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How To Tender For Public Sector Contracts- Selling to the public sector

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Bidding for public sector contract tools and guidance for those who want to sell successfully to the public sector. Www.businessservicessupport.com offers you free tools as well. You can book on workshop and online courses as well.

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How To Tender For Public Sector Contracts- Selling to the public sector

  1. 1. S ELLING T O T HE P UBLICS ECTOR C ONTRACTSHOW TO BID SUCCESSFULLY FOR CONTRACTS
  2. 2. C OURSE O BJECTIVES  Provide participants with the knowledge and skills to successfully bid for public sector contracts through effective bid writing.  To strengthen participants understanding of public sector contracts procurement processes including procurement lingo.  Provide participants with tools for objective appraisal of their capability and capacity to deliver public sector contracts.COPYRIGHT© TO BUSINESS SERVICESSUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”
  3. 3. C OURSE O BJECTIVES  Provide practical skills & tips to present a strong message to buyers to gain competitive advantage.  Encourage participants to develop action plans for improving their success with public sector contracts.  Empower participants to take decisive actions to improve their success rate in bidding for public sector contractsCOPYRIGHT© TO BUSINESS SERVICESSUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”
  4. 4. A N O VERVIEW O F T HE P UBLIC S ECTOR M ARKET  The public sector market is a very large market and according to national statistics office:  Annual purchasing spend of the public sector in the UK is estimated at well in excess of £536 billionCOPYRIGHT© TO BUSINESS SERVICESSUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”
  5. 5. A N O VERVIEW O F T HE M ARKET  Public sector organisations unlike those in the private sector do not go bankrupt.  The risk of bad debt is lower in the public sector than in the private sector.COPYRIGHT© TO BUSINESS SERVICESSUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”
  6. 6. A N O VERVIEW O F T HE M ARKET  The purchasing process is formal and the formalities can be a put off  There are requirements for form filling, completion of questionnaires, and demonstration of competences at different levels.COPYRIGHT© TO BUSINESS SERVICESSUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”
  7. 7. A N OVERVIEW O F T HE M ARKET  The process can be time consuming, often probing for information on financial standing of the business etc.  In fact, the process whilst challenging can be justifiable to many.COPYRIGHT© TO BUSINESS SERVICESSUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”
  8. 8. A N O VERVIEW O F T HE M ARKET  The value of public sector contracts tends to run into thousands of pounds. Therefore, careful thoughts and effort in the purchasing decision should be expected to ensure efficient use of public funds.  Public Sector procurement have to comply with procurement legislations with costly penalty if breached.COPYRIGHT© TO BUSINESS SERVICESSUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”
  9. 9. W HAT THIS MEANS FOR SMALL BUSINESSES  The demands on small businesses can be extremely challenging but there are strategies to overcome them.  Skills required to be successful in the process vary and include research, communication, presentation, marketing and time management. Sadly, most one-man businesses struggle with the process because they lack the breadth of skills needed for success.COPYRIGHT© TO BUSINESS SERVICESSUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”
  10. 10. U NDERSTANDING T HE L ANGUAGE O F P ROCUREMENT - A S HORT Q UIZ WHAT DO THESE TERMS MEAN TO YOU:  Specification  Technical Competency  Tenders  Competitive Bidding  Framework  Request For Quote  Request For proposal  Request For Information  Supply Chain Management  Pre-Qualification Questionnaire  Invitation to tender  Service Level Agreement  Key Performance Indicators  Financial Viability  Resource CapacityCOPYRIGHT© TO BUSINESS SERVICESSUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”
  11. 11. T HE P ROCUREMENT P ROCESS I N A CTION KNOWLEDGE IS NOT POWER IF IT CANNOT BE CORRECTLY USED. CORRECT APPLICATION OF KNOWLEDGE IS POWER A QUICK QUOTE  Specification – Formal documentation detailing what buyer wants suppliers to offer  Functional specification  Performance specification  Design specification  Technical specification etcCOPYRIGHT© TO BUSINESS SERVICESSUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”
  12. 12. IT IS IMPORTANT YOU STAND OUT IN THE CROWD ; THINK USP USP Ultimate Advantage Sensational Offer Powerful Promises Buy one get one free Benefits: Free Consultation Safety You lose 2 stones in 3 weeks Free Delivery Efficiency Savings You increase sales by 5% in 3 months First time discounts Customer Satisfaction Loyalty Discounts Save Time & MoneyCOPYRIGHT© TO BUSINESS SERVICESSUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”

Bidding for public sector contract tools and guidance for those who want to sell successfully to the public sector. Www.businessservicessupport.com offers you free tools as well. You can book on workshop and online courses as well.

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