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

1. @Waterstonsltd
www.waterstons.com
How to get the best for your business
Wind, wires and wiggly snakes
Dan Burrows – 18th July 2014

2. Agenda
@ Selection in general
@ What are we selecting?
@ What does this mean to me?
@ Waterstons’ selection methodology
@ Variations on a theme
@ A case study

3. Selection in general

4. Selection in general

5. Selection in general
@ So those key points:
@ Someone or something
@ Best or most suitable
@ Better adapted to their environment
@ Survival of the fittest

6. What are we selecting?
@ Someone?
Vendor Customer Partner Employee

7. What are we selecting?
@ Something?
Business
system
Service Device

8. 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…

9. 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

10. That process in full

11. Eight steps

12. 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

13. Why public sector procurement specialists exist…

14. A Case Study
@ Client: Tekmar Energy Limited
@ Sector: Engineering and Manufacturing
@ Product: Specialist cable management systems
@ Selecting: Line of business system (ERP)

15. 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

16. Power is everything

17. Tekmar’s business
@ Offshore wind is a growing industry
@ With all new technology comes challenge
@ When things go wrong, they need to get fixed

18. What if?

19. What’s all this about snakes?
@ TekLink® encloses supply cables
@ Formed of modular polyurethane and cast iron components
@ Installation assistance
@ Mechanical cable protection

21. Spot the difference?
• VS.

22. Spot the difference?
@ Flexible – but not too flexible
@ Modular – any length in any configuration
@ Abrasion resistant and strong
@ ….and pointy(ish) at one end

23. The selection
Business
• Interviews
• Walk-arounds
• Process mapping
Research
• What’s available
• Who’s using what?
• What are the benefits of each?

24. 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

25. 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

26. The selection
ITT
• 5 recipients
• 5 responses
• Top three respondents selected for demonstrations
Demo 1
• 3 demos
• Identical agenda for each
• One supplier deselected

27. 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

28. 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

29. 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

30. Any questions?
dan.burrows@waterstons.com
http://www.waterstons.com
@WaterstonsLtd
@DanThe7s