How To Tender For Public Sector Contracts- Selling to the public sector

DELIVERED BY:BSS Management ConsultancyProduced: By Sheila Elliott MBA, FCCA, LPNLP

SELLING TO THE PUBLIC

SECTOR CONTRACTSHOW TO BID SUCCESSFULLY FOR CONTRACTS

COPYRIGHT© TO BUSINESS SERVICES SUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”

COURSE OBJECTIVES

Provide participants with the knowledge and skills to successfully bid for public sector contracts through effective bid writing.

To strengthen participants understanding of public sector contracts procurement processes including procurement lingo.

Provide participants with tools for objective appraisal of their capability and capacity to deliver public sector contracts.


COURSE OBJECTIVES

Provide practical skills & tips to present a strong message to buyers to gain competitive advantage.

Encourage participants to develop action plans for improving their success with public sector contracts.

Empower participants to take decisive actions to improve their success rate in bidding for public sector contracts


AN OVERVIEW OF THE PUBLIC SECTOR MARKET

The public sector market is a very large market and according to national statistics office:

Annual purchasing spend of the public sector in the UK is estimated at well in excess of £536 billion


AN OVERVIEW OF THE MARKET Public sector organisations unlike those in the private sector

do not go bankrupt.

The risk of bad debt is lower in the public sector than in the private sector.


AN OVERVIEW OF THE MARKET

The purchasing process is formal and the formalities can be a put off

There are requirements for form filling, completion of questionnaires, and demonstration of competences at different levels.



The process can be time consuming, often probing for information on financial standing of the business etc.

In fact, the process whilst challenging can be justifiable to many.



The value of public sector contracts tends to run into thousands of pounds. Therefore, careful thoughts and effort in the purchasing decision should be expected to ensure efficient use of public funds.

Public Sector procurement have to comply with procurement legislations with costly penalty if breached.


WHAT THIS MEANS FOR SMALL BUSINESSES

The demands on small businesses can be extremely challenging but there are strategies to overcome them.

Skills required to be successful in the process vary and include research, communication, presentation, marketing and time management. Sadly, most one-man businesses struggle with the process because they lack the breadth of skills needed for success.


UNDERSTANDING THE LANGUAGE OF

PROCUREMENT - A SHORT QUIZWHAT DO THESE TERMS MEAN TO YOU:

Specification Technical Competency Tenders Competitive Bidding Framework Request For Quote Request For proposal Request For Information Supply Chain Management Pre-Qualification Questionnaire Invitation to tender Service Level Agreement Key Performance Indicators Financial Viability Resource Capacity


THE PROCUREMENT PROCESS IN ACTION

KNOWLEDGE IS NOT POWER IF IT CANNOT BE CORRECTLY USED. CORRECT APPLICATION OF KNOWLEDGE IS POWERA QUICK QUOTE

Specification – Formal documentation detailing what buyer wants suppliers to offer

Functional specification

Performance specification

Design specification

Technical specification etc


IT IS IMPORTANT YOU STAND OUT IN THE CROWD; THINK

USP

How To Tender For Public Sector Contracts- Selling to the public sector

Education

Transcript of How To Tender For Public Sector Contracts- Selling to the public sector