Benefit from London 2012 business opportunities
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Benefit from London 2012 business opportunities



Chas Morrison, a business link adviser talks about how your business can benefit from opportunities of public sector contracts

Chas Morrison, a business link adviser talks about how your business can benefit from opportunities of public sector contracts



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Benefit from London 2012 business opportunities Benefit from London 2012 business opportunities Presentation Transcript

  • Benefit from London 2012 business opportunities
  • 2012 Chas Morrison Adviser Manager, Business Link
  • An opportunity for your business • 75,000+ contracts • One web site • An opportunity spread over up to eight years • Simple systems
  • 2012 • Business to Business • Business to Consumer • Goods and services • Think “small town”, rather than a “sports event”
  • • Cargo Services • Carpenters and Joiners • Carpet Cleaning Equipment • Carpet Fitters • Carpet Accessories • Carrier Bags • Cartons • Carvers and Gilders • Case Makers
  • Statistics • The Olympic Park, Stratford - The 2012 games will feature 10,500 Olympic athletes, 4,200 Paralympic athletes and will attract 1.2m visitors. After the games 9,000 new homes will be built and the area will benefit from state-of-the-art sporting venues • In Beijing, around 7,000 breakfasts were served daily in the Athletes’ Village in the space of one hour
  • Statistics • The organisers of London 2012 have announced an ambitious series of cultural events to run alongside the Olympic Games • Some 500 events costing at least £40m and culminating in a festival of culture are promised – at various locations across the country
  • • Register as a supplier • Register for e-alerts • Register for sector-specific project alerts
  • It acts as a brokerage service between buyers throughout the London 2012 supply chain, and potential suppliers. CompeteFor also provides access to business support services; building skills and capacity to ensure that businesses across the UK can access opportunities linked to the hosting of the London 2012 Games
  • Benefit from London 2012 business opportunities
  • Supplier Matching Service Jayne Westwood Business Growth Adviser Business Link
  • What is the Supplier Matching Service? The Supplier Matching Service helps small businesses solve their problems by supplying them with a shortlist of the best-fit experts that we can identify that most closely meet their requirements.
  • Key points • Providers of B2B services register their details for free along with 2 customer referees • We check and validate suppliers before making their details available for searches • You are prompted every 6 months to update your registration to ensure your information is accurate • The service is free to customers looking to source help • A search is made on our database to identify the ‘best fit’ service providers • The customer selects which suppliers they wish to contact from the shortlist we provide
  • What are the benefits? • The opportunity to market yourself to potential customers in the SME sector across a wide area • Control over the content of your record which you can update as necessary • Referrals are in direct response to a customer need • We can provide guidance on how to optimise your details if you need it • Simple, online, free registration
  • Garbage in . . . . • Assistance in the form of FAQs, Guide download and from Business Link will help you prepare a positive profile • Concentrate on your 3 key skills you wish to promote to SMEs • Use company description to cover additional skills or experience our customers are likely to be interested in
  • Top 10 Searches in quarter one Website design 193 Accountant 141 Marketing (strategy, advice, services) 72 Legal issues - general 66 Book keeper 44 Business Consultant/advisor/plan 30 Human Resources 29 Public Relations 29 Quality, ISO 28 Office/Secretarial/Admin/PA services 24
  • Rob Walker Xcite Digital Ltd 07810 564 064
  • What to do next . . . • Visit • Talk to Business Link if you need more information • Register your company • Complete your profile and details of customer referees • Keep your details, skills and experience up to date
  • Benefit from London 2012 business opportunities
  • PRESENTATION BY TIM COLMAN Business Link Seminar “Benefit from London 2012 Business Opportunities” Aldershot 2nd October 2008
  • Introduction The following presentation briefly outlines some basic tips and techniques that should help you to win more business when competing in the tendering process. These tips apply equally to all Public Sector Projects – including those for London 2012 - and are valid for formal tenders and RFP’s
  • Introduction The rules are not merely theoretical – written by a sales and marketing “guru” who has never actually completed tender documentation They are a very practical guide that works – based on 30 years of success in bidding for Public and Private Sector projects. Following these rules I have personally led bid teams that have won 80% of the projects we bid for!
  • The Ten Key Rules Of Tendering 1. Before you start typing……. 2. Don’t lie! 3. Go through commercial conditions with a fine toothed comb…. 4. Timescales 5. Know what your client really wants 6. Know your competitors 7. Plan the bid presentation and make it look good. 8. Spend serious money if working on a serious bid! 9. Don’t bid if you can’t cope….. 10. Finally – what to do if you don’t win…..
  • BEFORE YOU START TYPING Quite apart from the tender documents themselves, there will be some instructions on exactly how the tender should be handled. Very often this information is only mentioned in the covering letter that accompanies the main tender document.
