Eye on the States: What's the big idea? You need to have one ? now

Tired of competing in these tough times? Is it rough making your company stand out in an increasingly crowded state and local market? Maybe it's time to gain an advantage over your competitors by capturing the strategic high ground.

Tired of competing in these tough times? Is it rough making your company stand out in an increasingly crowded state and local market? Maybe it's time to gain an advantage over your competitors by capturing the strategic high ground.You may be asking just where is the high ground these days. It's not where you may first think -- meaning the technology you're selling -- but rather with the big, innovative ideas you're helping to implement with your technology and services.While state and local executives' eyes glaze over when they start to hear the pitch on the latest and greatest technology, they are all ears when it comes to compelling ideas that could help them out of a jam.Take the case of shared-benefit contracting, in which the contractor puts its future payments at risk until the actual business results it promised are realized. American Management Systems Inc. pioneered this idea in the state tax market more than seven years ago. It led to hundreds of millions of dollars in contracts for AMS. Since it was first introduced, shared-benefit contracting has spread to all levels of government and has been applied to just about every major program.Or take the idea of re-inventing government. Re-invention moved like a tidal wave during the 1990s. Reputedly, the idea first originated in Arkansas when then-Gov. Bill Clinton presided over state government reform. Its impact among federal, state and local governments was big, and the amount of technology and related services sold to governments to assist them in implementing their re-invention initiatives was just as big.Let's also consider self-service. This idea in state and local government dates back at least to the early 1980s, when IBM Corp. was marketing kiosk-based technology solutions. It was only later in the Internet era that self-service morphed into e-government. My guess is that when the Internet recedes into the background and the next wave of technology emerges, the concept of self-service will still drive what technology the states are buying.Take a look around, and you'll see that the slowdown in state IT spending doesn't mean the industry market leaders are resting on their laurels.Accenture Ltd. is actively promoting an intriguing new idea it calls a public-sector value model. It's a performance measurement system for government that is comparable to shareholder value in the private sector. Admittedly, this is a very difficult undertaking, but it's worth its weight in gold if Accenture can pull it off.Not only does it focus on measuring the outcomes of government -- those things that you and I care about, such as crime rates and citizen satisfaction -- but also it measures government at an enterprise level. As a benchmark and decision-making tool, it allows governments, such as in Illinois, where Accenture is piloting the process, to measure their performance against themselves and their peers.What better way to demonstrate to the governor and legislature just how much value a program is creating for citizens, and how it compares to other programs and peers.So the next time you call on a senior-level executive in the state and local market, give some thought to what you leave behind. What big, compelling idea will they remember you by -- and then spread the news to their friends? *Thomas Davies is senior vice president at Current Analysis Inc. in Sterling, Va. His e-mail address is tdavies@currentanalysis.com.

Thomas Davies
























X
This website uses cookies to enhance user experience and to analyze performance and traffic on our website. We also share information about your use of our site with our social media, advertising and analytics partners. Learn More / Do Not Sell My Personal Information
Accept Cookies
X
Cookie Preferences Cookie List

Do Not Sell My Personal Information

When you visit our website, we store cookies on your browser to collect information. The information collected might relate to you, your preferences or your device, and is mostly used to make the site work as you expect it to and to provide a more personalized web experience. However, you can choose not to allow certain types of cookies, which may impact your experience of the site and the services we are able to offer. Click on the different category headings to find out more and change our default settings according to your preference. You cannot opt-out of our First Party Strictly Necessary Cookies as they are deployed in order to ensure the proper functioning of our website (such as prompting the cookie banner and remembering your settings, to log into your account, to redirect you when you log out, etc.). For more information about the First and Third Party Cookies used please follow this link.

Allow All Cookies

Manage Consent Preferences

Strictly Necessary Cookies - Always Active

We do not allow you to opt-out of our certain cookies, as they are necessary to ensure the proper functioning of our website (such as prompting our cookie banner and remembering your privacy choices) and/or to monitor site performance. These cookies are not used in a way that constitutes a “sale” of your data under the CCPA. You can set your browser to block or alert you about these cookies, but some parts of the site will not work as intended if you do so. You can usually find these settings in the Options or Preferences menu of your browser. Visit www.allaboutcookies.org to learn more.

