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Winning business in government

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Open Opps' presentation from Sussex Innovation Croydon's Innovation Eat Up on winning public sector business.
Watch it here: https://www.youtube.com/watch?v=2rdHRrt9s_Y

www.openopps.com
contact@openopps
@open_opps

Published in: Business
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Winning business in government

  1. 1. @ianmakgill @open_opps openopps.com Making sense of the world’s tender data Winning business 
 in Government
  2. 2. @ianmakgill @open_opps SpendNetwork.com .... .... OpenOpps.com
  3. 3. @ianmakgill @open_opps Average working days to complete a tender 2010 2011 2012 2013 2014 175 181 178 172 175 72 70 71 70 71 203 215 244 243 265 117 121 121 119 124 1 year 9 months 6 months 3 months Greece United Kingdom Poland Germany
  4. 4. @ianmakgill @open_opps Government doesn’t do one-night stands.
  5. 5. @ianmakgill @open_opps What are you selling?
  6. 6. @ianmakgill @open_opps How are you approaching targets?
  7. 7. @ianmakgill @open_opps What preparation are you doing?
  8. 8. @ianmakgill @open_opps Know your offer.
  9. 9. @ianmakgill @open_opps Understand your target. (Know, personnel, strategy, suppliers, targets, partners)
  10. 10. @ianmakgill @open_opps Remember the three ‘P’s: (policy, policy and policy)
  11. 11. @ianmakgill @open_opps Find a hook.
  12. 12. @ianmakgill @open_opps Prepare proof that you can deliver. (Case studies, standards, references, research)
  13. 13. @ianmakgill @open_opps Make a relevant public statement. (blog)
  14. 14. @ianmakgill @open_opps When you’re ready…
  15. 15. @ianmakgill @open_opps Ask them, are we relevant?
  16. 16. @ianmakgill @open_opps Yes: meeting, no: find out more.
  17. 17. @ianmakgill @open_opps When you’re ready…
  18. 18. @ianmakgill @open_opps Prep specific handouts for the meeting.
  19. 19. @ianmakgill @open_opps Have a clear ‘next-step’ for them. (not a contract)
  20. 20. @ianmakgill @open_opps Solve a problem.
  21. 21. @ianmakgill @open_opps Look for a quick way to prove yourself.
  22. 22. @ianmakgill @open_opps Step by step, move towards spec & tender.
  23. 23. @ianmakgill @open_opps Never, ever, ever lose sight of the hook.
  24. 24. @ianmakgill @open_opps Spend: med/large vs small cos by age 0bn 1.3bn 2.5bn 3.8bn 5bn 0 2 4 6 8 10 12 14 16 18 20 22 24 26 28 30 32 34 36 38 40 42 44 46 48 50 52 54 56 58 60 62 64 66 68 70 72 74 76 78 80 82 84 86 88 90 92 94 96 98 100 Medium / Large Small Age at date of transaction
  25. 25. @ianmakgill @open_opps Small company spend by sector & age P0bn GBP .2bn GBP .5bn GBP .7bn GBP .9bn 0 2 4 6 8 10 12 14 16 18 20 22 24 26 28 30 32 34 36 38 40 42 44 46 48 50 52 54 56 58 60 62 64 66 68 70 72 74 76 78 80 82 84 86 88 90 92 94 96 98 100 Central Government Local Government
  26. 26. @ianmakgill @open_opps £0M £25M £50M £75M £100M J F M A M J J A S O N D J F M A M J J A S O N D J F M A M J J A S O N D Local Central 2012 2013 2014 Local Central Capita spend by sector
  27. 27. Local govt: spend with small companies Total spend with small companies (2011 -14)
 £1.1bn Total spend with 20 largest companies (2011 -14) £990m Published Council spend with companies 2011 - 2014 Number of small suppliers serving Councils 2011-2014 £89.1bn 78,128@ianmakgill @open_opps
  28. 28. @ianmakgill @open_opps Small company spend by month - all Govt. £0M £125M £250M £375M £500M J F M A M J J A S O N D J F M A M J J A S O N D J F M A M J J A S O N D Companies 5yrs or younger Companies older than 5 years 2012 2013 2014
  29. 29. @ianmakgill @open_opps Competitiveness in public purchasing
  30. 30. @ianmakgill @open_opps Competitiveness in public purchasing
  31. 31. @ianmakgill @open_opps Spend Network .... .... Making sense of the world’s spending data

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