02.11.10 Selling to the public sector - all presentations

Selling to the Public SectorTuesday 2nd November 2010

The Farmer’s Club, Gloucester

Agenda08:30 Registration 09:15 Introduction - Vivienne Rayner, FSB SW Policy Manager,

Federation of Small Businesses09:45 Case Study 1 - Selling to the Public Sector - Alun Pritchard,

Managing Consultant, Treble-e Consulting Ltd10:15 Case study 2 - How I did it? - Robert Panou, Business

Development Director, Triangle Fusion Ltd10:45 Refreshment break 11:15 Case study 3 - How I did it? - Helen Dowling, Exceptional

Thinking11:45 Q & A - Speakers and Claire Smart - Director of Procurement,

Gloucestershire County Council12:15 Closing speech - Vivienne Rayner 12:30 Expected close

Federation of Small Businesses

213,000+ across UK32,000 + across the SW

More than 1 in 5 SW employers is a member of the FSB

7000+ in Gloucestershire and WoE

Importance of micro businesses to the South West

Percentage by employment in the private sector - Small business service 2009 stats

43.7

34.0

17.1

14.2

11.7

11.5

27.5

40.2

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

SW Employment

UK Employment

Micro

Small

Medium

Large

Gloucester Turnover vs SW

21

25

23

17

20

18

30

28

27

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

Gloucestershire

South West

UK

Less than £50k

£50k to £100k

£100k to £300k

£300k to £500k

£500k to £1 million

Over £1 million

0 10 20 30 40 50 60 70

rest of the world

non EU Europe

rest of EU

RoIreland

rest of UK

Regional but not local

local

Gloucestershire

South West

UK

Where they do business

With whom they do business0% 10% 20% 30% 40% 50% 60% 70% 80% 90%

Private sector

Local authorities/

Schools/Universities/

National Health

Police/Fire Services

Government agencies

UK central government

NET: Public Sector

None of these

Gloucestershire

South West

UK

Half of South West businesses are looking to expand their client base

48%

41%

22%

19%

11%

7%

6%

4%

3%

3%

47%

42%

22%

18%

10%

7%

5%

4%

4%

2%

Expand client base

Marketing/Advertising

Invest in new equipment/machinery

Take on new staff

Increase expenditure on staff training

Move to new premises

Expand/export abroad

Increase R&D spending

Open additional branches

To survive/to carry on as usual

UK (9761)

South West (1542)

Q35 Which actions do you intend to take to achieve your objectives over the next 12 months? Base: All UK respondents (9,761), South West (1,542)

How businesses intend to meet objectives over the next 12 months (top answers)

Philip Green ReportGovernment commitment/promise to buy more from small businessesCuts in Government and local authority expenditureEric Pickles - small business friend or foe?New Government – back to the silos?Role of LEPs

Process and small businessesAccreditation vs Pre qualification questionnairesFrameworks vs Dynamic Purchasing Systems

What can SMEs do?What is/can the FSB do to help?

Where now?

Philip Green ReportGovernment commitment/promise to buy more from small businessesCuts in Government and local authority expenditure

Philip Green Report – READ IT

This is a contract for provision of hardware and software development. The principal contractor subcontracts the majority of work to another major supplier. Therefore there are two profit margins.

Recommendations - an audit of all contracts with more than £100m remaining value to investigate:•The current demand for services.•The cost of delivering the service, and the relationship between cost and price (open book).•The financing arrangements.•The subcontracting arrangements.•The contractual flexibility.•The ability to break the contract.

Eric Pickles - small business friend or foe?New Government – back to the silos?

Role of LEPs

What can SMEs do?What is/can the FSB do to help?

SummaryPublic sector and small businesses have a lot to offer each other

Business Growth Economic Growth

Increased competition Savings

Government continues to be ambiguous

FSB to campaign for a level playing field and appropriate buying

SMEs – go get the business!

Federation of Small Businesses

Vivienne Rayner MBEFSB SW Policy Manager

[email protected]

Tel: 07816 300238Email: [email protected]

Alun Pritchard

Selling to the Public Sector

The market

Finding opportunities

Going to market

Bidding

Market SegmentationMarket SegmentationMarket Segmentation – by Geography


Market Segmentation – by Size

NHS £18bn

Government Agencies

Government Regions

Districts

LBs Counties, Metros, Unitaries

Government Departments


£16bn

Keep up to Date

LGA WeeklyLatest news and information07 October 2010

GC MagazineMonthly magazine for public sector readers

GC WeeklyWeekly e-newsletter

Smart Healthcare UpdateMonthly e-newsletter


The Future

Total Place: Better for less

Total Place is not just another Whitehall initiative. It is about giving local providers the incentive to work together in new ways for the benefit of their clients and citizens – and the opportunity to tell Government how it could behave differently to make this kind of collaborative action more likely.


