Public sector procurement isn’t just about following the rules—it’s about being able to stand behind your decisions.
Because even when using a cooperative contract, the responsibility doesn’t go away.
To understand how contracts are really evaluated, we spoke with a former lead agency CFO, Robert Zingelmann. His perspective was clear:
“Best value is always the priority—but you also have to look at how the contract performs in the real world.” – Robert Zingelmann
What CFOs Look for in Cooperative Contracts
From a finance standpoint, evaluating a contract goes beyond checking compliance boxes.
1. Best Value—Beyond Price
Price matters, but it’s not enough.
Strong contracts must:
Fully support the scope of work
Offer competitive, transparent pricing
Deliver consistent, high-quality service
If a contract looks good on paper but fails in execution, it introduces risk.
2. Evidence the Contract Actually Works
CFOs don’t just evaluate how a contract was awarded—they look at how it performs over time.
Key signals include:
Active usage across agencies
Positive customer feedback
Strong engagement from the supplier
As Zingelmann noted, it’s also important that vendors have a plan to actively develop and support the contract, not just win it.
How Agencies Know a Contract Can Be Trusted
Trust isn’t assumed—it’s evaluated.
“One of my core responsibilities was auditing contracts every year.”
That audit process looks at:
Sales volume (are agencies actually using it?)
Customer feedback (is it delivering value?)
Interaction with leadership (is the supplier engaged?)
Ongoing marketing and support efforts
Together, these indicators show whether a contract is healthy, active, and well-managed—or just sitting unused.
Common Concerns About Cooperative Purchasing
Even with the benefits of cooperative contracts, agencies still have valid concerns.
Was the contract awarded correctly?
The biggest risk is often the award process itself.
Agencies need to know:
Was the RFP conducted properly?
Were state and federal requirements followed?
Is the process fully documented?
A single misstep can create compliance risk or expose the agency to protest.
Does it truly deliver best value?
Agencies also need confidence that:
The lead agency secured strong pricing
The contract benefits all participating agencies—not just one
Can we access the documentation?
Documentation matters—especially during audits.
Procurement teams need:
Immediate access to solicitation materials
Clear award documentation
A complete audit trail
If that information isn’t readily available, it creates friction—and risk.
What Makes a Contract Easy to Adopt
Even a strong contract can fail if it’s too difficult to use.
Procurement teams are already stretched thin. They need contracts that:
Are easy to evaluate
Have clear, transparent pricing
Include complete scope and value-added services
When those elements are in place, adoption becomes seamless—not another burden.
The Bottom Line
Compliance is expected, but confidence comes from understanding how—and why—a contract works. At the end of the day, you’re not just using a contract. You’re standing behind the decision.