Unlock the Power in Your Citizen Service Request Data

There is no question that the Covid-19 pandemic is creating hardships for local governments as recreation, illegal parking and transportation revenues decline and more money gets directed into public health initiatives. Budget cuts, where not already underway, are looming and municipal governments will need to find operational efficiencies and direct scarce resources to where they are most needed and have the greatest impact. In this post, we look at how 311 or citizen service request data can be an extremely valuable component in the toolkit of a local government trying to maintain services with fewer resources at its disposal.

It comes as no surprise that, as part of the open data movement, larger cities have been at the forefront of investing in data hubs that consolidate data from 311 service requests and multiple other sources. New York City, for example, has been relying on sophisticated data analytics for several years to measure performance and better inform the allocation of the city’s financial resources, equipment and personnel. Like many large North American cities, New York maintains a portal where the public has access to critical performance measures from multiple agencies. The benefits of this treasure trove of data for city managers are obvious, however, the very significant investments in time and cost required to get there are out of reach for smaller municipalities.

But concerns about cost or complexity should not prevent these smaller municipalities from pursuing a data-driven approach to finding efficiencies in their operations. The trick is to have a clear idea of the keys to success and the right set of tools to get there. For example:

Data Focus

When considering a goal of optimizing resource allocation in the face of budget constraints, the value across various types of data is not necessarily equivalent and therefore prioritization is needed. 311 service request data is particularly powerful because properly implemented, there should be a documented record of every touchpoint with the concerned citizen and assigned staff from the time an issue is raised to when it is resolved and closed. From a management perspective, this is extremely valuable.

The Right CRM

Regardless of municipality size, aggregation of the required data is unlikely to be successful without leveraging a CRM to manage service requests. CRM implementations should not, by default, be cost-prohibitive and there are cloud-based solutions available today that are easy to adapt and built specifically with the needs of smaller municipalities in mind.

Seamless Data Collection

The aggregation of comprehensive service request data that can be used reliably to inform operational decisions needs to happen by default. Local government service delivery will likely continue without staff increases for the foreseeable future, meaning that technology used needs to make the work of municipal staff easier in general and at the same time avoid any extra effort to collect and store the desired performance-related data. And since the primary data sources are the citizens themselves, an omnichannel approach that makes it simple to report service issues is critical. Citizens that are engaged in the way that best suits them will be far more likely to participate in making their communities better.

Flexible Analytics and Reporting

Once the data is available in one place, making sense of it is the next challenge. For smaller municipalities, the tools needed to visualize and report on service request data will, ideally, be baked into the solution used to manage day-to-day requests. Regardless of the technology that is applied, however, there are several imperatives that should be in place to fully benefit from this type of data analysis initiative. In all likelihood, various stakeholders including the city council, CAOs, and departmental managers will have different objectives when looking at the data, and these objectives will evolve over time. This speaks to the need for simplicity and flexibility for configuring and saving reports and dashboards on an individual basis. Access to configurable GIS views of the data can be highly useful as well in identifying trouble spots, prioritizing work plans, and scheduling the activities of field staff.

The bottom line is that there are opportunities for governments of any size to invest in a data-informed and results-oriented approach to finding savings in their operations. And although the pandemic will hopefully be in the rear-view mirror soon, it is not too late for municipal governments to start unlocking the power of service request data. This is a natural evolution for those with a suitable CRM already in place, but even where not the case adoption of suitable technology does not need to be onerous. Doing so will help with the immediate need to recover quickly from pandemic-induced shortfalls, and will continue to pay dividends for many years to come.

 

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Customer Service Excellence – Maximizing Efficiency and Improving Customer Service

June 16th 12pm – 1 pm EST

Customer Service Excellence – Maximizing Efficiency and Improving Customer Service

AccessE11 Citizen Issue ManagementMunicipal 311 Software Designed for Local Government

Produce better relationships with citizens through automated status updates with a highly-integrated platform your staff will love.

