Selling to the Public Sector
Tuesday 2nd November 2010
The Farmer’s Club, Gloucester
Agenda
08:30 Registration
09:15 Introduction - Vivienne Rayner, FSB SW Policy Manager,
Federation of Small Businesses
09:4...
Federation of Small Businesses
213,000+ across UK
32,000 + across the SW
More than 1 in 5 SW employers is a
member of the ...
Importance of micro businesses to the South West
Percentage by employment in the private sector - Small business service 2...
Gloucester Turnover vs SW
21
25
23
17
20
18
30
28
27
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Gloucestershire
South Wes...
0 10 20 30 40 50 60 70
rest of the world
non EU Europe
rest of EU
RoIreland
rest of UK
Regional but not local
local
Glouce...
With whom they do business
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
Private sector
Local authorities/
Schools/Universities/
...
Half of South West businesses are looking to expand their client base
48%
41%
22%
19%
11%
7%
6%
4%
3%
3%
47%
42%
22%
18%
1...
Philip Green Report
Government commitment/promise to buy more from small
businesses
Cuts in Government and local authority...
Philip Green Report
Government commitment/promise to buy more from small businesses
Cuts in Government and local authority...
Eric Pickles - small business friend or foe?
New Government – back to the silos?
Role of LEPs
What can SMEs do?
What is/ca...
Summary
Public sector and small businesses have a lot to offer each other
Business Growth Economic Growth
Increased compet...
Federation of Small Businesses
Vivienne Rayner MBE
FSB SW Policy Manager
Vivienne.rayner@fsb.org.uk
Tel: 07816 300238
Email: alun@treble-e.com
Alun Pritchard
Selling to the Public Sector
The market
Finding opportunities
Go...
Tel: 07816 300238
Email: alun@treble-e.com
Market SegmentationMarket SegmentationMarket Segmentation – by Geography
Tel: 07816 300238
Email: alun@treble-e.com
Market Segmentation – by Size
NHS £18bn
Government Agencies
Government Regions
Districts
LBs Counties, Metros, Unitaries
G...
Keep up to Date
LGA WeeklyLatest news andinformation07 October 2010
GC Magazine
Monthly magazine for public sector
readers...
The Future
Total Place: Better for less
Total Place is not just another Whitehall initiative. It is about giving
local pro...
Standing Orders /Constitution
For procurements below £50 000
Advertising (not required but changes are coming)
The selecti...
Finding Opportunities – Supply2Gov
40,000 opportunities in 2009
£220bn total contracts' value 2008 - 2009
Tel: 07816 30023...
Finding Opportunities – Sell2Wales
Tel: 07816 300238
Email: alun@treble-e.com
2623,Revenue,CECR,Organisational Improvement,Conference Expenses,Bawa Healthcare &
Leisure,"£2,956.00"
2624,Revenue,CECR,M...
Finding Opportunities – Procurement Sites
Tel: 07816 300238
Email: alun@treble-e.com
Finding Opportunities – Procurement Sites
Tel: 07816 300238
Email: alun@treble-e.com
Finding Opportunities – Procurement Sites
Tel: 07816 300238
Email: alun@treble-e.com
Finding Opportunities – Procurement Sites
Tel: 07816 300238
Email: alun@treble-e.com
Finding Opportunities – Going to Market
Tel: 07816 300238
Email: alun@treble-e.com
Finding Opportunities – Going to Market
Tel: 07816 300238
Email: alun@treble-e.com
Finding Opportunities – Going to Market
Tel: 07816 300238
Email: alun@treble-e.com
Finding Opportunities – Bidding
Tel: 07816 300238
Email: alun@treble-e.com
Bidding – PQQ for Dummies
Tel: 07816 300238
Email: alun@treble-e.com
Bidding – FSB Website
Tel: 07816 300238
Email: alun@treble-e.com
Bidding – FSB Website
Tel: 07816 300238
Email: alun@treble-e.com
Bidding – 10 Tips
Read the Brief – clarify anything that you don't understand
Qualify hard – why should you win this work?...
Seling to the Public Sector
Case Study 2 – ‘How Triangle Have Done It’
Presented By: Robert Panou, Triangle Fusion Ltd.
Da...
Triangle Background
• Gloucestershire based business
• Providing ‘Business Services’
• Specialising in delivering to the P...
Our Public Sector Success
• Local market place to national provider
• Grow physical footprint
• Triple turnover
• Grow fro...
The benefits
• Not bureaucratic
• Huge market - £100billion per annum
• Smooth, transparent process
• Stick to their guns
...
