1. Modernising Government, Efficient Government Conference © 2003 IBM Corporation A supplier perspective on partnering with Government Nicola J Bolton Government Industry Director

2. Modernising Government, Efficient Government Conference © 2003 IBM Corporation 2A supplier perspective on working with Government29th October 2004 I would like to cover the following topics  What does partnership mean?  The pros and cons of partnering  How to get value out of supplier- government partnerships  How long should partnerships last?  Case studies of successful partnerships

3. Modernising Government, Efficient Government Conference © 2003 IBM Corporation 3A supplier perspective on working with Government29th October 2004 partner n. ‘Person associated with others in business of which he shares risks and profits’ In the Public Sector, Partnerships are usually formed to manage highly complex environments, introducing a lot of change, frequently in highly visible areas, over many years.

4. Modernising Government, Efficient Government Conference © 2003 IBM Corporation 4A supplier perspective on working with Government29th October 2004 Why partner?  Focus on core capabilities  Access to best in class competencies in non-core areas  Increase ability to change and compete  Release top management to concentrate on the core of the business  Share risk ….. and reward

5. Modernising Government, Efficient Government Conference © 2003 IBM Corporation 5A supplier perspective on working with Government29th October 2004 Challenges  Sign the contract  Win/Win –Commercial –Service delivery –Innovation –Priority  Trust  Relationships  Listening  Communication

6. Modernising Government, Efficient Government Conference © 2003 IBM Corporation 6A supplier perspective on working with Government29th October 2004 Procurement  Separate value from price  Focus on outcomes  Answer the questions  Expect tough negotiations  Manage relationships  Listen and hear

7. Modernising Government, Efficient Government Conference © 2003 IBM Corporation 7A supplier perspective on working with Government29th October 2004 Partnering ecosystems are evolving  Surrey County Council  DVLA  DWP  Inland Revenue  Criminal Justice IT  Edinburgh University

8. Modernising Government, Efficient Government Conference © 2003 IBM Corporation 8A supplier perspective on working with Government29th October 2004 Partnerships – double innovation  Innovating the strategy  Innovating delivery –New propositions process –People development and facilitation process –Cutting edge innovation centre

9. Modernising Government, Efficient Government Conference © 2003 IBM Corporation 9A supplier perspective on working with Government29th October 2004 When people work  Strong charismatic leaders on both sides  Diverse teams  Mix of experience  Some project failure in the team  Flexibility, creativity, forgiveness  Best people try to join

10. Modernising Government, Efficient Government Conference © 2003 IBM Corporation 10A supplier perspective on working with Government29th October 2004 When partnerships work  Civil servants focus on value added not just cost  Suppliers focus on long term business strategy not just short term profit  Both are open and honest about changing interests  There is mutual governance in place