  • Is your municipality looking for ways to improve your complaint and service request management?
  • Do you want to better understand the issues citizens are bringing to your municipality?
  • Would you like for your citizens to be able to view and update the issues they bring to your municipality?
  • Would you like valuable reports for your department heads and council?
  • How about collaborating with staff on the issues they are managing?
  • Want to streamline services requests and effectively manage them?

AccessE11 is a cloud-based, easy-to-use software solution to assist municipalities in better managing, tracking and reporting citizen inquiries, issues and complaints impacting your community.

Register for our June Webinar to learn about all of this and more!

Presented in Partnership with The Ontario Municipal Leadership Institute

                               

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What Post Pandemic Leadership Will Look Like For Canada

By: Kartik Kumar

National Practice Leader, Municipal Government and Broader Public Sectors.

The past year has been incredibly volatile across all industries. While some industries remained steady and stable, others suffered significantly. As we begin to emerge into a post-pandemic way of life, new beginnings will always call for new leadership and new perspectives. 2020 has required an incredibly unique set of leadership skills that were constantly challenged month after month with scandals, social justice issues, quarantine and climate change to name a few.

As restrictions begin to loosen with more and more Canadians being vaccinated, there are several critical leadership qualities and competencies that will serve leaders well in the public sector for a steady, safe and final reopening across Canada. Below are some of the leadership qualities I foresee as essential for leaders to transition public sector services and organizations into a post-pandemic life. 

9 Critical Skills Leaders Will Need Post-Pandemic.

Strong Digital Communicators. As we saw throughout the pandemic, timely and factual information must be distributed to reach large audiences very quickly. Future leaders will need a balance of skills to understand how to best leverage communication platforms and tools such as tweeting and texting for urgent public alerts.

Adaptability. As workforces begin to return to the office, new leaders will need to be adaptable and encourage a hybrid model of remote and in-person work. Future leaders will need to embrace this and shift the cultural perspective to value productivity over physical presence in an office. Most employees and teams understand the best ways they work and future leaders will have to flex and accommodate accordingly while keeping an eye on productivity. 

Digital Transformation Champions. As workforces went fully remote for over a year, many organizations were blind-sided by this drastic shift putting an immense strain on technology and resources. This unexpected transition to entirely digital delivery for services, meetings, events and more will remain with us even after the pandemic subsides. Future leaders will need to champion and continue to support a hybrid model for digital and in-person services to their communities and citizens even post-pandemic.

Transparency and Trust. As we saw with scandals, social justice issues and even vaccination delays creeping into 2021, trust was fractured across the economy and Canada. Effective post-pandemic leaders will need to be transparent in order to build confidence and trust back up within governments, municipalities, public services and more in order to move past the severe impacts of COVID-19. 

Tenacity, Courage And Resilience. Many difficult decisions were made in 2020 that riddled industries including the public and private sector. In order for municipalities to recover from these hardships in the long-term, leaders will need to be bold, tenacious and resilient. Future leaders will need to redefine their strategic direction and vision after a year of diversion, delays and disruption, and take these skill sets with them into post-pandemic planning. 

Motivation And Influence. As we discussed earlier, trust and transparency will be critical to instill a renewed faith in governments and Canada’s economy. As we emerge into a more familiar way of life, strong leaders will need to motivate and influence communities to impart a feeling of safety for restarting the economy again. By providing an initial assurance of comfort and trust through transparency, strong leaders will then be tasked with pursuing this momentum and convincing communities that the end of the pandemic has arrived through influence. 

Empathy. Even beyond catastrophic pandemic times, strong leaders must always remain empathetic for their teams and communities. In order to be successful, strong post-pandemic leaders must remain steadfastly empathetic and recognize the individuals and stakeholders that were essential to survival over the past 14 months. In addition, effective future leaders must be mindful and recognize the impact COVID-19 has and will continue to have on society’s mental health. By remaining vigilant to these risks and possible side effects, leaders will be able to better support the well-being of their teams and their communities across Canada.