The difficulties
How have we done it 1
• Plan
How have we done it 2
• Know your customer
How have we done it 3
• Manage time & resources
How have we done it 4
• USPs
How have we done it 5
• Value for money
How have we done it 6
• Complete the application
How have we done it 7
• Hard work
How have we done it 8
• Build Partnerships
How have we done it 9
• DO NOT CUT AND PASTE
How I did it...
Supplying to the public sector
Agenda
 Tenders applied for
 Advice on applying
 Top 3 suggestions
Tenders applied for
Tenders applied for
 Who we are
 Business Link SW
 Early years training
 Business Link WM
Advice on applying
Advice on applying
 Do you want it? Is it already sewn up?
 Do your homework
 Pre-prepare your documents (health & safe...
Top 3 suggestions
Top 3 suggestions
 Read “Bids, Tenders and Proposals” by Harold Lewis
 Try, try, try again!
 If nothing else, you’ll ga...
Any questions?
Questions & Answers
to the panel
02.11.10  Selling to the public sector - all presentations
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02.11.10 Selling to the public sector - all presentations

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'Selling to the public sector' presentations from an event that took place on Tues 2nd November 2010 at Gloucester's Farmers Club.

Speakers included:
- Vivienne Raynor
- Alun Pritchard
- Robert Panou
- Helen Dowling

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02.11.10 Selling to the public sector - all presentations

  1. 1. Selling to the Public Sector Tuesday 2nd November 2010 The Farmer’s Club, Gloucester
  2. 2. Agenda 08:30 Registration 09:15 Introduction - Vivienne Rayner, FSB SW Policy Manager, Federation of Small Businesses 09:45 Case Study 1 - Selling to the Public Sector - Alun Pritchard, Managing Consultant, Treble-e Consulting Ltd 10:15 Case study 2 - How I did it? - Robert Panou, Business Development Director, Triangle Fusion Ltd 10:45 Refreshment break 11:15 Case study 3 - How I did it? - Helen Dowling, Exceptional Thinking 11:45 Q & A - Speakers and Claire Smart - Director of Procurement, Gloucestershire County Council 12:15 Closing speech - Vivienne Rayner 12:30 Expected close
  3. 3. Federation of Small Businesses 213,000+ across UK 32,000 + across the SW More than 1 in 5 SW employers is a member of the FSB 7000+ in Gloucestershire and WoE
  4. 4. Importance of micro businesses to the South West Percentage by employment in the private sector - Small business service 2009 stats 43.7 34.0 17.1 14.2 11.7 11.5 27.5 40.2 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% SW Employment UK Employment Micro Small Medium Large
  5. 5. Gloucester Turnover vs SW 21 25 23 17 20 18 30 28 27 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Gloucestershire South West UK Less than £50k £50k to £100k £100k to £300k £300k to £500k £500k to £1 million Over £1 million
  6. 6. 0 10 20 30 40 50 60 70 rest of the world non EU Europe rest of EU RoIreland rest of UK Regional but not local local Gloucestershire South West UK Where they do business
  7. 7. With whom they do business 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Private sector Local authorities/ Schools/Universities/ National Health Police/Fire Services Government agencies UK central government NET: Public Sector None of these Gloucestershire South West UK
  8. 8. Half of South West businesses are looking to expand their client base 48% 41% 22% 19% 11% 7% 6% 4% 3% 3% 47% 42% 22% 18% 10% 7% 5% 4% 4% 2% Expand client base Marketing/Advertising Invest in new equipment/machinery Take on new staff Increase expenditure on staff training Move to new premises Expand/export abroad Increase R&D spending Open additional branches To survive/to carry on as usual UK (9761) South West (1542) Q35 Which actions do you intend to take to achieve your objectives over the next 12 months? Base: All UK respondents (9,761), South West (1,542) How businesses intend to meet objectives over the next 12 months (top answers)
  9. 9. Philip Green Report Government commitment/promise to buy more from small businesses Cuts in Government and local authority expenditure Eric Pickles - small business friend or foe? New Government – back to the silos? Role of LEPs Process and small businesses Accreditation vs Pre qualification questionnaires Frameworks vs Dynamic Purchasing Systems What can SMEs do? What is/can the FSB do to help? Where now?
  10. 10. Philip Green Report Government commitment/promise to buy more from small businesses Cuts in Government and local authority expenditure Philip Green Report – READ IT This is a contract for provision of hardware and software development. The principal contractor subcontracts the majority of work to another major supplier. Therefore there are two profit margins. Recommendations - an audit of all contracts with more than £100m remaining value to investigate: •The current demand for services. •The cost of delivering the service, and the relationship between cost and price (open book). •The financing arrangements. •The subcontracting arrangements. •The contractual flexibility. •The ability to break the contract.
