” . . . since the award Bravo has been running up and down Ontario broader public sector claiming that MGS has “mandated” that all public sector orgs switch over to it… even going so far to darkly hint that provincial funding could get taken away if people don’t transition to their platform. We’ve heard this from customers in healthcare, academia, school boards, etc – very strong arm sales tactics. Huge bully pulpit.” – Anonymous Source
Given all that has happened this past week, the above excerpt from an e-mail I received earlier today, provides further proof that this could be one of the most interesting summers ever in the world of procurement!
Apparently, and much to the chagrin of almost everybody, BravoSolution’s is purportedly using strong armed tactics in an effort to force Ontario public sector organizations to use their platform. This includes hiring Deloitte to go with them on their silver or lead sales calls.
According to sources, the tactics have failed miserably.
Outside of the Ontario Ministry of Government and Consumer Services “MGCS” – who selected Bravo – only 3 other organizations have run more than one project on the platform.
The first and most obvious question for me was simply why? Why is there so much resistance on the part of government organizations to use BravoSolution?
The preliminary feedback that I received is 1. there is a great deal of resentment that the Ontario government awarded the contract to a foreign provider – Bravo is based out of the United Kingdom and, 2. unusually high vendor submission fees.
While there is some merit to the above answers – for example, I have generally speaking, never been a big fan of the pay-to-play model – experience has taught me that there are usually deeper, unspoken factors at play. Over the coming weeks I intend to find out what they may be and, what Ontario will likely have to do to get everyone back on the same page.
Stay tuned.
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Procurement Insights 
piblogger
July 10, 2015
Reblogged this on Procurement Insights EU Edition and commented:
Editor’s Note: Why is UK-based Bravo Solutions running into user resistance within the Ontario Government?
Mikey
July 20, 2015
Question for the author: why is there “some merit” to the “resentment that the Ontario government awarded the contract to a foreign provider?”
piblogger
July 20, 2015
Great question.
To start, inside sources tell me that some feel that by awarding the contract to a foreign-based provider ahead of a domestic provider(s) is wrong.
The other point of resentment is the perception that those outside of the core MGS Ministries will/or are somehow being forced to utilize the Bravo platform, despite what has been reported as being significantly higher vendor submission fees.
This is the basis upon which the purported resentment or resentments are based.
While Bravo’s VP Daniel Warn focused his response on the latter – and there is still a certain lingering belief that this could be an issue given the influence of the 27 ministries on the broader public sector – I personally believe that this second point of contention has greater merit than the first.
Specifically, we now do business in a borderless, global marketplace. The best solutions – of which the relational capabilities and collaborative commitments of participating stakeholders is key – should be the driving factor, as opposed to geography, or questions of domestic origin.
Or to put it plainly, through which partnership are both the individual and collective goals of all parties most likely to be achieved? The answer to this question is the one that needs to be considered ahead of the provider’s nationality.
However, when it comes to Mom and Apple Pie issues, or here in Canada, Hockey and Tim Hortons, perceptions regarding the importance of driving innovation domestically can be more emotional than logical. I haven’t seen any data at this point to support the fact that by going with Bravo in this instance, there has been or will be a negative impact on the domestic providers who weren’t chosen. I will of course be looking into this further.
That being said, and based on the above, regardless of my personal assessment as to their validity, consideration has to be given to both areas of expressed sensitivity. Otherwise, they will become a stumbling block, perhaps even an excuse, that will likely inhibit or restrict the initiative’s ability to move beyond them.
This is why I say that they have merit.
Ken Scott
February 21, 2016
As a BPS entity in Toronto we have our challenges of resources, funding and following the BPS procurement directives and keeping our “fans” at the Toronto Sun at bay. To that end we dialogued with Dan Warn and his team with the idea of utilizing Bravo Solution as our new automated procurement system.
Issue 1. the vendor pay model. Nothing really new. MERX charges $250/annually, City of Toronto charges per RFP download, Biddingo charges, ComplyWorks and ContractorCheck also charge the vendor.
Yes, Bravo is slightly more expensive – at the outset. $300 for a single RFP or $750 for unlimited access. But this is an all client access fee, so the more clients that join Bravo the lower the per event cost will be for vendors. And having moved to electronic submissions with MERX previously, I never had a vendor complain about the cost versus driving around looking for a bid box by 11am.
Issue 2. A foreign system. Other than MERX, which system is Canadian? SAP, Ariba, IBM etc etc etc. None. And local preference is generally out anyway. And Ontario as Bravo’s first foray into Canada gives us a lot of clout and influence. Bravo sent us a trainer for two days – without a contract in place. On spec.
Issue 3. System selection. Using my BPS standing, I saved 6-9 months of RFP and selection process by going to Bravo under the Ontario agreement. Simple, straightforward and no cost. Simplifies life for the 80 contractors we use already doing business on Bravo with Ontario. And the Bravo system is a current design specific for Ontario, and is well advanced over MERX etc.
No system is perfect, but similar to MERX once was, it will provide a standard across the province, and actually simplify contractor workload beyond the enhancements it provides the procurement teams. No roll-out will be 100%, especially with the various empires involved, but my view is that Bravo Solution is the solution of the future in Ontario.
piblogger
February 21, 2016
Thank you for sharing your thoughts Ken. I think that it is important for all sides of a story to be presented and discussed.