Selling into the Public Market    Social Enterprises Participation         Emma McEvoy, DCU         Winning In Tendering
Background
Why engage?                        Variety of Buyers€16bn estimated value                                  Advertisements ...
Constraints   Complex                        Complex                   Reduced   Tenders                         Laws     ...
Market                         Tender Process Flow  Research                       Remember: tendering is only one part of...
Road to growth• Register on  etenders.gov.ie /  esourcing NI / OJEU• Meet the Buyer• Scope for change
Thank you• Emma McEvoy• emma.mcevoy@dcu.ie
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Public Procurement and Social Enterprise - How to Engage. Emma McEvoy, DCU Winning in Tendering

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Social Enterprise A Call to ACTION. INTERREG ACTION Pilot Project. Dunhill Ecopark. Friday 22nd June 2012

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  • Explanation of previous work undertaken by WIT and ACTION Research / work behind the ‘How to Guide’
  • Estimated €16bn Irish spend (21bn across the Island) Variety of buyers; Health Sector (4.7bn) Education (0.9bn) Capital Works (7.9bn) Local Gov (1.7bn) Central Gov (2.9bn) Top spend categories include; construction, ICT, energy, travel, professional services, waste disposals, medical supplies, food and catering Buyers required to advertise tenders over €25k nationally (etenders.gov.ie website) large contracts on the EU OJEU website Low Value thresholds – easier access – verbal or written quotation from buyer (under 5k verbal quotations) (5k – 25k formal tender process) Shared Values - they’re there to help deliver improved services to the people you’re working with. Continuous Demand; The public sector will keep on buying, and in some cases increase their expenditure, throughout any downturn.
  • SEs. Administratively burdensome Complex tender documentation Lack of experience High financial and insurance thresholds Incumbent senario Buyer Reduced budgets / movement away from grants to tender competitions If they get the money, will they evaluate on Lowest Price / MEAT? Also large contracts are constraint by EU legislation – which prohibits domestic preferential purchasing HOWEVER _ POSITIVE You can sell in – tips how SEs – start small think about consortiums Buyers – use circular 10/10 – proportionate financial, insurance and experience levels EU – encourage the use of social clauses – buyers don’t be afraid to use them
  • TENDER STEP BY STEP GUIDE - how to engage MARKET RESEARCH - know your buyers / attend meet the buyers events / ask what is coming up / MARKET YOUR PRODUCTS - Sell before the tender comes up / introduce your products SELECT TENDERS - don’t apply for everything / look at tenders you can complete 4. KEY REQUIREMENTS - Check that you can meet the mandatory requirements which may be highlighted by words like – Shall, will, must. Can you address them? If you can‘t, consider, it is worthwhile tendering. 5. BUYERS WANT - (i) evidence that the tenderer can meet the need by demonstrating capability, capacity, relevant experience. (ii) The tender will meet the tender specification, i.e. will deliver what’s being asked for and provide the requested information in the format specified. (iii) The tender will agree to the contract Terms and Conditions. 6. TENDER SUBMISSION – format / do what is asked - cv two pages, all samples, all H&S plans 7. UNIQUE ANSWERS - tailor answer, no copy and paste 8. RIGHT DELIVERY - plan logistics 7. EVALUATION - Lowest price / MEAT 8. REVIEW - internally - assessment / addition to bid library 9. DEBRIEFING - always attend or request debriefing (verbal or written)
  • Public Procurement and Social Enterprise - How to Engage. Emma McEvoy, DCU Winning in Tendering

    1. 1. Selling into the Public Market Social Enterprises Participation Emma McEvoy, DCU Winning In Tendering
    2. 2. Background
    3. 3. Why engage? Variety of Buyers€16bn estimated value Advertisements Public Market Low Value Continuous Demand Shared Values
    4. 4. Constraints Complex Complex Reduced Tenders Laws Budgets SEs Procurers EUAdministrative Lowest Price Compliance Burden Criteria? over subject matter?
    5. 5. Market Tender Process Flow Research Remember: tendering is only one part of the overall procurement process Market your products Analyse the key Consider what Tender Select Tender requirements the buyer wants Submission Unique AnswersDebriefing Post tender Understand Right time, review the Evaluation Right Address
    6. 6. Road to growth• Register on etenders.gov.ie / esourcing NI / OJEU• Meet the Buyer• Scope for change
    7. 7. Thank you• Emma McEvoy• emma.mcevoy@dcu.ie

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