selling to the ministry of defence · © 2010 fibreoptic industry association the manor house,...

© 2010 Fibreoptic Industry Associationwww.fia-online.co.uk

The Manor House, BUNTINGFORD, Hertfordshire, SG9 9AB, United Kingdom Tel: +44 (0)1763 273039 Fax: +44 (0)1763 273255

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FIAin association with

Selling to the Ministry of DefenceSelling to the Ministry of Defence

Simon Comben

Managing DirectorTCM Communications (UK)

Limited

Mobile: +44 (0) 7734 110395

FIA e-mail: [email protected]

e-mail: simon.comben

@tcm-uk.co.uk

MoD Liaison DirectorFibreoptic Industry Association

FIAwww.fia-online.co.uk



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Selling to the Ministry of DefenceSelling to the Ministry of Defence

Every year the Ministry of Defence (MoD) spends around £16 Billion on a vast rangeof goods and services

The MoD is “British Industry’s” largest single customer

Companies supplying to the MoD must have the industry minimum credentialssuch as health and safety and trade skills

and the necessary equipment appropriately certified to conduct the work

but in addition to these requirements-

companies applying for approval who are members of the FIA have the addedcredential of membership of an industry organisation, something the MoD strongly

encourages



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Phase 1: The application processSelling to the Ministry of Defence

Complete the FIA MoD Supplier Approval application form

Submit to the FIA secretary

1

2

S Comben (FIA) transfers these details onto UK MoD ISIS system3

Application is vetted by UK MoD ISIS team at both Abbey Wood, Bristol &Kentigern House, Glasgow

4

Resolution of any questions concerning application5

UK MoD Cage Code approval advised6

6-8 week p

rocess (typ

ical)



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Phase 1: Approval NoticeSelling to the Ministry of Defence

With your approval you will receive three pieces of information

aYour Unique MoD NCAGE Approval numberThis identifies your company to the MoDsupply chain procurement departments

Example: UOA87

b

Your TOE CodeProvides the various categories of work, product orservice that you are authorised to supply to theMoD

A to H

c Your Status CodeP = Pending orA = Approved orR = Restricted



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Phase 2: What next?Selling to the Ministry of Defence

The UK Mod receives ‘demands’ from all three services forevery thing from toothbrushes to tanks, and bootlaces to broadband!

ALL these ‘demands’ or requirements originate from any one of 60 procurementdepartments scattered around the globe from UK and overseas, from permanent

MoD garrisons to operational bases overseas.

They are collected together by MoD Abbey Wood, and then issued in a fortnightlypublication notice

THE DEFENCE CONTRACTS BULLETIN



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Phase 2: Accessing the DCBSelling to the Ministry of Defence

Now YOU decide HOW and HOW MUCH

1Hard copy magazine, delivered fortnightlyNo e-mail version – just hard copy

£230 per annum

2Online registration, emailed to you fortnightly,No hard copy - just e-mailed version.

£230 + VAT per annum

3

Premier package:Both 1 & 2 above, plus e-mail alerts of relevantcontracts as they are loaded onto the ISIS system,company profile registered for direct procurementcontact.

£570 + VAT per annum

THE DEFENCE CONTRACTS BULLETIN is managed by BiP Solutions

60 Pacific QuayGlasgow G51 1DZ

(T) 0141 332 8247 ext 4771Mr Gerrard Park



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Phase 2: Using the DCBSelling to the Ministry of Defence

The Journal has three sections

1 Possible Future requirements

2 Current procurement requirements

3 Contract award notices

THE DEFENCE CONTRACTS BULLETIN

Each section details:• the MoD department raising the demand; • the Demand Reference Number;• the response deadline;• who to respond to;• where to respond to.



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Phase 3: The tender processSelling to the Ministry of Defence

Identify the contract(s) you wish to tender for

Receive electronicacknowledgment of N.O.I.

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Receive PQQ(Pre-Qualification Questionnaire)

3

4

Submit Tender5

6

N.O.I.Notification of interest - submitted online

Submit response as appropriate –on line/hard copy or both

Receive ITT(Invitation to Tender) - if selected

If unsuccessful you will be notifiedand why

Notification of Contract awardIf unsuccessful you will be notifiedand why



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Typical “procurement” typesSelling to the Ministry of Defence

LPO

These are specific and generally one offrequirements less than £10,000 value, issueddirect by MoD establishments for specificrequirements.

(Generally for U.O.R. – Urgent OperationalRequirements)

Local Purchase Order

PTCThe most common contract award order, fromthe process that has followed the DCB routefor procurement

Purchase To Contract

VBO

Very high value, Multi-£MStage awarded, based on Major Milestones,and programme specific;e.g. EFA, Aircraft Carrier, FLA

Value Based Order



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Additional informationSelling to the Ministry of Defence

www.contracts.mod.uk



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The FIA and your future with the MoDSelling to the Ministry of Defence

Decide what level or type of business is right foryour company.

Decide how much or how little effort you wish to putinto winning tenders.

WHAT THE FIA CANNOT DO

Provide you with ongoing support and guidancewhile you start to apply for contracts and tenders asprime and subcontractors.

Alert you to potential seminars that the BiP hold inconjunction with the MoD procurement team wherethey cover more in-depth the process, expectations,and how to tender successfully for MoD Contracts.

WHAT THE FIA CAN DO



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The story so far!!Selling to the Ministry of Defence

CURRENT FIA MEMBERSHIP ~ 200

46 have applied, and successfully gainedUK MoD NCAGE approval

6 further applications are currently being processed

Have you applied?If NOT ….. why not?

The MoD will spend £16 Billion this year,

Could your business benefit from some of that business…?

FIAhere to help!

selling to the ministry of defence · © 2010 fibreoptic industry association the manor house,...

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