Collaboration And Partnership. The pandemic has shown us the true benefits of collaboration and information sharing. Future leaders will need to heavily rely on partnership for building a new future together. Within the last year, there were key strategies and projects that worked well and others that were less successful. More often than not, collaboration and partnership attributed to Canada’s success during a time of volatility and future leaders will need to continue building upon these relationships through collaboration. 

Innovation And Flexibility. Many municipalities, local governments and even libraries depended upon innovation to help them adapt to chaotic and unprecedented times. Post-pandemic leaders will need to lean heavily into innovation which will in turn demand flexibility. Whether leaders are tasked with finding alternative revenue streams, incentivizing workforces to return to the office or even accelerating new businesses to open and return to urban areas, creative thinking and flexibility will be a critical skill to set these initiatives in motion and course correct the future for Canada’s economy.

During the pandemic many people and communities fled cities to suburban areas for more space and a better work life balance offered by remote working. As a result, these smaller non-urban satellite “Zoom Towns” needed to adapt quickly as residency increased and their micro economies grew. Below is one such example of a small municipality that met this challenge head on, and relied heavily on their innovative leaders and agile teams to plan and prepare for this.

Modernizing For Urban Lifestyle Through Innovative Leadership

As the pandemic subsides, the question arises for those that fled urban centers in search of more space and whether or not they will remain or return to the larger cities? Some will undoubtedly return to urban life, however, others have found a renewed appreciation for life outside of the city, such as the Town of Innisfil. A recent article discussed the innovative ways that the small urban satellite Town of Innisfil, located 45 minutes outside of Toronto with a population of ~37,000, is reinventing itself through a highly nimble and flexible approach to economic development. 

Today, the Town of Innisfill is challenging the status quo and applying learnings from their larger, more urban counterparts, allowing the Town to scale quickly and innovate quite literally from the ground up. The Town of Innisfil is taking new measures for transformative city planning, public transit and more with its sights set on becoming a central GovTech hub for Canada. 

Within the article, Dan Taylor, Economic Development Catalyst for the Town of Innisfil said, “The reason we’re able to be quite innovative is we’re small and nimble. Our senior administration and council are fairly closely aligned. So we have great thinking in our leadership — both politically and administratively”. Taylor continued to add, “…Our Chief Administrative Officer (CAO) said, when we do economic development, we want to be an accelerator. We don’t want to just be a facilitator. We want to put our foot on the gas and really play a different role”.

In order to keep their small community thriving post-pandemic they’ve decided to innovate in a few different ways including:

  • Offering economic incentives for GovTech start-ups to relocate offices and establish headquarters in the Town of Innisfil away from the larger city centers, allowing talent to remain local and drive innovation centrally. 
  • Planning and building an urban environment zoned using concentric circles for streets and avenues. By building the infrastructure of a modern city-within-a-town, referred to as “The Orbit”, the Town of Innisfil will offer residents the benefits of city dwelling without overdevelopment and losing the intimate feeling of the Town.
  • Piloting Uber as the Town’s main official form of public transit. This on-demand format of public transit reduces costs and increases efficiency as demand increases or subsides. By leveraging an existing platform through partnership and collaboration, the Town of Innisfil was able to plan and create a new mass transit system with little infrastructure investment.
  • Accepting cryptocurrencies for residents to pay taxes. The Town of Innisfil has begun accepting digital cryptocurrencies from residents to pay for taxes. 
  • Planning a new rail transit to connect the Town of Innisfil directly with the neighboring city of Toronto to offer streamlined commuter options and increase connectivity to the larger central Canadian hub. 

The Town of Innisfil was able to innovate and set these strategic plans in place as a result of their leadership. Instead of taking the traditional approaches to economic expansion and development, senior leadership within the public sector saw an incredible opportunity for true innovation and sought out creative solutions. As an entire collective municipality, the Town of Innisfil has resources readily available to drive these fresh, new and innovative programs. However, even on a much smaller scale, innovation knows no boundaries.

