FRESH PASTURES CIC SELLING ADDED VALUE

1. 07/04/2012 1 FRESH PASTURES CIC � SELLING ADDED VALUE Graham Morley Fresh Pastures Community Interest Company 2-6 Andrew Street, St Johns Wakefield WF1 3QH Tel (01924) 239966 www.freshpasturescic.co.uk Introduction � My name, background, and why we went into SE.What our basic serviceis and the additional benefits we have identified and what more we can do.Introduction � My name, background, and why we went into SE.What our basic serviceis and the additional benefits we have identified and what more we can do.

2. 07/04/2012 2 Objective The need for Organisations to understand the aims and objectives of supplying Organisations Third Sector Organisations operate like main stream companies We need to make a profit to survive Surpluses are reinvested in the organisation or for the benefit of the community Need for P/Officers to identify what a company is about. Where the profit goes and how it is distributed. All will be listed in mems and arts and shareholder list. Understanding of third sector need to operate like main stream companies but bring additional benefits To bring the additional benefits, we need to make a profit but its what we do with that profit See aboveNeed for P/Officers to identify what a company is about. Where the profit goes and how it is distributed. All will be listed in mems and arts and shareholder list. Understanding of third sector need to operate like main stream companies but bring additional benefits To bring the additional benefits, we need to make a profit but its what we do with that profit See above

3. 07/04/2012 3 Customer Requirements Your contract notice identifies the need for a product or service Weighting identifies the specific needs of the contract BUT what extra could you get for your money meeting your LAA How is the LAA disseminated to purchasing officers?How is the LAA disseminated to purchasing officers?

4. 07/04/2012 4 Meeting the Needs No difference or better in �service element� delivery Third Sector struggle in getting the basics across, resulting in a low score Competition are usually Companies with investment money behind them and target the client Additional benefits not quantified in contract tenders Weighting usually based around service, price experience and quality How do you quantify the experience element against a competitor who already delivers the contract? As the third sector and Government guidance is totally new to contracting, appreciated by seminars such as this appreciate the third sector in what additional benefits we can provide These additional benefits add nothing to to the weighting of the decision processWeighting usually based around service, price experience and quality How do you quantify the experience element against a competitor who already delivers the contract? As the third sector and Government guidance is totally new to contracting, appreciated by seminars such as this appreciate the third sector in what additional benefits we can provide These additional benefits add nothing to to the weighting of the decision process

5. 07/04/2012 5 Cost Analysis Weighting of contracts is not all about price Compare cost-benefits between you and your competitors Externalities ! Things not reflected in price If we can bring these additional benefits Why not just reduce the price? Impacting mapping Impacting mapping

6. 07/04/2012 6 Our Strengths

7. 07/04/2012 7 Key Benefits Service delivery usually higher with the third sector Additional benefits are now being quantified through �IMPACT MAPPING� Driving force behind the organisation not profit for individual or private gain

8. 07/04/2012 8 Next Steps The need for decision maker to appreciate the third sector more Possibilities of a extended trial period Allow enough time to investigate the potential benefits during the tender decision process Create working partnerships to progress and expand the contract and additional benefits on offer The need to look at wider budgets and cross department co-operation and drawing the additional departments into the contract decision

9. 07/04/2012 9 Fresh Pastures CIC 2 �6 Andrew Street St Johns Wakefield WF1 3QH (01924) 239966 Email@shrynj@aol.com