“Not everything that counts can be counted; and not everything that can be counted counts.” - Albert Einstein, Famous G

1. “Not everything that counts can be counted; and not everything that can be counted counts.” - Albert Einstein, Famous Genius

2. Why the Best Clients Get the Best Consultants Presented by John Gamble, P.Eng. Canadian Public Procurement Forum Québec City 2011

3. 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

4. What makes a consultant happy? • Interesting projects • Career satisfaction • Recognition for good work • Opportunity for innovation • Opportunity for fair profit • Good relationship with client

5. What makes a good business opportunity? • Return on investment (profit) • Return on risk • Opportunity to develop expertise • Opportunity for more business

6. 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

7. 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

8. 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

9. 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

10. 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

11. No agreement… • Is a really, really bad idea (for both parties) • Is a factor in 80% of insurance claims against architects and engineering firms

12. 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

13. A good client… • Supports organizations like CPPC • Engages with its stakeholders Thank you!

14. Association of Consulting Engineering Companies of Canada 130 Albert St., Suite 420 Ottawa, Ontario K1P 5G4 Tel: 613-236-0569 info@acec.ca www.acec.ca Federation of Canadian Municipalities Sustainable Communities Website www.sustainablecommunities.fcm.ca