When I read this article, I felt a sharp pain, as it sounded as if it could be directed at our company [1]. Acquiring pricing for local governments through online reverse auctions is what we do.
Your observations are poignant. There is strong incentive to treat everything as a commodity these days. Part of our business is in helping buyers structure their RFQ documents so that the product or service can be competitively sourced. In the government sector, however, we rarely participate in this process.
Governments must purchase based on their state and local laws, which often ties their hands. A local school system may want to purchase better quality chalk for a reasonable premium, but the laws pertaining to procurement frequently prevent them. It's a really bizarre circumstance where public perception of government waste has resulted in laws that eliminate buyers' ability to cut deals that are better for everyone. I'm not saying it's impossible; it's just much easier for a procurement officer at a local government to follow the standard process (which prioritizes price) than it is to fight for quality.
There are pockets of innovation, however. Our eRA platform stands out because we offer the ability to incorporate non-price factors in to our ranking algorithm. This gives a buyer the ability to "weight" one bidder over the others. We developed some of our most advanced features jointly with local governments in Arizona. I'm not sure I should name names, but there are people doing really great work out in Arizona.
We have even considered founding a separate not-for-profit organization whose entire purpose would be to assist local governments in improving their procurement laws so that there would be a better balance of good sourcing practices and the ability to incentivize quality over price where appropriate. That's a huge challenge though. You frequently end up directly opposed to special interests with very deep pockets and a financial incentive to keep procurement laws just as they are.
Your observations are poignant. There is strong incentive to treat everything as a commodity these days. Part of our business is in helping buyers structure their RFQ documents so that the product or service can be competitively sourced. In the government sector, however, we rarely participate in this process.
Governments must purchase based on their state and local laws, which often ties their hands. A local school system may want to purchase better quality chalk for a reasonable premium, but the laws pertaining to procurement frequently prevent them. It's a really bizarre circumstance where public perception of government waste has resulted in laws that eliminate buyers' ability to cut deals that are better for everyone. I'm not saying it's impossible; it's just much easier for a procurement officer at a local government to follow the standard process (which prioritizes price) than it is to fight for quality.
There are pockets of innovation, however. Our eRA platform stands out because we offer the ability to incorporate non-price factors in to our ranking algorithm. This gives a buyer the ability to "weight" one bidder over the others. We developed some of our most advanced features jointly with local governments in Arizona. I'm not sure I should name names, but there are people doing really great work out in Arizona.
We have even considered founding a separate not-for-profit organization whose entire purpose would be to assist local governments in improving their procurement laws so that there would be a better balance of good sourcing practices and the ability to incentivize quality over price where appropriate. That's a huge challenge though. You frequently end up directly opposed to special interests with very deep pockets and a financial incentive to keep procurement laws just as they are.
1: If you're wondering: http://www.eauctionservices.com