Opportunities To Grow


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Presentation in May 2009 to various training companies to demonstrate how to win more DWP business

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Opportunities To Grow

  1. 1. Opportunities to Grow Michael Lennox
  2. 2. The Aim of Today <ul><li>Where and why of contracts </li></ul><ul><li>DWP Procurement plans </li></ul><ul><li>Planning your bids </li></ul><ul><li>Modelling </li></ul>
  3. 3. Common “Buyer” Profiles <ul><li>http://ted.europa.eu/Exec?Template=TED/editorial_page.htm&DataFlow=ShowPage.dfl&StatLang=EN </li></ul><ul><li>http://www.publiccontractsscotland.gov.uk/ </li></ul><ul><li>http://www.supply2.gov.uk/ </li></ul><ul><li>http://www.dwp.gov.uk/supplyingdwp/what_we_buy/opportunities_to_tender.asp </li></ul>
  4. 4. Using Keywords <ul><li>Training, unemployment, young people, skills, education, development, employment, recession, apprentice </li></ul><ul><ul><li>Each word should have all versions of possible words added (including common mis-spellings) </li></ul></ul><ul><ul><li>Train, training, trains, trian, trained etc.. </li></ul></ul>
  5. 5. The process <ul><li>Open (about 3 months) </li></ul><ul><ul><li>No PQQ, ItT to all applicants </li></ul></ul><ul><li>Restricted (6-9 months) </li></ul><ul><ul><li>PQQ (History & evidence) </li></ul></ul><ul><ul><li>ItT (How you will deliver tender) </li></ul></ul><ul><li>Accelerated (21 days!!) </li></ul><ul><ul><li>Urgent or unforeseen circumstances </li></ul></ul><ul><ul><li>Can only be used once </li></ul></ul>
  6. 6. Purpose of PQQ <ul><li>Purpose of the PQQ </li></ul><ul><ul><li>•To assess the bidders capacity and capability to deliver the service and will involve: </li></ul></ul><ul><ul><ul><li>Quality Assessment </li></ul></ul></ul><ul><ul><ul><li>Financial Assessment </li></ul></ul></ul><ul><li>•To enable clients to narrow the field down to around 5 – 7 bidders who have the capacity and capability to deliver the business. </li></ul>
  7. 7. Purpose of ItT <ul><li>Only organisations who have a realistic prospect of winning the business will be invited to submit a full bid. </li></ul><ul><li>To enable clients to assess detailed proposals for delivery of the contract. </li></ul><ul><li>Will involve an assessment of both quality and price with weightings appropriate to the type of business – to assess which bid offers the Most Economically Advantageous Tender (MEAT) – Not just the cheapest. </li></ul><ul><ul><li>In reality if mix is at 60% Quality or lower the lowest price always wins </li></ul></ul><ul><li>They issue Terms & Conditions of contract at ItT stage </li></ul>
  8. 8. DWP’s Plans for 2009/10 <ul><li>Flexible New Deal (PQQs in Spring 2009)- support for people on Jobseekers Allowance and will replace the current, separate New Deals </li></ul><ul><li>Jobcentre Plus support Contract (ITT stage in May)- National programme delivering a range of vocational and personal development services to support Jobcentre Plus customers and help move them towards the job market. </li></ul><ul><li>Improving Disability Employment Advisory Services (IDEAS) programme (PQQ due back in May) - tailored packages for customers whose disability raises serious and complex issues in finding and/or keeping a paid job </li></ul><ul><li>Progress to Work/ Link Up (PQQs in Spring/ Summer 2009)- programme which will offer personalised additional support for customers such as recovering drug and alcohol misusers, homeless people or ex-offenders to help them to move into work </li></ul>