  11. 11. Eric Pickles - small business friend or foe? New Government – back to the silos? Role of LEPs What can SMEs do? What is/can the FSB do to help?
  12. 12. Summary Public sector and small businesses have a lot to offer each other Business Growth Economic Growth Increased competition Savings Government continues to be ambiguous FSB to campaign for a level playing field and appropriate buying SMEs – go get the business!
  13. 13. Federation of Small Businesses Vivienne Rayner MBE FSB SW Policy Manager Vivienne.rayner@fsb.org.uk
  14. 14. Tel: 07816 300238 Email: alun@treble-e.com Alun Pritchard Selling to the Public Sector The market Finding opportunities Going to market Bidding
  15. 15. Tel: 07816 300238 Email: alun@treble-e.com
  16. 16. Market SegmentationMarket SegmentationMarket Segmentation – by Geography Tel: 07816 300238 Email: alun@treble-e.com
  17. 17. Market Segmentation – by Size NHS £18bn Government Agencies Government Regions Districts LBs Counties, Metros, Unitaries Government Departments Tel: 07816 300238 Email: alun@treble-e.com £16bn
  18. 18. Keep up to Date LGA WeeklyLatest news andinformation07 October 2010 GC Magazine Monthly magazine for public sector readers GC Weekly Weekly e-newsletter Smart Healthcare Update Monthly e-newsletter Tel: 07816 300238 Email: alun@treble-e.com
  19. 19. The Future Total Place: Better for less Total Place is not just another Whitehall initiative. It is about giving local providers the incentive to work together in new ways for the benefit of their clients and citizens – and the opportunity to tell Government how it could behave differently to make this kind of collaborative action more likely. Tel: 07816 300238 Email: alun@treble-e.com
  20. 20. Standing Orders /Constitution For procurements below £50 000 Advertising (not required but changes are coming) The selection of Companies to Quote Request for Quotation (RFQ) THRESHOLDS Value of procurement up to £1500 then it is up to the Officer to define the most appropriate approach Value of procurement £1501 to £5000 then there is a requirement for two (2) independent written Quotations Value of procurement £5001 to £50000 then there is a requirement for three (3) independent written Quotations Tel: 07816 300238 Email: alun@treble-e.com
  21. 21. Finding Opportunities – Supply2Gov 40,000 opportunities in 2009 £220bn total contracts' value 2008 - 2009 Tel: 07816 300238 Email: alun@treble-e.com
  22. 22. Finding Opportunities – Sell2Wales Tel: 07816 300238 Email: alun@treble-e.com
  23. 23. 2623,Revenue,CECR,Organisational Improvement,Conference Expenses,Bawa Healthcare & Leisure,"£2,956.00" 2624,Revenue,CECR,Member Development,Conference Expenses,Bawa Healthcare & Leisure,£617.50 2625,Revenue,CECR,Service Review Team,Equipment Maintenance,Bawa Healthcare & Leisure,£541.68 2626,Revenue,CECR,Chair`s Expenses,Conference Expenses,Bawa Healthcare & Leisure,£987.00 2627,Revenue,CECR,Design Materials,Printing & Stationery,Belmont Press,"£16,455.00" 2628,Revenue,CECR,PSD Information Management,Software Purchase,Bentley Systems (UK) Ltd,"£1,300.00" 2629,Revenue,CECR,Standards Committee Costs,Other Supplies & Services,Bevan Brittan LLP,"£3,906.88" 2630,Revenue,CECR,Design Materials,Printing & Stationery,Bibby Factors Limited,£675.63 2631,Revenue,CECR,Design Materials,Printing & Stationery,Bibby Factors Limited,"£1,344.20" 2632,Revenue,CECR,Electoral Expenses,Other Supplies & Services,Blastmaster (UK) Limited,"£2,555.63" 2633,Revenue,CECR,Customer Relations,Consultants Fees,BMG Research,"£3,950.94" 2634,Revenue,CECR,Infrastructure - Discr,Software Purchase,Bom IT Solutions,"£12,220.00" 2635,Revenue,CECR,Infrastructure - Discr,Software Purchase,Bom IT Solutions,"£2,831.75" 2636,Revenue,CECR,Energy Engineers,Electricity,Bradley Stoke Community School,£662.86 2637,Revenue,CECR,Financial Vetting - Fees,Fees - General,Brighton & Hove Council,£572.41 2638,Revenue,CECR,Exchequer Administration,Printing & Stationery,Bristol Business Forms Limited,£674.92 2639,Revenue,CECR,Chief Executive,Other L.A.'s - General,Bristol City Council,"£2,600.00" 2640,Revenue,CECR,Coroners Service,Levies,Bristol City Council,"£271,918.00" 2641,Revenue,CECR,Members Support,Other Premises Costs,Bristol Sound Systems Limited,£636.85 2642,Revenue,CECR,Kingswood Civic Centre,Water Charges,Bristol Wessex Billing Services Limited,"£2,489.13" Finding Opportunities – Purchases over £500 Tel: 07816 300238 Email: alun@treble-e.com
