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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. …

'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

Published in: Business, News & Politics
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  • 1. Selling to the Public Sector Tuesday 2nd November 2010 The Farmer’s Club, Gloucester
  • 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. Federation of Small Businesses Vivienne Rayner MBE FSB SW Policy Manager Vivienne.rayner@fsb.org.uk
  • 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. Tel: 07816 300238 Email: alun@treble-e.com
  • 16. Market SegmentationMarket SegmentationMarket Segmentation – by Geography Tel: 07816 300238 Email: alun@treble-e.com
  • 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. 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. 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. 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. Finding Opportunities – Supply2Gov 40,000 opportunities in 2009 £220bn total contracts' value 2008 - 2009 Tel: 07816 300238 Email: alun@treble-e.com
  • 22. Finding Opportunities – Sell2Wales Tel: 07816 300238 Email: alun@treble-e.com
  • 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. Finding Opportunities – Procurement Sites Tel: 07816 300238 Email: alun@treble-e.com
  • 25. Finding Opportunities – Procurement Sites Tel: 07816 300238 Email: alun@treble-e.com
  • 26. Finding Opportunities – Procurement Sites Tel: 07816 300238 Email: alun@treble-e.com
  • 27. Finding Opportunities – Procurement Sites Tel: 07816 300238 Email: alun@treble-e.com
  • 28. Finding Opportunities – Going to Market Tel: 07816 300238 Email: alun@treble-e.com
  • 29. Finding Opportunities – Going to Market Tel: 07816 300238 Email: alun@treble-e.com
  • 30. Finding Opportunities – Going to Market Tel: 07816 300238 Email: alun@treble-e.com
  • 31. Finding Opportunities – Bidding Tel: 07816 300238 Email: alun@treble-e.com
  • 32. Bidding – PQQ for Dummies Tel: 07816 300238 Email: alun@treble-e.com
  • 33. Bidding – FSB Website Tel: 07816 300238 Email: alun@treble-e.com
  • 34. Bidding – FSB Website Tel: 07816 300238 Email: alun@treble-e.com
  • 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. 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. Triangle Background • Gloucestershire based business • Providing ‘Business Services’ • Specialising in delivering to the Public Sector – Skills – Empoyment – Business Support
  • 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. 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. The difficulties
  • 41. How have we done it 1 • Plan
  • 42. How have we done it 2 • Know your customer
  • 43. How have we done it 3 • Manage time & resources
  • 44. How have we done it 4 • USPs
  • 45. How have we done it 5 • Value for money
  • 46. How have we done it 6 • Complete the application
  • 47. How have we done it 7 • Hard work
  • 48. How have we done it 8 • Build Partnerships
  • 49. How have we done it 9 • DO NOT CUT AND PASTE
  • 50. How I did it... Supplying to the public sector
  • 51. Agenda  Tenders applied for  Advice on applying  Top 3 suggestions
  • 52. Tenders applied for
  • 53. Tenders applied for  Who we are  Business Link SW  Early years training  Business Link WM
  • 54. Advice on applying
  • 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. Top 3 suggestions
  • 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. Any questions?
  • 59. Questions & Answers to the panel

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