With ordinal rankings, Tennessee could use its superior information to motivate bidders to reduce their cost proposals. Tennessee carefully analyzed its rules and policies concerning cost negotiations to find a legally permissible way to use as much information as possible to generate as much cost savings as possible.  The Ordinal Ranking methodology fosters a more collaborative relationship between CPO and customers because it drives strategic engagement. Tennessee has realized average savings on winning contracts of 5.06% above baseline savings levels.

Learning Objectives:

1. Describe the process by which Tennessee was able to develop and implement the rankings for negotiations.

2. Understand the challenges and benefits of adopting this methodology for negotiations.

3. Apply some steps or strategies towards implementing a similar initiative in their own offices.

Course Technology Requirements:

• Internet connection
• Support web browsers:
• Recommended: Chrome, Firefox, Safari (latest versions)
• Avoid: Internet Explorer and Microsoft Edge
• If prompted, accept all cookies and allow popups
• Access to Procurement U LMS
• Ability to play and listen to audio through computer speakers or headphones