This presentation explains why, and how, federal procurement leaders should approach creating value in their respective organizations.

1. The Leader’s Role in Value
Creation
HCA Leadership Seminar #3
June 1, 2017

2. An organization’s value
proposition is the
benefit it provides, for
its entire stakeholder
community, and how it
does so uniquely and
unparalleled.
2What is Value? And why is it important to an organization?

3. “
Value isn’t fixed or tangible; it rests in
perceived benefit. Value is in the mind of
the beholder.
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4. Value
Creation
Your role as a leader is to help bolster
your respective organization’s value
proposition so that your stakeholders
understand and believe you are
providing the maximum benefit to them.
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5. What benefits do you provide?
As a Contracting and Procurement professional, you create value
for your customers by ensuring that they get the right goods and
services they need, when they need them, at a fair and
reasonable price, and in accordance with Federal regulations.
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What does “value” mean in Federal
Contracting and Procurement?

6. What does greater value look like in our world?
» Delivering quality contracting/procurement actions
to achieve the best program and mission outcomes
» Streamlining our processes to enable ease and
efficiency for our customers
» Saving the Government time and money when and
where possible
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7. 2,700,000,000
That’s how many dollars the USCG spent last year over the
course of 34,950 procurement transactions.
Our line of business REQUIRES us to create value!
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Why should you care about creating greater value?

8. So how does a leader create greater value?
» Make a change in the impact, intensity or
application of your perceived benefits
» This requires you to think differently about what
you do and how you do it
» Remember ... we’re Business Advisors!
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9. Examples
Impact
Change the consequence, effect
or influence of a benefit you
already deliver. (Do it differently)
For example, an organization
wants to get more out of its
quarterly journal for their
customers. Journal editors could
convert the existing static, printed
periodical and turn it into an online
forum, and invite customers to be
part of the conversation. The
communication vehicle has now
evolved from a one-way channel to
a multi-voice dialogue.
Intensity
Change a benefit you deliver so
that it is done with more strength,
power or potency. (Do it better)
Let’s say a company provides an
apartment-cleaning service with the
promise that every apartment
cleaned will meet federal and state
standards. What if the company
decides to promise customers that
their units will now also exceed the
standards of local consumer
groups? That’s going above and
beyond what the law requires.
Application
Apply the same benefits to a
wider variety of uses. (Do it more
broadly)
Consider your local college. As
online education brings higher
education within reach of more
people, colleges and universities
are converting their classroom
instruction to user-friendly online
learning platforms. Now anyone
interested in a degree program has
access–not just the traditional
student. The benefit once available
only to a few is now available to the
masses without restrictions.
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10. What can we do differently at USCG?
Impact
What if we …
Started doing Alpha Contracting in all
of our major sole-source
environments in order to truncate the
time from development of the SOW to
contract award?
Or
Published all of our Market Research
Reports on our Sharepoint site to
create an archive for staff in the
future to consult?
Intensity
What if we …
Developed a way to track all of the
option periods on our contracting
vehicles and sent periodic reminders
to our customers about when they
needed to be exercised with an
attached milestone chart?
Or
Sent an email to all Requiring
Officials to let them know that their
PR has been awarded with the
estimated delivery time or POP start
date?
Application
What if we …
Expanded our online presence and
information-sharing capabilities so
that our CORs, PMs and Product
Line Managers received the same
Policy updates that we receive?
Or
Stood up a recurring monthly venue
where Industry had the opportunity to
talk to us, and our program
counterparts, about the latest
advancements in the marketplace –
and our requirements well in
advance?
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11. Think About Our Vision Statement for Ideas
The USCG Contracting Enterprise is an effective
and high-performing organization, demonstrating
flexibility, responsiveness, efficiency, agility and
transparency and is recognized as a strategic asset
in accomplishing the USCG mission set. We are
trusted advisors, delivering reliable expertise and
valued services to our partners throughout the
acquisition life cycle. We are committed to results
and our decisions drive optimal business
outcomes. USCG is an employer of choice and a
center of excellence for contracting professionals.
-Semper Paratus
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12. Recap & Discussion
IntensityImpact Application
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