supplier procurement journey sharing how to get the most value … · supplier procurement journey...
TRANSCRIPT
Supplier procurement journey – Sharing how
to get the most value from your procurement
process…. or
What happened, you didn’t bid?
• Introduction to Angloco as an SME:
Brief history, capabilities, divisions, support, product range.
• The bid process and decisions:
Bid / No Bid, PIN -PQQ, Clarifications, Submission, Scoring
Feedback,
• The journey so far:
The role of frameworks
The good the bad and the ugly
Improvements made and yet to do
• Q&As
What happened, you didn’t bid?
Managing Director
Angloco Limited
President
Mist-Tech Sp.zo.o.
(Kielce, Poland)
FSF Procurement Hub member and
NFCC Procurement liaison point
FIA Export Council member
FIRESA Council member
Alistair Brown
Status: Private, family owned
Formation: 1965 - MBO 1986
Factory Size: 46,000 sq. ft. + warehouse
Employees: 106 (+ c. 20 vacancies)
Sales: ‘18-19 £12.5M GBP – ‘19-20 est. £25M+
Vehicles: ‘18-19 65, ‘19-20 est. 100+
The UK’s longest established builder of fire vehicles
Angloco
Angloco – Batley,Yorkshire
Leeds Bradford Airport: 15 miles
London KX to WWG: 2 hours
HQ / main factory
Service Support
Serial production
DFRP assembly Vehicle storage/
Resilience fleet
Small Vehicles Division
(Under construction)
Markets
70+ countries
Africa
Caribbean
Far East
Middle East
UKTI Campaign
Export – collaboration opportunity
Angloco - Three DivisionsDesign and Manufacture of Angloco Fire
Fighting Vehicles / Special Systems
Distribution of Products Manufactured by
Specialist Partners
Service Support - Training, After-Sales
Service, Refurbishment, and Spare Parts
Manufacture - VehiclesDesign and Manufacture of Angloco Fire
Fighting Vehicles / Special Systems
Distribution of Products Manufactured by
Specialist Partners
Service Support - Training, After-Sales
Service, Refurbishment, and Spare Parts
Design – innovation every time
Design
Unique Fire Fighting Systems
Fire and Rescue Boats
DistributionDesign and Manufacture of Angloco Fire
Fighting Vehicles / Special Systems
Distribution of Products Manufactured by
Specialist Partners
Service Support - Training, After-Sales
Service, Refurbishment, and Spare Parts
Distribution
Distribution – MoD foam project
• c. 2 million
liters of foam
• 160 vehicles
to convert
• 24-7 Supply
and support
ServiceDesign and Manufacture of Angloco Fire
Fighting Vehicles / Special Systems
Distribution of Products Manufactured by
Specialist Partners
Service Support - Training, After-Sales
Service, Refurbishment, and Spare Parts
20 service personnel inc. 15 FSEs
24 / 7 (30+ years) helpline and response
Global response – 65+ countries
UK fire telematics pioneers (25+ years)
Service
Service - Reactive
Scheduled Support Contracts• UK
• Middle East
• Caribbean
• South America
• 12, 6 or 3 monthly
visits
• With or without
local support
• Fully fixed cost or
as required
Refurbishment
User Training
Operational Training
Reserve, resilience & second life
VFM, ethical, anti-trojan disposals
Bid overview
• Bid / No Bid Meeting
Dynamic / Weekly Meeting Reason for decision recorded
Typically 100+ active “credible” tenders
Bid overview
Decisions based on remaining available bid team resource vs. effort required
chance of success, production capacity, estimated margin etc.
Most will be declined - blacklisted or problem customer go to the bottom
Bid overview
• Web portals
Typically 60 – 80 web portals to monitor and respond via
“Tracker” type software / contracts used but far from fool proof.
PIN - PQQ
• PIN
Not hugely helpful.
Opportunity may go on the register but practically there is little to be
done without a spec.
Timeframe so vague and flexible space is not allocated
Too late to engage with the customer in a meaningful way
More useful to get a 3 - 5 year plan from FRS.
• PQQ
Often seen as a formality but can be weighty
If used to filter can be viewed as confirmation of a preselected
outcome.
Clarifications
Can feel like a game of Guess Who – responses are often bizarre and can feel
computer generated. By this point the walls have seriously gone up
Serious gameplay afoot – suppliers will try to use to “box in” customers or block
other bidders
Do we / don’t we ask? – largely suppliers expect any CQs are issued to all
bidders. Commerciality is not recognised – sometimes published without consent.
Improving – but still often little time to reposition after a game changer late on
.
Scoring / Feedback
• Scoring
Suppliers will normally read this bit first.
If its not clear how to win what’s the point of bidding
Wildly different values and approaches
CQs in relation to this receive some of the most robotic replies
• Feedback
Should be a valuable learning opportunity for both supplier and customer.
More often radio silence if a request for further details.
The Good the Bad and the Ugly
Good –
Open, transparent, early prior engagement with suppliers on the
framework – site visits, findings shared
Draft spec. out early for comment.
Scoring easily understood
Plenty of time between stages – esp. after CQs
Copious constructive feedback face-to-face
The Good the Bad and the Ugly
Bad –
Little or no official prior engagement
Beware user trials - if FF lead can be farcical – suppliers often
prevented from attending. Is that even safe?
CQs that close days (or less) before submission – often unanswered
The Good the Bad and the Ugly
Ugly –
If you continue to ask questions, you’ll never do business with this Brigade
again.
Procurements that go ahead despite suppliers pointing out serious
anticompetitive behaviour
• Proliferation of frameworks - May 2015
Complaint on behalf of UK vehicle manufactures via FSF / APPG
Adding cost, dividing the same pie for no extra reward and open to
manipulation
• Benefits
Streamlined, easy to monitor, single PQQ, poss. unified terms,
• Risks
PQQ acts as a gate after which… price and delivery only
Ability to sift on quality reduced – remedied with bizarre scoring
The role of frameworks
• Enabling vs. catalogue style
• Multi-supplier vs. single supplier
• Appropriateness
Enabling / Multi Supplier for vehicles – Yes
Catalogue for foams - No
The role of frameworks
• If one thing:
Prior engagement, prior engagement, prior engagement!
Take the time to pick our brains
Suppliers are a vast resource of knowledge and know how – but over to you to spot
the geezers!
And finally:
• D&S vehicles – well done!
• FCTP Team – well done!
Improvements
Thank you