Many factors to getting the right equipment for the right price on a bid.
#1. The person who writes the specifications has to know, or take time to learn, what products will meet the needs and write the bid specifications accordingly. If the bid specs are not exact and complete, the bid will result in getting junk.
#2. The Procurement Code has to be specific and allow the purchasing agent to reject all bids that do not meet the bid specifictations. Ford Motor flew a plane load of lawyers out from Detroit because we rejected their low bid because it didn't meet our specifications. They spent about $25,000 in a local court and lost their lawsuit.
#3. The system has to be free from political influence, which was the case in ADOT. Only one guy tried to work that (he was a friend of the governor); he quickly found out he was out-of-bounds.
When I was selling equipment, I had the most trouble with the Feds. Nobody knew how to write a bid spec; usually the spec was written so that any low bidder could meet or none of the manufacturers could meet. If we bid at all, we'd bid real high with equipment that exceeded the specs - and receive a purchase order as the Feds didn't really care of if it met specs or not, because they didn't understand their own specs. When the buyers don't know what they are doing, that's how can they end up with junk.
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