Standing Orders /Constitution

For procurements below £50 000

Advertising (not required but changes are coming)

The selection of Companies to Quote

Request for Quotation (RFQ)

THRESHOLDS

Value of procurement up to £1500 then it is up to the Officer to define the most appropriate approach

Value of procurement £1501 to £5000 then there is a requirement for two (2) independent writtenQuotations

Value of procurement £5001 to £50000 then there is a requirement for three (3) independent written Quotations


Finding Opportunities – Supply2Gov

40,000 opportunities in 2009

£220bn total contracts' value 2008 - 2009


Finding Opportunities – Sell2Wales


2623,Revenue,CECR,Organisational Improvement,Conference Expenses,Bawa Healthcare & Leisure,"£2,956.00"2624,Revenue,CECR,Member Development,Conference Expenses,Bawa Healthcare & Leisure,£617.502625,Revenue,CECR,Service Review Team,Equipment Maintenance,Bawa Healthcare & Leisure,£541.682626,Revenue,CECR,Chair`s Expenses,Conference Expenses,Bawa Healthcare & Leisure,£987.002627,Revenue,CECR,Design Materials,Printing & Stationery,Belmont Press,"£16,455.00"2628,Revenue,CECR,PSD Information Management,Software Purchase,Bentley Systems (UK) Ltd,"£1,300.00"2629,Revenue,CECR,Standards Committee Costs,Other Supplies & Services,Bevan Brittan LLP,"£3,906.88"2630,Revenue,CECR,Design Materials,Printing & Stationery,Bibby Factors Limited,£675.632631,Revenue,CECR,Design Materials,Printing & Stationery,Bibby Factors Limited,"£1,344.20"2632,Revenue,CECR,Electoral Expenses,Other Supplies & Services,Blastmaster (UK) Limited,"£2,555.63"2633,Revenue,CECR,Customer Relations,Consultants Fees,BMG Research,"£3,950.94"2634,Revenue,CECR,Infrastructure - Discr,Software Purchase,Bom IT Solutions,"£12,220.00"2635,Revenue,CECR,Infrastructure - Discr,Software Purchase,Bom IT Solutions,"£2,831.75"2636,Revenue,CECR,Energy Engineers,Electricity,Bradley Stoke Community School,£662.862637,Revenue,CECR,Financial Vetting - Fees,Fees - General,Brighton & Hove Council,£572.412638,Revenue,CECR,Exchequer Administration,Printing & Stationery,Bristol Business Forms Limited,£674.922639,Revenue,CECR,Chief Executive,Other L.A.'s - General,Bristol City Council,"£2,600.00"2640,Revenue,CECR,Coroners Service,Levies,Bristol City Council,"£271,918.00"2641,Revenue,CECR,Members Support,Other Premises Costs,Bristol Sound Systems Limited,£636.852642,Revenue,CECR,Kingswood Civic Centre,Water Charges,Bristol Wessex Billing Services Limited,"£2,489.13"

Finding Opportunities – Purchases over £500


Finding Opportunities – Procurement Sites


Finding Opportunities – Going to Market


Finding Opportunities – Bidding


Bidding – PQQ for Dummies


Bidding – FSB Website


Bidding – 10 Tips

Read the Brief – clarify anything that you don't understandQualify hard – why should you win this work? Be honestFully complete the PQQ (if there is one)Get accredited if justified by your Public Sector market planDo your sums properly – no envelope work!

Ensure that you understand the proposal format neededEnsure that all involved know the deadlinesCheck the procurement site for Qs & AsQuality assure your proposal against the Brief & assessment criteriaFollow the submission procedure to the letter

And if it's a complex piece of work, build in a Project Initiation stage


Seling to the Public SectorCase Study 2 – ‘How Triangle Have Done It’

Presented By: Robert Panou, Triangle Fusion Ltd.Date: 2nd November 2010

Triangle Background

• Gloucestershire based business• Providing ‘Business Services’• Specialising in delivering to the Public Sector

– Skills– Empoyment– Business Support

Our Public Sector Success

• Local market place to national provider• Grow physical footprint• Triple turnover• Grow from 8 to 50 staff• Diversify business and client base• Expand commercially!

The benefits

• Not bureaucratic• Huge market - £100billion per annum• Smooth, transparent process• Stick to their guns• Clear specifications• There to help• Keen to innovate, grow, develop

The difficulties

How have we done it 1

• Plan


• Know your customer


• Manage time & resources

http://blogs.edweek.org/edweek/eduwonkette/upload/2009/01/wish_1_taking_kids_out_of_school_time_seriously/time.jpg


• USPs


• Value for money


• Complete the application


• Hard work

http://www.problogger.net/wp-content/hard%20work.jpg


• Build Partnerships


• DO NOT CUT AND PASTE

How I did it...Supplying to the public sector

Agenda

Tenders applied for

Advice on applying

Top 3 suggestions

Tenders applied for

Tenders applied for

Who we are

Business Link SW

Early years training

Business Link WM

Advice on applying

Advice on applying

Do you want it? Is it already sewn up?

Do your homework

Pre-prepare your documents (health & safety etc)

Bespoke tenders

Top 3 suggestions

Top 3 suggestions

Read “Bids, Tenders and Proposals” by Harold Lewis

Try, try, try again!

If nothing else, you’ll gain experience from doing it.

Any questions?

Questions & Answersto the panel

02.11.10 Selling to the public sector - all presentations

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Transcript of 02.11.10 Selling to the public sector - all presentations