Tender Workshop

1. Tender Workshop European CommissionEnterprise and Industry

2. Today’s Workshop 2012 and understanding procurement Richard Hall MD EISC Ltd Where do you fit? Are you bid ready? Compete For and other sites Toni Saraiva Bid Manager EISC Ltd

3. Is tendering for you? Reasons for tendering? Want new clients Safety of getting paid by reliable clients Looks good on the CV and will bring other opportunities Are you prepared for the bad side? / Why haven’t you bid before? Complicated procedures Bureaucracy Time consuming to bid Extensive competition Demanding clients

4. Where to find contracts? • Local Newspapers • Trade Journals • Public organisation’s website • Online databases • Sent to you

5. Ted.europa.eu

6. www.businessportal.southeastiep.gov.uk

7. www.supply2.gov.uk

8. www.contractsfinder.businesslink.gov.uk New! • 10 000 pounds and above • From 1st April

9. www.winningtenders.eu

10. Contract Advertisements screened 2 main documents: • Contract Notice • Contract Award • Let’s look at some recent ones

11. Key Tender formats Invitation to Tender Notice Open Procedure Restricted Procedure Pre Qualification (PQQ) or Restricted procedure Tender Document

12. Opportunities & supply chain Olympic Delivery Agency Olympic Park Aquatics Centre MC Tier 1 contractors Approximately 50,000 contracts Swimming Pool MC Tier 2 contractors Tier 3 contractors Bricklaying Subcontractor Tier 4 contractors Brick Merchant Tier 5 contractors Distribution Company Tier 6 contractors Brick Manufacturer Tier 7 contractors Quarry

13. www.competefor.com Register

14. My Organisation  Business Profile

15. Policies

16. Policies Health & Safety Environmental Equal Opportunities Quality Management Statement Ethical Sourcing

17. Insurance Policies

19. Turnover importance The 20% unwritten rule

20. CompeteFor & opportunities

21. Opportunity Search Search

24. Process – the next step in the preparation Are you going to tender? ? YES E mail the tendering authority and confirm your intention to bid NO E mail the tendering authority and express regret at not tendering

25. Next step in the preparation Check the contents Confirm all documents are present Read the instructions carefully File the return envelope or instructions safely!

26. Research Who are the buyers? What do they want? What do they value? What is their need? (Think High Policy) Who are your competitors in procurement? Is this a renewal of a tender?

27. Research Who are you? What is your USP? How are you different? Partnering Lessons from previous bids

28. Research Lessons from previous bids example

29. The assessment • In the shoes of the procurer • Assessors have little time • Sceptical • Read it once • Not specialists • Check for compliance then they score you •  be clear and assertive

30. Bid submission Cover letter Look and feel of the bid Submission on time

31. Typical Question • Please enclose details of your quality assurance accreditation e.g. BS EN ISO 9000 or equivalent. Enclose copies. If no accreditation exists please outline your quality assurance policy

32. Potential Answer • XYZ Ltd operate a very comprehensive, and strict, quality control programme that is utilised in every aspect of our business. The procedures that we adopt are detailed in a matrix in appendix 1. • We are members of ABC Contractor’s association and we adhere to their code of practice and quality manual. We have never contravened any of their standards or procedures. • We are at an advanced stage of achieving ISO 9000 and expect to achieve this within 8 months.

33. Typical Question • Please enclose a summary of your experience in client liaison and examples of how you have been successful in this.  Please restrict your summary to no more than 250 words.

34. How they answered Our aim is 95% plus customer satisfaction and we do this by asking all our contracts team to have a chat with the residents before we go on site and ask them what is important for them while we are working on their site they usually say stuff like noise cleaning and nor arriving on time and we have found over the last 15 years that we have been pretty good at this and they also like a single POC and we always find someone who can do this for us.

36. Interview From 2 to 15 to interview Everybody should be prepared Take notes

37. Feedback / Debriefing Ask for feedback Attend debriefing day Freedom of Information

38. What companies need to know Summary of what you need • What public sector is • Why public sector buy this way • The concept of safe pair of hands • The purchasing guidelines • Different levels means different difficulties • Not all contracts are winnable • One procurer does not do it all • Understand jargon • Where to find tenders • Understand contract notice • Why contract awards are important • Importance to get feedback • Respecting deadline • Think added-value Europroc

39. What you need to have • Insurances • Health & Safety • Environmental • Equal Opportunities • Quality Management Statement • Ethical Sourcing • Accreditation – ISO etc • Finances • References

40. Main errors to avoid • Making Assumptions • Lying • Missing Deadlines • Not complying • Trying to change the system • Being arrogant • Going for the wrong opportunity • Not replying to the questions Europroc

41. Future of Procurement in the UK • New Government's actions • SBRI • EU plans Europroc

42. Today’s Workshop 2012 and understanding procurement Richard Hall MD EISC Ltd Where do you fit? Are you bid ready? Compete For and other sites Toni Saraiva Bid Manager EISC Ltd

43. EISC Ltd – Winningtenders.eu Our Contacts: Richard@eiscltd.eu Toni@eiscltd.eu T: 02380 20 61 62

44. Thank you for your time today!