Sale of Personal Data, Targeting & Social Media Cookies

Under the California Consumer Privacy Act, you have the right to opt-out of the sale of your personal information to third parties. These cookies collect information for analytics and to personalize your experience with targeted ads. You may exercise your right to opt out of the sale of personal information by using this toggle switch. If you opt out we will not be able to offer you personalised ads and will not hand over your personal information to any third parties. Additionally, you may contact our legal department for further clarification about your rights as a California consumer by using this Exercise My Rights link

If you have enabled privacy controls on your browser (such as a plugin), we have to take that as a valid request to opt-out. Therefore we would not be able to track your activity through the web. This may affect our ability to personalize ads according to your preferences.

Targeting cookies may be set through our site by our advertising partners. They may be used by those companies to build a profile of your interests and show you relevant adverts on other sites. They do not store directly personal information, but are based on uniquely identifying your browser and internet device. If you do not allow these cookies, you will experience less targeted advertising.

Social media cookies are set by a range of social media services that we have added to the site to enable you to share our content with your friends and networks. They are capable of tracking your browser across other sites and building up a profile of your interests. This may impact the content and messages you see on other websites you visit. If you do not allow these cookies you may not be able to use or see these sharing tools.

If you want to opt out of all of our lead reports and lists, please submit a privacy request at our Do Not Sell page.

Save Settings
Cookie Preferences Cookie List

Cookie List

A cookie is a small piece of data (text file) that a website – when visited by a user – asks your browser to store on your device in order to remember information about you, such as your language preference or login information. Those cookies are set by us and called first-party cookies. We also use third-party cookies – which are cookies from a domain different than the domain of the website you are visiting – for our advertising and marketing efforts. More specifically, we use cookies and other tracking technologies for the following purposes:

Strictly Necessary Cookies

We do not allow you to opt-out of our certain cookies, as they are necessary to ensure the proper functioning of our website (such as prompting our cookie banner and remembering your privacy choices) and/or to monitor site performance. These cookies are not used in a way that constitutes a “sale” of your data under the CCPA. You can set your browser to block or alert you about these cookies, but some parts of the site will not work as intended if you do so. You can usually find these settings in the Options or Preferences menu of your browser. Visit www.allaboutcookies.org to learn more.

Functional Cookies

We do not allow you to opt-out of our certain cookies, as they are necessary to ensure the proper functioning of our website (such as prompting our cookie banner and remembering your privacy choices) and/or to monitor site performance. These cookies are not used in a way that constitutes a “sale” of your data under the CCPA. You can set your browser to block or alert you about these cookies, but some parts of the site will not work as intended if you do so. You can usually find these settings in the Options or Preferences menu of your browser. Visit www.allaboutcookies.org to learn more.

Performance Cookies

We do not allow you to opt-out of our certain cookies, as they are necessary to ensure the proper functioning of our website (such as prompting our cookie banner and remembering your privacy choices) and/or to monitor site performance. These cookies are not used in a way that constitutes a “sale” of your data under the CCPA. You can set your browser to block or alert you about these cookies, but some parts of the site will not work as intended if you do so. You can usually find these settings in the Options or Preferences menu of your browser. Visit www.allaboutcookies.org to learn more.

Sale of Personal Data

We also use cookies to personalize your experience on our websites, including by determining the most relevant content and advertisements to show you, and to monitor site traffic and performance, so that we may improve our websites and your experience. You may opt out of our use of such cookies (and the associated “sale” of your Personal Information) by using this toggle switch. You will still see some advertising, regardless of your selection. Because we do not track you across different devices, browsers and GEMG properties, your selection will take effect only on this browser, this device and this website.

Social Media Cookies

We also use cookies to personalize your experience on our websites, including by determining the most relevant content and advertisements to show you, and to monitor site traffic and performance, so that we may improve our websites and your experience. You may opt out of our use of such cookies (and the associated “sale” of your Personal Information) by using this toggle switch. You will still see some advertising, regardless of your selection. Because we do not track you across different devices, browsers and GEMG properties, your selection will take effect only on this browser, this device and this website.

Targeting Cookies

We also use cookies to personalize your experience on our websites, including by determining the most relevant content and advertisements to show you, and to monitor site traffic and performance, so that we may improve our websites and your experience. You may opt out of our use of such cookies (and the associated “sale” of your Personal Information) by using this toggle switch. You will still see some advertising, regardless of your selection. Because we do not track you across different devices, browsers and GEMG properties, your selection will take effect only on this browser, this device and this website.