winning business in government - open opps
TRANSCRIPT
@ianmakgill @open_opps
openopps.comMaking sense of the world’s tender data
Winning business in Government
@ianmakgill @open_opps
SpendNetwork.com .... .... OpenOpps.com
@ianmakgill @open_opps
Average working days to complete a tender
2010 2011 2012 2013 2014
175 181 178 172 175
72 70 71 70 71
203215
244 243
265
117 121 121 119 124
1 year
9 months
6 months
3 months
Greece
United Kingdom
Poland
Germany
@ianmakgill @open_opps
Government doesn’t do one-night stands.
@ianmakgill @open_opps
What are you selling?
@ianmakgill @open_opps
How are you approaching targets?
@ianmakgill @open_opps
What preparation are you doing?
@ianmakgill @open_opps
Know your offer.
@ianmakgill @open_opps
Understand your target.(Know, personnel, strategy, suppliers, targets, partners)
@ianmakgill @open_opps
Remember the three ‘P’s:(policy, policy and policy)
@ianmakgill @open_opps
Find a hook.
@ianmakgill @open_opps
Prepare proof that you can deliver.(Case studies, standards, references, research)
@ianmakgill @open_opps
Make a relevant public statement.(blog)
@ianmakgill @open_opps
When you’re ready…
@ianmakgill @open_opps
Ask them, are we relevant?
@ianmakgill @open_opps
Yes: meeting, no: find out more.
@ianmakgill @open_opps
When you’re ready…
@ianmakgill @open_opps
Prep specific handouts for the meeting.
@ianmakgill @open_opps
Have a clear ‘next-step’ for them.(not a contract)
@ianmakgill @open_opps
Solve a problem.
@ianmakgill @open_opps
Look for a quick way to prove yourself.
@ianmakgill @open_opps
Step by step, move towards spec & tender.
@ianmakgill @open_opps
Never, ever, ever lose sight of the hook.
@ianmakgill @open_opps
Spend: med/large vs small cos by age
0bn
1.3bn
2.5bn
3.8bn
5bn
0 2 4 6 8 10 12 14 16 18 20 22 24 26 28 30 32 34 36 38 40 42 44 46 48 50 52 54 56 58 60 62 64 66 68 70 72 74 76 78 80 82 84 86 88 90 92 94 96 98 100
Medium / Large Small
Age at date of transaction
@ianmakgill @open_opps
Small company spend by sector & age
P0bn
GBP .2bn
GBP .5bn
GBP .7bn
GBP .9bn
0 2 4 6 8 10 12 14 16 18 20 22 24 26 28 30 32 34 36 38 40 42 44 46 48 50 52 54 56 58 60 62 64 66 68 70 72 74 76 78 80 82 84 86 88 90 92 94 96 98 100
Central Government Local Government
@ianmakgill @open_opps
£0M
£25M
£50M
£75M
£100M
J F M A M J J A S O N D J F M A M J J A S O N D J F M A M J J A S O N D
Local Central
2012 2013 2014
Local
Central
Capita spend by sector
Local govt: spend with small companies Total spend with small companies (2011 -14)
£1.1bn
Total spend with 20 largest companies (2011 -14)
£990m
Published Council spend with companies 2011 - 2014
Number of small suppliers serving Councils 2011-2014
£89.1bn
78,128@ianmakgill @open_opps
@ianmakgill @open_opps
Small company spend by month - all Govt.
£0M
£125M
£250M
£375M
£500M
J F M A M J J A S O N D J F M A M J J A S O N D J F M A M J J A S O N D
Companies 5yrs or younger Companies older than 5 years
2012 2013 2014
@ianmakgill @open_opps
Competitiveness in public purchasing
@ianmakgill @open_opps
Competitiveness in public purchasing
@ianmakgill @open_opps
Spend Network .... ....Making sense of the world’s spending data