Innovative Procurement Strategies with Thomai Veginis In this engaging episode of the RFP Secrets Podcast, John welcomes Thomai Veginis, Chief Procurement Officer at the Victorian Department of Transport and Planning. Thomai shares her extensive experience in the field of procurement, highlighting her journey through various prestigious roles within IBM, the National Australia Bank, Telstra, and the public sector. She discusses the challenges and innovative approaches in procurement, particularly focusing on the XPD process and its impact on procurement strategies. Thomai emphasizes the importance of fairness, transparency, and the benefits of an expertise-driven project delivery methodology. This episode is packed with insights valuable for procurement professionals and business leaders aiming to improve their procurement practices and achieve the best outcomes. 00:00 Main 00:16 Introduction to the RFP Secrets Podcast 00:31 Meet Thomai Veginis: A Procurement Leader 02:44 Thomai's Journey in Procurement 05:08 Challenges in Procurement Across Industries 08:05 Transitioning from Private to Public Sector 08:48 Fundamentals of Procurement: Public vs. Private 12:16 Exploring the XPD Approach 18:53 Anonymous Proposal Evaluation 25:31 Ensuring Data Security in Virtual Data Rooms 26:04 Adapting Processes During COVID-19 26:30 Building Trust with Executives 27:40 The Importance of a Project Champion 29:02 Effective Proposal Techniques 30:15 Evaluating Supplier Proposals 33:25 The Role of Key Personnel Interviews 38:11 Clarification Phase in Procurement 41:47 Risk Mitigation Strategies 45:16 Final Thoughts and Advice for CPOs

Maximizing RFP Success: The Critical Role of Key Personnel and Past Performance In this episode of RFP Secrets Podcast, host John discusses with Nina Bomberg, Director of Indirect Procurement at Dormakaba, the importance of assessing past performance and key personnel in procurement decisions. Nina shares her insights from 20 years in the industry across various sectors, highlighting the challenges and strategies in measuring vendors' competencies. They delve into the significance of evaluating not just company references but also the capabilities of individual team members assigned to projects. The episode covers strategies for collecting and weighing past performance information, the critical role of pre-planning with key personnel, and ensuring that the right team stays committed throughout the project. The conversation underscores the need for procurement teams to go beyond resumes and engage in detailed interviews with potential vendors to ensure successful project outcomes. 00:00 Introduction to RFP Secrets Podcast 00:16 The Importance of Past Performance in Procurement 01:34 Introducing Nina Bomberg 02:25 Nina's Journey in Procurement 04:03 Understanding Dormakaba 04:20 Challenges in Indirect Procurement 05:59 Evaluating Past Performance Information 10:59 The Role of Key Personnel in Project Success 24:31 Pre-Planning and Implementation Strategies 30:36 Final Thoughts and Best Practices 34:24 Conclusion and Farewell

Exploring the Vendor's Perspective: Anton Scavello CEO of Nura Space on the XPD Procurement Process This episode dives into the vendor side of the procurement process, featuring an insightful conversation with Anton Scavello of Nura Space. Anton shares his journey in the Schiavello Group, his extensive experience with RFPs, and provides a detailed account of engaging with a state government's procurement process using the XPD methodology. He discusses the benefits and innovative aspects of the XPD approach, including anonymous proposals, limited page submissions, targeted demonstrations, and a thorough clarification phase. Anton offers a vendor's view on fairness, transparency, and efficiency in procurement, providing valuable advice for procurement professionals. 00:00 Introduction to the Show and Today's Topic 02:17 Meet Anton Scavello: Background and Career Journey 07:31 Challenges in the Traditional RFP Process 17:06 Insights on the XPD Process 26:19 First Impressions of the Six-Page Limit 27:27 The Impact of Page Limits on Proposals 29:13 Structured Product Demonstrations 31:56 Vendor Evaluation and Fairness 34:52 The Importance of Anonymity in RFPs 37:38 Key Personnel Interviews 42:27 Clarification Phase Explained 49:29 Final Thoughts and Advice