Innovation Within Canada’s Public Libraries For Today And Tomorrow

Another example of innovation on a much smaller scale, are the many ways in which leaders across Canada’s public libraries transformed, adapted and innovated as they were forced from a primarily in-person model to an entirely digital resource and online service. 

In a recent interview, Vickery Bowles of the Toronto Public Library system, mentioned the ways in which the Toronto Public Library had to innovate and adjust as the pandemic thrust both the private and public sector into a digital transformation spiral. 

Within the interview, Bowles commented on how the library was able to adapt. “The transition to the online environment was critical for people to give them the opportunity and to make these connections”. Bowles added, “Through a lot of innovative thinking, hard work and dedication on behalf of our staff, we dropped everything and we just focused on what we needed to do as a result of being closed and rethink how we deliver our services”.

Some of the small yet innovative ways that leadership within the Toronto Public library system met these challenges included:

Developing and Delivering Programs Virtually. Through webinar and video platform technology adoption, the Toronto Public Library was able to work with their team members to innovate, launch and deliver over 550 programs to over 40,000 attendees in under 6 months. These programs ranged from children’s story hours to yoga for young adults. 

Curbside Pick Up And Drop Off. To keep book services available to communities while reducing the risk and spread of COVID-19, Toronto Public Libraries allowed for members to reserve items virtually and collect items in-person from a safe distance.

Waiving Late Fees. Libraries began waiving late fees due to quarantine guidelines and restrictions set in place at the beginning of the pandemic. Interestingly enough, the Library discovered that late fees were acting as a barrier to access for lower income families and members. By eliminating late fees, Toronto Public Library usage has increased across these communities – a core mission of the Public Library.

Strengthened Digital and Municipal Partnerships. By partnering with eBook platforms and offering a digital reader option to members, library membership increased during COVID-19 as individuals sought out alternative ways to engage their minds at home. Additionally, Toronto Public Library later partnered with food banks to offer their physical library branch spaces to them for delivering food services to the shared communities that both the Library and food banks serve.

Providing Equitable Internet Access For All. Some Toronto Public Library members depend heavily upon the availability of technology and internet access to participate in government programs, online education, etc. To continue providing these members equitable access and remain connected, Toronto Public Libraries innovatively developed internet connectivity kits that include a laptop, WiFi hotspot and laptop bag. These kits were designed to deliver these resource rich services all from the safety of a member’s own home. 

Many of these new digital services and methods for the Toronto Public Library will remain ongoing post-pandemic due to their success. As a result of these innovative and flexible approaches, library membership has increased during the pandemic. 

As we have seen, innovation and flexibility will remain top of mind as a core leadership skill set in our post-pandemic society. However, municipalities and public sector organizations will be challenged with identifying the best leaders and candidates that have cultivated and align with these leadership attributes.

Innovation, Diversity And Inclusion. 

Diversity and Inclusion has been a common thread and discussion point for many leadership teams across the public sector for over a decade at this point. New ways of adapting and growing will require fresh and new perspectives at the leadership level. 

Oftentimes innovative leadership qualities are found within diversity candidates that can challenge the status quo to effectively impact change across the organization and community. Typically, diversity candidates have experienced and mitigated a lifetime of adversity and obstacles. These experiences, both professionally and personally, foster new ideas, creative thinking, innovation, agility and influence. However, the biggest challenge that the public sector faces when it comes to finding and appointing diversity talent at the leadership level includes:

  • Access To Diversity Candidates
  • Diversity Mandates Representation
  • Elevating Inclusion To Allow Diversity To Flourish

Access To Diversity Candidates

Many municipalities see the value that diversity can bring to their leadership teams but don’t know where to start their search for this elusive talent. For many years, organizations and municipalities unknowingly created a culture of homogeneity thus shrinking their own internal talent pipelines as a source for diversity talent. Instead, public and private sector organizations must partner with external experts to help identify, appoint and present the most qualified and capable diversity candidates for leadership roles. For example, in the past year, I’ve worked with several public sector organizations and municipalities to identify, hire and onboard several strong female leaders across Canada.

