NASPO 2008 Marketing Meeting Presentations

How to Market to State Governments Meeting
April 6-8, 2008
New Orleans, Louisiana
 

CONFERENCE AGENDA--CLICK ON TITLE FOR PRESENTATIONS

Sunday, April 6, 2008

1:00pm – 4:00pm
Gold Sponsor One-on-Ones
One–on-Ones are prescheduled, fifteen-minute interviews with state procurement representatives. Use this opportunity to speak directly with state procurement officials of your choice.

9:30am – 10:30am       
The Changing Face of IT Contracting
Presented by Richard Thompson, Chief Information Officer, State of Maine
Learn how to become involved early on and focus your efforts where best value assures success for both states and contractors. In this session we will highlight how strategic decisions provide clarity and opportunity within the IT framework.
               
Procurement 101
Presented by Doug Richins (Utah)
If you're new to the procurement process in government, you won't want to miss this informative session! Topics to be covered include the most common procurement methods utilized, bid evaluations and awards as well as tips for winning state contracts.

10:30am – 12:15pm        
Southern and Western One-on-Ones
Always popular! One–on-Ones are prescheduled, ten-minute interviews with state procurement representatives. Use this opportunity to speak directly with state procurement officials of your choice. This session will begin with a brief orientation and review for both new and old corporate attendees to go over the basic structure and objectives of the conference as well as the format of the One-on-One sessions. 

2:00pm – 3:15pm       
How to do Business with Cooperative States
Moderated by Paul Stembler (Minnesota)
This session aims to give suppliers answers to important questions about cooperatives and how they work including:

  • What should suppliers expect when dealing with a cooperative?
  • What are the differences in processes, terms and conditions, and what other differences to expect?
  • What does a cooperative look like? Feel like? Where can suppliers go for information?  How does a link on the Oregon state procurement website suddenly direct vendors to Minnesota's procurement website?
  • The procedures for having other states sign a participating addendum?
  • How does a vendor get on a cooperative's supplier list?

Green Purchasing and Recycling
Moderated by Diane Lancaster (Oregon)
Panelists: Lee Johnson (Oklahoma), Maureen McGuire (Ohio), Dmitriy Nikolayev (Massachusetts), Stephen Reksten (Tennessee)
We all know Green Purchasing benefits the environment—now see how changing your products to meet Green Purchasing standards can benefit you!  This session focuses the current and emerging designations and specifications that vendors will need to obtain in order to do business with the states.  We will review the different types of third party certifications and focus on state approaches to using RFPs to dictate environmental specifications.  In addition, we will examine states' approaches to defining total cost of ownership and methods from acquisition to disposal of environmentally sensitive goods and services.

Minding your T's and C's: Understanding and Working with State Contracts
Moderated by Carol Wilson (Connecticut)
Panelists: Denise Lea (Louisiana), Devin Marques (Connecticut), Elise Lancaster (Michigan)
“Terms and Conditions” (“T's and C's”) are integral to the procurement process.  They refer generally to the rules under which all bids must be submitted as well as the stipulations included in most purchase contracts. 

  • Terms – price, discount, delivery, invoicing
  • Conditions – acceptance, termination, warranty, indemnification, insurance

Successful bidders must meet all criteria specified in the terms and conditions.  It is crucial to understand the terms and conditions and how to comply with them when a contract is awarded.

3:30pm – 5:00pm       
Eastern and Midwestern One-on-Ones
Always popular! One–on-Ones are prescheduled, ten-minute interviews with state procurement representatives. Use this opportunity to speak directly with state procurement officials of your choice. This session will begin with a brief orientation and review for both new and old corporate attendees to go over the basic structure and objectives of the conference as well as discuss the format of the One-on-One sessions.
 

Tuesday, April 8, 2008

8:30am – 10:00am        
Southern and Western One-on-Ones
Grand Ballroom A    Always popular! One–on-Ones are prescheduled, ten-minute interviews with state procurement representatives. Use this opportunity to speak directly with state procurement officials of your choice.

Big Pond, Little Fish
Moderated by Jim Miluski (Missouri)
Panelist: Rob Wynkoop (Indiana), Karen Boeger (Missouri)
Learn to navigate through state economic impact programs.

10:30am – Noon       
Eastern and Midwestern One-on-Ones
Always popular! One–on-Ones are prescheduled, ten-minute interviews with state procurement representatives. Use this opportunity to speak directly with state procurement officials of your choice.

State Preference Laws
Moderated by Voight Shealy (South Carolina)
Panelists: Denise Lea (Louisiana), Karen Byrd (West Virginia), Ken Paulsen (Iowa)
In an attempt to “level the playing field”, many states establish policies that deliver an advantage in consideration for award for a contract.  These advantages are granted to a vendor by reason of the vendor's residence, business location, business classifications (e.g., minority, small business) or the origin of product being procured.  Some preferences are incorporated into state MWBE programs. This session will explore specific state preferences and their advantages and disadvantages.

2:00pm – 3:30pm       
One-on-Ones – ALL regions
Always popular! One–on-Ones are prescheduled, ten-minute interviews with state procurement representatives. Use this opportunity to speak directly with state procurement officials of your choice.