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Delivering Understanding Beyond Insights
Browsing All posts tagged under »Andy Akrouche«
Article by veteran contracts expert Lewis-Fernandez demonstrates the kind of thinking that gives negotiation a bad name by Jon Hansen
March 27, 2015
Point #3 Create a strong foundation by building relationships first: This is probably one of the most important things an individual can do in regards to negotiation and in business in general. Perhaps you have attended the standard “networking” event where you give dozens of cards out without having a real conversation with anyone. It’s time […]
Never Mind Being A CFO, CIO or for that matter CPO, 2015 is the Year of the RMO by Jon Hansen
January 20, 2015
I just read an article by Andy Akrouche in which he made reference to my interview with Pete Wharton, IBM’s Commerce Solutions Product Marketing Leader. You can read about my interview in its entirety in my December 13th post titled IBM’s plans to corner or corral the cloud – it’s all a matter of governance. During […]
If you want to make a ‘private sector’ approach work for public procurement – start small by Jon Hansen
October 4, 2014
Editor’s Note: The following is the article I wrote that appeared in the most recent edition of IACCM’s Contracting Excellence ezine regarding the viability of the public sector adopting private sector procurement practices. Check out the IACCM website to access other interesting articles and insights. Having written extensively about the New Public Management or NPM mind-set […]
How the West Coast Offence has redefined the public sector procurement practice by Jon Hansen
September 8, 2014
During my interview with Kate Vitasek last week, she adeptly used the start of the professional football season as a point of reference. Even if I wasn’t a football fan – which I am – I appreciated her analogy because it spoke directly to the challenges with putting process ahead of relationships. What was most interesting however, […]
Special Post – Procurement: DAI Success Strategy by Andy Akrouche
June 9, 2014
“To be truly successful, the Defence Analytics Institute or DAI has to take the program beyond itself to deliver results” – Andy Akrouche Editor’s Note: Defence spending is a hot topic lately on both sides of the Atlantic, as government’s are challenging Defence Departments to do a better job in terms of procurement. Andy Akrouche who […]
The Groundswell Effect and the Emergence of the Public-Private Partnership Relational Model by Jon Hansen
March 17, 2014
In his book Microtrends: The Small Forces Behind Tomorrow’s Big Changes, Mark Penn argues that the biggest trends in America are the Microtrends, the smaller trends that go unnoticed or ignored. If you think about it for a moment, you will see that Penn is right on the money. After all, how many of us […]
Bridging the gap between PPP promise and successful outcomes by Andy Akrouche
February 28, 2014
Originally posted on Relational Contracting Intelligence Blog:
“Recent failures, bailouts, and excessive costs show that the risk analyses and value-for-money accounting used to justify P3s are clearly flawed and cover up the true costs and risks for the public.” Such as the one from which the above excerpt has been taken, there are no shortages…
Philadelphia Freedom: Is this the beginning of the end of the traditional RFP process? by Jon Hansen
February 27, 2014
“One of the reasons we don’t necessarily think RFPs are the best way to engage the creative insights of entrepreneurs and some of the most effective problem solvers in our society today is that we prescribe a solution in an RFP. There’s no opportunity for an entrepreneur or innovator to really work with a city […]
Procurement Insights 
I Have Waited Nearly 10 Years For This To Happen . . . The Santa Clara Story
June 15, 2016
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The County of Santa Clara has successfully implemented their eProcurement initiative by transcending the functional silos that have traditionally limited procurement’s effectiveness and influence in the past. In short, and for the first time since I began covering Virginia’s eVA initiative back in 2007, I can say with great confidence that there is now another […]