SELLING INTO FURTHER EDUCATION

1. SELLING INTO FURTHER EDUCATION

2. PRESENTERS RAY POXON – AOC FE TEAM JULIE-ANN GARTON - CPC

3. AIMS OF SESSION • SECTOR OVERVIEW • CULTURAL BARRIERS • LEGISLATIVE BARRIERS • GOVERNMENT EFFICIENCY TARGETS • WORKING WITH COLLEGES / CONSORTIA • DO’S AND DON’TS • USEFUL LINKS

4. OVERVIEW OF THE SECTOR Colleges provide a rich mix of academic and vocational education. As autonomous institutions incorporated by Act of Parliament they have the freedom to innovate and respond flexibly to the needs of individuals, business and communities. (SOURCE: AOC)

5. OVERVIEW OF THE SECTOR There are currently 352 Colleges in England and 425 in the UK as a whole - these are listed below:Number of Colleges in England (April 2010): • 228 General Further Education Colleges (GFE) • 94 Sixth Form Colleges (SFC) • 16 land-based Colleges (AHC) • 4 art, design and performing arts Colleges (ADPAC) • 10 special designated Colleges (SD)

6. Regions East Midlands Eastern Region Greater London North Western Northern Ireland Northern Region Scotland South Eastern South Western Wales West Midlands Yorkshire & Humberside OVERVIEW OF THE SECTOR

7. UNDERSTANDING THE CULTURAL BARRIERS • FE is not profit orientated • Vocational Values and primary loyalty is to academic subject / discipline • Academic and operational freedom defended • Us and Them attitudes

8. UNDERSTANDING THE LEGISLATIVE BARRIERS Public Contracts Regulations 2006 (SI 2006/05) • Contracting Authorities MUST tender via OJEU requirements where aggregated spend for is above £156,442 (for duration not known, calculate over 4 year period) • Outcome of OJEU exercise must be published

9. UNDERSTANDING THE LEGISLATIVE BARRIERS EU - Single Supplier Contract • One-off procurement • Ongoing supply goods / services (4 yrs max) • Works (threshold £3.9M)

10. UNDERSTANDING THE LEGISLATIVE BARRIERS EU - Framework Agreements • Often Consortia generated • Specify that a Framework Agreement is being awarded • Contracting Authorities – College or Consortia • Duration (max. 4 years) • Estimate the quantity and value of the works / services / goods • Minimum number of suppliers should be 3

11. UNDERSTANDING THE LEGISLATIVE BARRIERS Are the terms ‘Sufficiently Specific’? Further competition • All capable suppliers on framework must be invited to quote • The criteria laid down in tender must be used • Fairness / transparency

12. GOVERNMENT EFFICIENCY TARGETS All colleges to achieve a target of at least of 50% of their available non pay spend to be let through “collaborative” arrangements by 2010/11

13. GOVERNMENT EFFICIENCY TARGETS Collaborative” means: • Via consortia type contracts (e.g. CPC!!) • Via Buying Solutions contracts • Via Local Council contracts • Via collaboration with other colleges • Via collaboration with local or regional groups

14. HOW TO WORK WITH COLLEGES • Regularly Check the relevant websites for Adverts • Find out when current deals expire – keep note • Don’t bother trying if a new EU contract has been let – it just irritates the purchasing officers • Educate your sales force • Identify the decision maker(s) / gatekeepers

15. HOW TO WORK WITH COLLEGES How to help the college buyers: • Following initial contact leave a respectable time before contacting again • Use email rather than telephone • Find out who decision makers are for your commodity area • Focus marketing – do not use scattergun approach

16. HOW TO WORK WITH COLLEGES • It is possible to become “approved” via due process for lower values or infrequent supply • Use the FE and HE customers you have as references • If there is an approval process do it – but it may not guarantee any business • Once approved by one institution it gets easier • If a rival has won the tender wait until next time trying to break the deal is counter productive

17. HOW TO WORK WITH COLLEGES • Offer online ordering • Offer GPC (VISA) / Company Credit Card facility • Offer Consolidated invoicing

18. HOW TO WORK WITH CONSORTIA • Existing Frameworks • New Frameworks • Contract Management • Do not rely on past experience

19. HOW TO WORK WITH CONSORTIA • Membership listings • All members should get CPC pricing automatically by using Consortium suppliers • Order through the supplier as normal • All Supplier sales and ordering contacts available via the website • Website also includes links to suppliers catalogues and usually, their Consortium price lists. • Contact the CPC contract manager in the event of a problem which cannot be resolved • Local and regional supplier involvement

20. DO’S AND DON’TS

21. DO • Check the college website • Check the Consortia website • Visit AOC website • Check In-tend etc. regularly • Respond to Further Competition requests • Let us know if your staff change • Keep good records of all contacts • Be innovative • Offer your best deal first time

22. DO NOT • Assume that you do not have to fully complete documents, just because we know who you are • Assume that business will land in your lap • Cold call - phone or visit • Bombard with unsolicited emails • Clog our email with images / graphics • Expect us to train your staff • Don't undermine your competitors - it's not professional • Don't offer hospitality to prospective clients

23. One Members experience of cold calling….

24. USEFUL LINKS • www.cpc.salford.ac.uk • www.aoc.co.uk/en • www.supply2.gov.uk/ • http://ted.europa.eu/TED/main/HomePage.do • http://www.ogc.gov.uk/procurement_policy_and_application_of_eu_rules_eu_procurement_thresholds_.asp • https://in-tendhost.co.uk

25. AND FINALLY… QUESTIONS