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Market engagement



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This presentation explores and outlines some practical steps to engaging with the market, using examples of successful processes and actions to show how it can work.

Presented by Christine Storry - PIPEN Project Manager

Market engagement

  1. 1. Market Engagement Presented by Christine Storry – PIPEN Project Manager South West England
  2. 2. Sustainable Procurement – to recap Social Workers’ rights Ethical issues Fair pay Economic Local economy Life cycle costs Employment Environmental Air quality Water use Energy
  3. 3. …by any other name Supplier engagement Supplier development Market engagement Dialogue with the potential suppliers either generally or for a given contract Market Consultation (article 40) Market development
  4. 4. Can you do it…? • Prior to 2014 Directive, split decision • 2014 Procurement Directive expressly allows for market consultation •  So… “yes, we can” • But within certain parameters
  5. 5. Why should it be done? • Proposed contract and procedureInform • Market – participate, share ideasEncourage • Definition, scope and procedureHelp define • The market and new technologyLearn • Market size and/or maturityUnderstand • Relationship with marketImprove • To what the market saysListen • Only talking to the usual suspectsAvoid • Before/during the tender processClarify
  6. 6. How can it be done? Two-way Face to face Large groups (generic) Small groups (contract specific) Prior Information Notice (PIN) Surveys Online Meet the buyer Tender queries
  7. 7. What happens if you don’t do it? The world won’t implode but… Lose out on knowing latest innovations Exclude potential suppliers Specify an unachievable tender Specify old technology Lack of market response Potentially increase costs Lose the trust of the market Why do they never talk to us? Grr… Argh!
  8. 8. What happens if you do do it? Possibly not procurement paradise but… Market knowledge (size and maturity) Getting expert input Help in defining a successful tender Good response to tenders  Numbers of responses  Quality of responses Improved relationship with the market Reduced hassle as tender documents are clearer
  9. 9. Key points to bear in mind  Proportionate Two-way Non- discriminatory Fair Transparent Timely Sincere Manage expectations
  10. 10. South West England © 2017, UWE Bristol