Diversity Mandates Representation

One element of diversity that some organizations fall victim to is the pressure to hire a diversity candidate as a check list item to appease public demand and stakeholders for visibility reasons. I’ve worked with many clients in my career as an executive search consultant, and the key to hiring a diversity candidate that can provide the best value to the community is the simple concept of representation. 

I often challenge clients, counselors and hiring committees that request a diverse slate of candidates to examine what diversity looks like within their community internally and demographically. Sometimes the personification and perception of diversity by selection committees may not always align with the true values and representation of the communities they will be serving – this is critical when considering a diversity hire at the leadership level. As a best practice, a diversity candidate should be representative of the larger community in which they will serve, while also maintaining the leadership attributes required by the role. 

Elevating Inclusion To Allow Diversity To Flourish

The other caveat that municipalities and public sector organizations overlook when hiring a diversity candidate is the necessary inclusivity training and acceptance of new and different perspectives by other senior leaders. Inclusivity programs allow for the broader leadership team to adopt and best leverage new perspectives offered by diversity candidates in powerful ways. By elevating cultural sensitivities and awareness to the existing senior leadership team and creating a more inclusive culture, senior leaders can learn how to better work together and support one another. As a result, this awareness and inclusivity will increase collaboration and knowledge sharing and trickle down through the organization to more junior teams. As this cultural shift slowly takes place, success can be measured by the amount of diversity talent attracted to the organization, thus building an internal diversity talent pipeline for the future.

About The Author.

Kartik Kumar is a Partner at Legacy Executive Search Partners and has over 15 years experience in successfully executing 250 projects within the Public and Private sector, including municipal government and public libraries. Kartik has a Bachelor’s in Business Management from Ryerson University and an accredited certification in Diversity and Inclusion from Cornell University.

Prior to joining Legacy Executive Search Partners, Kartik has held several Managing Director roles within large national and international executive search firms. He has successfully developed an executive search practice across Ontario and Canada within Municipal Government and the Broader Public sector.

Contact Kartik Kumar at [email protected] for Senior Leadership Recruitment within the Public Sector across Canada. 

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The Importance and Relevance of COVID-19 Screening

There are four elements that make up a complete COVID-19 Infection Prevention and Control (IPAC) Program: Personal Safety, Screening, Testing, and Vaccination.

Screening is the second element and is critical to the safety and success of your pandemic program.

There are two types of screening processes:

1.     Passive Screening: Staff and visitors are asked to review the COVID-19 Assessment questions. However, the results, name, and contact information are not recorded. 

2.    Active Screening asks the same assessment questions, however, the results, name, and contact information are recorded for contact tracing.

 

The purpose of Screening is twofold:

1.      To identify and prevent people that are at risk from entering the workplace.

2    To record and maintain an accurate list of all staff and essential visitors who have entered the workplace for quick contact tracing in the event of a positive case or outbreak to prevent a larger outbreak from occurring.

The method of Screening is another important factor as there is a crucial difference between using a paper system (contact) versus a digital system (contactless).  People generally feel anxious about sharing a pen or paper touched and used by other people. Managers and staff do not want to sort papers touched by others. A digital system, using QR code-activated web apps to enter and record COVID-19 assessment information, has almost no risk to staff or managers. The database can be immediately accessed to create contact lists based on the timeframe in question reducing the risk and time needed to sort through paper records. 

In the event of a COVID-19 positive report from a staff member or visitor to the site, the business must immediately notify Public Health to begin contract tracing. Ontario legislation was amended on September 25, 2020, mandating that businesses must record their screening efforts due to the 3-5 day delay Public Health experienced in receiving the valuable contact information they needed. This significant time delay allowed single exposures to become a much larger outbreak, which not only impacted the operations and reputation of the business but also put a significant strain on our healthcare system. If a digital system with a database is used, a report could be generated immediately and sent to Public Health and therefore a larger outbreak could be prevented.

