what will be considered
genuine savings, and what will not

Documentation of savings and revenue
generation activities should be of sufficient
caliber to satisfy the scrutiny of external
Example 2008 P&L Statement
Rockland Countys Results
Rockland Countys results from tracking cost
containment activities, revenue generation
activities, and budgeted revenues and
expenses were a net profit of over $1 million in

The Profit and Loss Measurement System was
the subject of an article in an issue of
Government Procurement Magazine

Examples Cost Savings &
Revenue Generation Definitions
Other Procurement Performance
There are many other Procurement
Performance Metrics that can be utilized to
track the performance of the procurement
Utilization of such performance metrics will
enable the Procurement Function to quantify
results of business goals such as cost
containment, contract compliance, training, use
of technology and other value added benefits
the procurement function brings to the
Other Procurement Performance
Europe and the U.K. are far ahead of the U.S.
Public Sector when it comes to measuring
procurements performance
The national government in the U.K. sets Local
Performance Indicators for Procurement
Download the publication Local Performance
Indicators for Procurement at:
Other Procurement Performance
Strategy Implementation - % of milestone
activities completed in the organizations
Strategic Plan
Skills Development Average time per Buyer
spent on structured training in procurement-
related skills
Aggregation - % of corporate spend aggregated
through annual term contracts
Aggregation % of corporate spend
aggregated through cooperative purchasing
efforts with other public sector organizations
Other Procurement Performance
Sustainable Procurement - % of annual term
contracts awarded following best practice on
sustainable procurement
Local Government Market #1 - % of corporate
spend placed with small and medium
Local Government #2 - % of corporate spend
placed with non-profit and social enterprise
Other Procurement Performance
Local Government #3 - % of corporate spend
placed with ethnic minority businesses
Internal Customer Satisfaction - % of all
responses either very or fairly satisfied
Supplier Satisfaction - % of all responses either
very or fairly satisfied
Predictability Average time from publication of
official solicitation notice to contract signature
Energy Price comparison of gas, electricity, oil
and water
Other Procurement Performance
Commodity goods price comparison a
shopping basket of 10 commodity goods
Average minimum cost of issuing an order
total cost from requisition to payment
Average Invoice value Corporate spend
divided by total number of invoices
Accuracy of deliveries - % of orders that were
correct when received
Average spend per supplier Corporate spend
divided by the total number of suppliers
Other Procurement Performance
Percentage of corporate spend through
electronic orders
Percentage of invoices received electronically
Percentage of corporate spend through
electronic sourcing
Percentage of orders raised electronically
Percentage of invoices paid electronically
Percentage of corporate spend through P-cards

Other Procurement Performance
Minority Business satisfaction with the
Procurement Function
Small and medium sized business satisfaction
with the Procurement Function
Non Profit sector satisfaction with the
Procurement Function
Sources for Additional Information
Marketing 101 for the Procurement
Professional NIGP One-day Class
Purchasing Performance Measuring,
Marketing and Selling the Purchasing Function
(Roylance, D.)
Procurement Marketing A Strategic Concept
(Koppleman, U.)
Measuring Purchasing Performance (The
Chartered Institute of Purchasing & Supply)