  24. 24. Finding Opportunities – Procurement Sites Tel: 07816 300238 Email: alun@treble-e.com
  25. 25. Finding Opportunities – Procurement Sites Tel: 07816 300238 Email: alun@treble-e.com
  26. 26. Finding Opportunities – Procurement Sites Tel: 07816 300238 Email: alun@treble-e.com
  27. 27. Finding Opportunities – Procurement Sites Tel: 07816 300238 Email: alun@treble-e.com
  28. 28. Finding Opportunities – Going to Market Tel: 07816 300238 Email: alun@treble-e.com
  29. 29. Finding Opportunities – Going to Market Tel: 07816 300238 Email: alun@treble-e.com
  30. 30. Finding Opportunities – Going to Market Tel: 07816 300238 Email: alun@treble-e.com
  31. 31. Finding Opportunities – Bidding Tel: 07816 300238 Email: alun@treble-e.com
  32. 32. Bidding – PQQ for Dummies Tel: 07816 300238 Email: alun@treble-e.com
  33. 33. Bidding – FSB Website Tel: 07816 300238 Email: alun@treble-e.com
  34. 34. Bidding – FSB Website Tel: 07816 300238 Email: alun@treble-e.com
  35. 35. Bidding – 10 Tips Read the Brief – clarify anything that you don't understand Qualify hard – why should you win this work? Be honest Fully complete the PQQ (if there is one) Get accredited if justified by your Public Sector market plan Do your sums properly – no envelope work! Ensure that you understand the proposal format needed Ensure that all involved know the deadlines Check the procurement site for Qs & As Quality assure your proposal against the Brief & assessment criteria Follow the submission procedure to the letter And if it's a complex piece of work, build in a Project Initiation stage Tel: 07816 300238 Email: alun@treble-e.com
  36. 36. Seling to the Public Sector Case Study 2 – ‘How Triangle Have Done It’ Presented By: Robert Panou, Triangle Fusion Ltd. Date: 2nd November 2010
  37. 37. Triangle Background • Gloucestershire based business • Providing ‘Business Services’ • Specialising in delivering to the Public Sector – Skills – Empoyment – Business Support
  38. 38. Our Public Sector Success • Local market place to national provider • Grow physical footprint • Triple turnover • Grow from 8 to 50 staff • Diversify business and client base • Expand commercially!
  39. 39. The benefits • Not bureaucratic • Huge market - £100billion per annum • Smooth, transparent process • Stick to their guns • Clear specifications • There to help • Keen to innovate, grow, develop
  40. 40. The difficulties
  41. 41. How have we done it 1 • Plan
  42. 42. How have we done it 2 • Know your customer
  43. 43. How have we done it 3 • Manage time & resources
  44. 44. How have we done it 4 • USPs
  45. 45. How have we done it 5 • Value for money
  46. 46. How have we done it 6 • Complete the application
  47. 47. How have we done it 7 • Hard work
  48. 48. How have we done it 8 • Build Partnerships
  49. 49. How have we done it 9 • DO NOT CUT AND PASTE
  50. 50. How I did it... Supplying to the public sector
  51. 51. Agenda  Tenders applied for  Advice on applying  Top 3 suggestions
  52. 52. Tenders applied for
  53. 53. Tenders applied for  Who we are  Business Link SW  Early years training  Business Link WM
  54. 54. Advice on applying
  55. 55. Advice on applying  Do you want it? Is it already sewn up?  Do your homework  Pre-prepare your documents (health & safety etc)  Bespoke tenders
  56. 56. Top 3 suggestions
  57. 57. Top 3 suggestions  Read “Bids, Tenders and Proposals” by Harold Lewis  Try, try, try again!  If nothing else, you’ll gain experience from doing it.
  58. 58. Any questions?
  59. 59. Questions & Answers to the panel
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