Transcript Presentation Title Goes Here - ACEC

“Not everything that counts can be
counted; and not everything that
can be counted counts.”
- Albert Einstein, Famous Genius
Why the Best Clients
Get the Best
Consultants
Presented by John Gamble, P.Eng.
Canadian Public Procurement Forum
Québec City 2011
Association of Consulting
Engineering Companies (ACEC)
• 500 firms collectively employing over 100,000
people
• Firms can include engineers, architects,
planners, scientists, etc.
• Federation of 12 provincial and territorial
associations
• Strategic priorities:
– Image and profile
– Advocacy and government relations
– Business Practices
What makes a consultant happy?
• Interesting projects
• Career satisfaction
• Recognition for good work
• Opportunity for innovation
• Opportunity for fair profit
• Good relationship with client
What makes a good business
opportunity?
• Return on investment (profit)
• Return on risk
• Opportunity to develop expertise
• Opportunity for more business
What’s our mutual goal?
• The right team for the right job
• Realistic schedules and budgets
• Fewer change orders and disputes
• Better business relationship between parties
• Better service, better quality & better value
for taxpayers
A good procurement system…
• Clearly defines objectives and scope
• Evaluates what distinguishes proponents
• Meaningfully delineates scores
• Rewards proposals that add value
• Uses a short list where necessary –
Proposals are expensive
• Considers project life-cycle
• Focuses on best value – not lowest price
A bad procurement system…
• Sees itself as an ends unto itself – rather a
means to an end
• Treats professional services as a commodity
• Has vague/open-ended objectives and scope
• Assumes all proponents are equal
• Takes extended period to award
• Is a charade to justify pre-decided outcome
A good agreement…
• Clearly defines roles and responsibilities
• Clearly defines deliverables and payment
• Recognizes “owner’s risk”
• Fairly shares risk and reward
• Has a mechanism for project changes and
allows for dispute resolution
• Uses industry recognized language
• Can be read and understood by humans
A bad agreement…
• Is one-sided (in favour of either party)
• Assumes insurance is a contingency fund
• Claims intellectual property without
compensation
• Holds consultant responsible for events and
action outside of consultants control
• Is uninsurable
No agreement…
• Is a really, really bad idea (for both parties)
• Is a factor in 80% of insurance claims
against architects and engineering firms
A good client…
• Is firm and fair about expectations
• Understands cost-benefit-risk relationships
• Sees process as a tool – not an objective
• Sees strategic value of consultants
• Uses industry recognized documents
• Will get good consultants
A good client…
• Supports organizations like CPPC
• Engages with its stakeholders
Thank you!
Association of Consulting Engineering
Companies of Canada
130 Albert St., Suite 420
Ottawa, Ontario K1P 5G4
Tel: 613-236-0569
[email protected]
www.acec.ca
Federation of Canadian Municipalities
Sustainable Communities Website
www.sustainablecommunities.fcm.ca