1. Wearing their shoes How to understand and influence Public Sector Commissioners - Find out what really makes them tick Mark Algar, Owner 60sticks Ltd

2. What is commissioning? Planning: Understanding needs and agreeing actions to deliver against these needs. Buying: Contracting with providers who can fulfil the delivery of needs Checking: Monitoring the performance of providers in order to make sure they deliver what is contractually required. Assess need Procure Manage demand Monitor Review provision Prioritise Specify Stakeholder Engagement: Public – consultation Private - market participants Policy – local and national

3. Buying Context Public Purse Have to achieve the most economically advantageous outcome as tax payers money. Public Contract Regulations Provide a framework to achieve a compliant economically advantageous outcome. Process heavy with limited access to commissioners / procures when process begins. Recent (very welcome) changes to PCRs Pre procurement market engagement

4. Understanding your Commissioner Goals Strategic Plan Operating Plan Structure Who to approach and why Processes How funding will be spent.

5. What makes them tick People Effective engagement with local Community Money Value for money Better planned procurement Targets National and local targets Defined outcomes: SLAs / KPIs

6. Take advantage Help Commissioners to Understand You Commissioner analysis Customer Organisation Sourcing & Selection Process Buying Tendencies / Award History Key Decision Makers & Hot Buttons Customer Buying Problems Relationship building The most important factor Networking events etc… Help to shape market through USPs Develop market knowledge and influence yours and the market behaviour Market Strategy Increase Supply Output Cost Price Evaluation – flex to win Market Creation Expand Service Base Support / influence Specification Improvement Support / influence Process Improvement Commissioner Relationship Management Exploit Market AdvantageCreate a market advantage

7. Analysing and understanding Commissioners …will help you to identify: Changes in commissioning (policy, activity, and income) The need for a diverse and competitive market Business risks associated with changes in commissioning Opportunities to develop your services Further opportunity to engage within the Commissioner Organisation.

8. Thanks for listening – Any Questions?