February 26, 2018
Canon Solutions America, Inc. has announced its participation in the 2018 Centre for Procurement Excellence National Conference, which was held February 12-13, 2018 in Tempe, Arizona.
More than 130 industry professionals representing a mix of manufacturers, contractors, business owners, and government agencies gathered to learn about establishing procurement standards and implementing Expertise-Driven Project Delivery (XPD).
The Centre for Procurement Excellence is a member-led organisation that advocates for the adoption of standardised procurement practices to improve the effectiveness of public and private procurements. It develops and promotes expertise-driven procurement standards to maximise the opportunities for successful vendor-client interactions.
Canon Solutions America’s Enterprise Managed Service Division’s (EMSD’s) presentation focused on expertise-driven procurement from the vendor’s perspective, including the challenges faced with responding to Requests for Proposals (RFPs) that value price above all else. Rick Ranft, Senior Director of the Strategic Markets Group, which includes Advisory Teams dedicated to Higher Education and Healthcare, presented with Andrea Rai, Senior Manager of Strategic Partnerships for EMSD.
“EMSD’s approach is to support our clients by acting as subject matter experts, not just vendors,” states Ranft. “With each engagement, we seek to provide input on the client’s objectives, using our expertise to align their goals with our services. We’ve been particularly successful in offering alternate proposals, which we build based on our experience and understanding of the project scope.”
“Canon Solutions America’s presentation helped conference participants see the RFP process from the vendor’s perspective,” said Centre for Procurement Excellence’s Jeff Sawyer. “They embody the spirit of the expert vendors that all clients should be seeking to select through this XPD process.”
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