 The recommended components of a screening program are:

·     Digital with QR code access for ease of use by staff, customers, and essential visitors

·     Quick and easy to complete on desktop or mobile

·     Contactless or paperless

·     Easy access database with filtering and sorting capabilities

·     Customizable for multiple sites and departments

·     Limited onboarding requirements

·     Easy payment terms with no contract

Let’s beat COVID-19 and work safely!

By: GetReady Inc.

 

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Free Webinar – RFx Academy –  Module 1 Review of Competitive Procurement Vehicles

Free Webinar – RFx Academy –  Module 1 Review of Competitive Procurement Vehicles

WEDNESDAY, SEPTEMBER 29 11:30 EST

There are many different types of procurement tools, RFx documents, used to solicit bids. We’ll review RFQ, RFP, RFT, NRFP, RFSO, RFPQ and what each is used for.

What You’ll Learn:

  • The RFx vehicles commonly used in competitive procurement, how they are different, and what they’re typically used for.

Register Here.

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Complimentary Webinar – Time to Modernize your Procurement Procedures?

Complimentary Webinar – Time to Modernize your Procurement Procedures?

WEDNESDAY, AUGUST 25 11:30 EST

A good set of procedures is a must have for organizations seeking consistency, compliance and efficiency in procurement. This session will review the procurement and contracting cycle and the main procedures any public sector organizations should have in place.

What You’ll Learn:

  • Learn about the 5 components of the procurement and contracting cycle.
  • Review sample must-have procedures, guidelines, tools and templates including selecting the right procurement strategy, running an RFP process and preparing the final contract.

Register Here

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Complimentary Webinar – Time to Modernize Your Procurement Policy?

Complimentary Webinar – Time to Modernize Your Procurement Policy?

WEDNESDAY, JULY 28 11:30 EST

A good procurement policy sets the tone for procurement in a municipality, ensuring everyone’s role is clear and preserving public trust. In this session we’ll look at best practices in by-law/policy drafting and examples where many municipalities get it wrong.

What You’ll Learn:
• Review the dos and don’ts of policies – what to include and exclude from a policy and why.
• Learn the difference between a policy and procedures.

• Review the difference between budget authority and procurement authority.
• Review recommendations contained in the Nov 2020 Collingwood inquiry report.

Register Here   ** Please note – this webinar has been cancelled and will be re-scheduled at a later date.

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SaskTrade Showcase – Construction and Public Works Day

SaskTrade Showcase – Construction and Public Works Day

Date: June 22, 2021

Time: 8:00 to 15:00 (GMT-6)

The virtual event will allow participants to meet and interact with world class public works and construction suppliers.  Examples of products and services include ambulances, road construction & maintenance equipment, pothole patching, generators, infrastructure management software, mowers, environmental services, recycled rubber traffic products, construction heating, municipal software, water and wastewater treatment, snow removal, playground surfacing, lawn sprayers, construction risk management technology, street sweepers, virtual reality construction safety solutions and many more!

Participants will also be offered the opportunity to attend industry webinars while finding solutions for their  business, city, town or municipality.

The link to complimentary registration can be found here – https://sasktradeshowcase.com/

Event agenda and webinar information is available at – https://vepimg.b8cdn.com/uploads/vjfnew/5060/content/docs/1620639241agenda-public-works-1-pdf1620639241.pdf

For more information, contact:

Angela Krauss, Vice President, Marketing & Membership Development

Saskatchewan Trade and Export Partnership (STEP)

Phone: 306.537.1093

1 888 XPORTSK (976 7875)

www.sasktrade.sk.ca

 

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More Speakers for the Leadership Series – Public Sector

WHAT’S NEW: NEW SPEAKER ALERT – Leadership Series: Public Sector

ANNOUNCING KEYNOTE ADDRESS FROM FRANK P. ROCHON – CEO, SUPPLY ONTARIO AND INTRODUCING NEW SPEAKERS

Topics on the agenda include:

