Page 14 - The Edge2023 - Spring

VENDOR/BUYER CONFERENCE

BY DON HARRIS
Mark Kinsey
Here’s How to Make the Procurement Process Better

for Vendors and Schools

Procurement is a 50-50 relationship between If procurement people are short with vendors,
vendors and schools, which means that both sides Kinsey said, “We look at the agenda for that day
should feel good about the end result. and see what needs to be done. It’s never personal.
You’ve got to come prepared. Do your research.
To have that optimal result, Mark Kinsey Does your message consider the needs and
recommended “three Big P’s” to follow. This was resources of the school you are meeting with?”
part of a joint presentation prepared with Cindi
Hostetler of Tempe Union who was unable to Under “Purposeful,” vendors should consider
present at the AASBO Vendor/Buyer Conference. what is the main purpose of their visit and how did
In a breakout session at the conference, he added they make the initial contact. Spam like frequency
two more to assure success. emails are the worst because they pile up, Kinsey
said. “A single focus for the initial meeting is best.
Kinsey, with Professional Group Public Most schools are looking for the best value. Be
Consulting, and former Director of Procurement aware, some schools have their own installers,
at Marana Unified School District, told attendees: which may affect the bid.”
“We believe strongly it’s a 50-50 relationship –
purchasing and vendors. We need to help vendors Kinsey stressed the importance of networking,
know more about what we’re looking for and make such as attending AASBO meetings like the
ourselves more available as purchasing people. Vendor/Buyer Conference and other events.
Also, as vendors, know what our expectations are.”
Schools must document why they choose certain “We’re in post-COVID,” Kinsey said. “There is a
vendors, and there are new laws and requirements, lot of anxiousness by vendors to come out and see
particularly at the federal level, Kinsey said. you. But unannounced visits are not good.”

He identified the three Big Ps as “Powerful” Vendors should make it known if other schools are
“Purposeful” and “Proper.” buying from them. It’s also important to have a
strategy to assure a second visit that is a value to
Under “Powerful,” Kinsey’s advice to vendors: the school district. “It may be the most important
“What is the exact message you want to share with thing you ever do to establish relationship with
the district? If it’s your first visit to a school, are school district,” Kinsey said. “And remember,
you truly prepared to meet with the procurement honesty is always the best policy.”
director? Have you considered that time is the most
important resource school procurement and others Kinsey’s advice to procurement officials: “I almost
in the district have? Are you respecting that?” always tell vendors I’m going to get multiple

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14 THE EDGE SPRING 2023