How to maximise your business growth through winning more business through competitive tender.

This Presentation will focus on how to find opportunities, what type of opportunities are out there and some top tips of how to increase your chances of winning.

There is a link at the end of this deck to the associated blog and webinar recording.

Win More Tenders!How to

NEW YEAR, NEW OPPORTUNITIES

JONATHAN ANDREW

OBJECTIVES

• To understand scope of bid opportunities

• To identify where to locate opportunities

• To recognise the importance of team work when bidding for opportunities

• To identify some top tips when bidding for opportunities

SCOPE OF THE OPPORTUNITY

INTRODUCTION• Public sector in UK purchases over £238bn from the private sector per annum

• Public sector covers everything from central Government departments through local authorities to local Further Education Colleges and schools

• Average 600 opportunities each week• UK alone• International opportunities are also significant

• Government ‘urgent focus’ to procure 33% of all public sector spend from small & medium businesses

• Mixed departmental progress within Government but 27% overall in 2014/15!

• All public sector opportunities greater than £25,000 total contract value must be advertised

LEGISLATION – 2015 UPDATE

• Use of Contracts Finderhttps://www.contractsfinder.service.gov.uk/Search

• Updated list of mandatory & discretionary exclusions• No PQQ for tenders under OJEU thresholds• Core PQQ to be replaced with European Single

Procurement Document (Selection Questionnaire)• Reduced timescales for response to tenders• Minimum supplier turnover can’t be more than 2x

contract value• Suppliers MUST pay sub-contractors within 30 days

THE BREXIT IMPACT

• All legislation will apply until the date of Brexit• UK Government was instrumental in drafting 2015 EU

public procurement legislation• Could restrict opportunities to bid for EU tenders,

depending on the exit we negotiate

WHAT ARE THE OPPORTUNITIES

Recent Tenders• Fire alarm replacement surveys• Provision of duck food• Grass cutting works• Supply of uPVC windows and doors• Research consultancy• Graphic design• HR support• Specialist fertility services• Grounds maintenance• Roofing refurbishment & replacement• First aid training• Website redevelopment• Metal fabrication and manufacturing• Project evaluation services

SOURCING TENDERS

SOURCES OF INFORMATION (FREE OF CHARGE)• http://ted.europa.eu/TED/main/HomePage.do• www.contractsfinder.service.gov.uk• www.supplychain.nhs.uk• www.government-online.net• www.publictenders.net• www.competefor.com• www.bluelight.gov.uk• www.dfpni.gov.uk• www.publiccontractsscotland.gov.uk• www.sell2wales.co.uk• www.the-chest.org.uk• www.in-tendhost.co.uk/worcestershire• www.staffordshire.gov.uk• www.sourcederbyshire.co.uk• www.wolverhamptontenders.com

SOURCING TENDERS

SOURCES OF INFORMATION (PAID)• www.tendersdirect.co.uk• www.b2bquote.co.uk• www.achilles.co.uk• www.skillfair.co.uk

TEAMWORK

COLLABORATION• Other businesses

– Are there opportunities to collaborate with similar businesses?• Sub-contractors

– Will you need to use sub-contractors?– Do you know who they are?– Can they meet the requirements of the opportunity you’re bidding for?

• Internal staff– Who will form part of your bid team?– Who will write the response?– Who will work on the financials?– Who will review your bid prior to submission?

EXPERIENCE & REFERENCES

EXPERIENCE• Do you have similar prior experience?

• Be specific• How recently?• How long for?• What was the contract value?• Do you have a testimonial from the client?

• Who to use as references?• Are they relevant to this tender?• Are they happy to be quoted as a reference?• Have you briefed them about this particular project?• Can they respond in time?

TOP TIPS - TENDERS

PREPARATION• What can I prepare in advance of any tender?

• Financial Information• Insurance Documentation• Key CV’s• Details relating to sub-contractors• Ensure policies and documentation are up to date and regularly reviewed• Client case studies and testimonials

• When the tender document is released• Read the tender documentation carefully• Re-read the tender documentation – do you understand it?• Is this opportunity a good strategic fit for my business?• What are the submission deadlines? Can you achieve them?

TOP TIPS - TENDERS

• When completing the tender?• Read each question carefully• Answer the question that has been asked• Structure your response to meet the buyer’s specification – address the

question and the scoring structure• Is there a word limit for each question?• Focus on the buyer’s key criteria - what are they asking you to demonstrate?• Only answer the question that has been asked• Give your answer structure• Demonstrate relevant evidence and examples wherever possible• Provide proof that you can meet their capacity and capability requirements• Make sure you attach all supporting documentation required• Show how you can add value to the buyer• Demonstrate how you will transition the service from

them (their existing supplier) to you• Never include marketing literature, unless

specifically requested to do so

TOP TIPS - TENDERS

• Before you submit• Allow enough time to prepare a first draft and a final draft• First draft response is NEVER good enough• Who has reviewed your pricing submission?• Has it been proof read by someone who has not seen it before?• Have you got all the documents you wish to submit?• Allow enough time to submit the response documents (post or electronic)

Questions

FURTHER INFORMATION

Jonathan AndrewBaswich Business ServicesT: 07976 253478E: jonathan@baswichbiz.comW: www.baswichbiz.com

@baswichbiz

Amazon #1 Best Selling Author of “Winning Tenders”

#1 in > Writing, Reference & Education

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