  • Procurement’s Influence on Organizational Effectiveness
  • How have Government Agencies Dealt and Learnt from COVID: Improving Citizen Experience
  • Sustainable Procurement
  • Sustainable Goods Movement
  • Impact of Trade Agreements/Trade Agreements in a COVID world

Please see the full description of the Event Here

Date and Time: June 17, 2021 8:30 am to 4:00 pm EST
CPD: 5 CPD Points
Price: Member: $149 + HST | Non – member: $199 + HST | muniSERV Members get 12% off non-member price with code MUNI12 – Group (4 or more): $99 pp + HST. SAVE UP TO 50% (note – the muniSERV discount cannot be bundled with the group offer)

REGISTER HERE

FORWARD TO A COLLEAGUE

Interested in sponsoring this event with your branding – or if you want more information, please contact Tanaya Jain at [email protected] or +1 416.977.7566 Ext. 2142.

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Negotiating Like a Lawyer

I don’t like going to the doctor’s office. Part of the reason is because my doctor also happens to be a good friend of mine and I already see him enough on the golf course, squash courts and playing pick-up hockey

 

But I mostly avoid doctors visits because I hate being poked and prodded. So to make my doctor’s visits as quick and painless as possible, when I do have to go see him I give him as much context as I can about the reason for my visit. This gets him to focus on my problem and limits the amount poking and prodding 

 

I also don’t like getting poked and prodded in a lawyer’s office

 

Most of us that work for organizations that have a legal department which reviews the contracts we’re negotiating and the amount of changes to a contract, especially if the edits are to our standard agreement, usually determines the extent of the legal review

 

So just like the doctor’s visit, I make sure to provide our lawyers with as much context as I can so they can focus on the issues and not have to go through the entire agreement with a fine toothed comb

 

Now there are some lawyers that, no matter how much context you give them, they’re going to read the whole contract and that’s ok, it’s their prerogative. However, most lawyers I’ve worked with actually appreciate the extra effort I’ve put in to make their lives a little easier

 

But there’s another thing you can do before you even send the contract to legal for review and unfortunately, I don’t see enough negotiators doing this so spoiler alert… it’s actually ok for you to negotiate the legal terms in a contract on behalf of your organization, as long as you remember 3 things:

 

  1. Make sure you actually understand the legal terms before arbitrarily rejecting the other sides edits
  2. Make it clear that all changes will still require final legal review and sign-off…and the trick here is to only negotiate in the areas where you have a really good sense of your lawyers threshold of acceptability
  3. If you’re working off your paper, try to eliminate as many changes as you can from the other side

 

I was helping a client not too long ago who wanted to start discussions with a new supplier so they sent them an NDA to sign and the supplier came back with some edits. But before my client sent it off to his legal department for review, I asked if I could take a look at the changes first

 

The supplier had made five changes to the NDA. Four of the changes were to de-risk any liability they’d have if they breached confidentiality and one was a legitimate concern about their IP

 

So we went back to the supplier and said we understood the IP concerns but the other four changes would make it impossible for us to do business with them. Within 10 minutes the sales executive responded that he’d had a “quick chat” with his lawyers and we could disregard those 4 changes but they would like to see some compromise on the IP

 

When my client sent the changes to legal, he provided all of this context and legal approved the change in a few hours, which is nothing short of a miracle in most organizations

 

So the big takeaway here is that if you fancy yourself as a negotiator, then be a negotiator. Don’t just throw your contracts over to legal to sort out…and if you don’t know something, learn.

 

I recently developed and launched a training course with my colleague, Mark Morrissey, which covers this and other topics that are essential for Strategic Sourcing Professionals.

 

Most of you have a training budget this year and you could do a lot worse than seeing what we have to offer, so check out the training section on our website and let me know if you would like more information about our corporate group pricing

 

Mohammed Faridy

Chief Executive Officer

OneView 1450 Meyerside Drive Suite 603 Mississauga, ON L5T 2N5

E-mail: [email protected] I Cell: 416-917-2410

 

 

 

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