  • BEFORE YOU START TYPING The type of issues that could be mentioned are: Acknowledge of receipt The return envelope Time limit for questions A pre-tender meeting or site visit The number of copies of the bid itself
  • DON’T LIE! If you don’t meet the exact specification given in tender documents – then admit it. Don’t pretend you meet all the requirements if you don’t – you will simply get into trouble later. However, don’t simply say “I don’t comply” – stress the benefits of your solution.
  • Go through commercial conditions meticulously Don’t cut corners. If there are many pages of technical or commercial conditions then go through each one line by line and put “confirmed” or “comply” by each one you accept and explain any that you do not or cannot meet. This will save you problems in the future and will also demonstrate to the client that you have taken the bid process seriously.
  • Timescales Many official tenders – particularly in the public sector – will have very tight deadlines. Sometimes they will only give a few days to prepare the bid itself and will then promise to make a decision quickly and – in turn – place an order very quickly. Invariably this does not happen!
  • Timescales So don’t be bullied into accepting a risk on materials cost and exchange rates based on the assumption that everything will be settled in a few days. Make it clear that your price and delivery schedule will depend on the client meeting his own deadlines.
  • Timescales Tied into this is the issue of penalty payments for late delivery or failure to meet specifications. Do not accept unrealistic penalty clauses. (These are typical in the construction industry)
  • Know what your client really wants You must understand the tender documents. If you don’t understand – then ask. Getting it wrong may mean you are too expensive - but winning the job and not understanding what is really required could bankrupt you!
  • Know your competitors If you really know your competitors you highlight their weaknesses to your benefit. Don’t “name and shame” - but if they have a weakness then stress your strength in this area. If they have a strength, then explain why your way is better.
  • Plan the bid If the bid is substantial then plan the presentation of documents before you start. You may need to present special drawings or plans so consider reserving some Drawing Office time in advance.
  • Plan the bid Don’t merely fill your presentation with photocopied brochures. If they are relevant then include them – but never copies. You may want to incorporate 2 or 3 technical or commercial options and alternatives – make sure that this is obvious to the client.
  • Serious Bids cost Serious Money If it is a big project then expect to spend serious money on the bid itself. The London 2012 Olympic Bid (which was actually a response to an RFP) cost more than £80 million. Whatever some may say it is a £20 billion project!
  • Don’t bid if you can’t cope….. Many companies have been bought to their knees by successfully bidding for big projects. They may have missed commercial or technical issues in the tender document. They may not be able to actually raise enough money to finance the project.
  • Don’t bid if you can’t cope….. They may have a client who goes bankrupt on them. They may simply be unable to cope with the size of the project or could have underestimated costs.
  • Don’t bid if you can’t cope….. Making more of a product does not necessarily reduce unit costs. There come “break points” in manufacture where you may need to invest in another production line or even factory. You may need to employ specialist project managers or pay higher salaries to attract more staff.
  • If you don’t win….. The other issue is influencing the specification of a future project. By entering a non-compliant, yet financially interesting, bid there are several potential outcomes. The whole tender may be cancelled, the specifications changed, and then the tender re-opened. If it is a multi-stage project, your specification may be very seriously considered for the next phase.
  • Closing thoughts….. Winning a tender is not a matter of the lowest bid or necessarily the best product.
  • The following factors can also influence the final decision… • Professional presentation • A demonstrable understanding of the clients needs. • Service and reliability of the product offered. • Innovation – or the opposite (tradition) • Quality • References • Client trust and personal relationships • Going the extra mile……
  • A Few Thoughts on Olympic™ Bids Do not expect to win any Olympic™ contracts (ODA or LOCOG) unless you are “bid ready”. This means that you need to have certain key policy documents in place before you bid.
  • A Few Thoughts on Olympic™ Bids These include: • Health and Safety Policy • Equal Opportunities Policy • Environmental Policy • Quality Management Statement
  • The Winning Formula Over the past twenty five years I have either personally bid, or led bid teams, for around 600 projects – maybe more. We have won more than 80% of them – but “should” have won about 50% - 60%. Getting the response documents right moves the odds in your direction.
  • The Winning Formula Think of roulette – the odds in favour of the bank are really quite slight (depending on the use of one or two zeros on the wheel). But that slight benefit is what keeps casinos in business.
  • Tim Colman Tim has thirty years experience in bidding and can work with you and your clients to improve your chances of winning at the right price.
  • Tim Colman 0845 257 7213 07780 601523 Timecheck Consulting A Division of Abacus HR Limited Worting House, Church Lane Basingstoke Hampshire RG27 9SA
  • Benefit from London 2012 business opportunities