  9. 9. Cont’d <ul><li>Work For Your Benefit Pilots (PQQs in Summer 2009)- providing tailored, full-time activity (work experience and employment support) for some customers who finish Flexible New Deal without finding sustained work. </li></ul><ul><li>‘ Invest to Save’ Pathfinders (formerly AME/DEL) (PQQs in Autumn 2009)- occurring in 5 regions of the country and supporting long-term incapacity benefit claimants back into employment. They will be funded by an innovative invest-to-save agreement between DWP and HM Treasury, with the Department paying providers out of the benefit savings achieved from successful job entries. </li></ul><ul><li>Personalised Employment Programme (PQQs in Autumn 2009)- a single, integrated, flexible employment programme for Jobseeker’s Allowance and Employment and Support Allowance claimants. </li></ul><ul><li>Also in 2009- </li></ul><ul><li>Pathways- The White Paper sets out important changes to Pathways to Work and in the coming months we will be working through what this means for contracting activity for PL Pathways </li></ul><ul><li>These are challenging times and we look forward to working together with innovative new providers. </li></ul>
  10. 10. Prime Contract Model <ul><li>Moving from 800 providers to 20-40 </li></ul><ul><li>Large areas over multiple districts </li></ul><ul><li>Engage a specialist supply chain </li></ul><ul><li>Increased performance </li></ul><ul><li>Longer contracts (5-7 years) </li></ul><ul><li>Stretching targets </li></ul><ul><li>Focus on financial viability and probity </li></ul>
  11. 11. Freedom of Information <ul><li>Copies of bids </li></ul><ul><li>Decision documents </li></ul><ul><li>Performance data </li></ul>
  12. 12. Bid writing <ul><li>Appoint a project manager </li></ul><ul><ul><li>Centralise bid documents </li></ul></ul><ul><ul><li>Create a bid registry </li></ul></ul><ul><ul><li>Pick your opportunities </li></ul></ul><ul><ul><li>Set a project plan </li></ul></ul><ul><ul><li>Know your critical components </li></ul></ul><ul><ul><li>Plan for the worst (and expect it..) </li></ul></ul><ul><ul><li>Don’t panic </li></ul></ul><ul><ul><li>Ask Questions </li></ul></ul>
  13. 13. Bid structure <ul><li>Answer the question </li></ul><ul><ul><li>No really, answer the question </li></ul></ul><ul><ul><li>I’m not kidding </li></ul></ul><ul><li>Case Studies </li></ul><ul><ul><li>Relevant </li></ul></ul><ul><ul><li>Shows how you overcome flaws in your model </li></ul></ul><ul><li>Diagrams and white space.. </li></ul>
  14. 14. Describe how you will work with the client groups to overcome their barriers, place them in work and help them sustain… <ul><li>We are delighted to help customers, in fact many of them comment on how good we actually are. We’ve helped lots of people of the past few years and most of them stay in work. We are really passionate about helping people and our staff seem to know how to help people get a job. One customer, Jim, told us “ I’d been out of work for about 3 years. I met Sophie my case worker, and she really listened to me. She got me a trial at ASDA, within two weeks I’d been promoted!” </li></ul>
  15. 15. Describe how you will work with the client groups to overcome their barriers, place them in work and help them sustain… <ul><li>XXX has been established for ten years, during which time we placed over 900 young people into work. Our overall retention rate for these customers is 44%. The main tools we use are: </li></ul><ul><ul><li>Dedicated staff: each customer is assigned a key worker when they register </li></ul></ul><ul><ul><li>Benefit: This builds trust and allows honest and realistic goals to be agreed </li></ul></ul><ul><ul><li>Flexible, modularised options: Our courses and development can be altered to a customers needs and ability </li></ul></ul><ul><ul><li>Benefit: Customers develop at their own pace and we can identify those close to work to provide intense support </li></ul></ul>
  16. 16. Financial Modelling <ul><li>Build a flat model to test overall targets and costs of programme </li></ul><ul><ul><li>Location costs (40%) </li></ul></ul><ul><ul><li>Staff costs (35% include recruitment, training and productivity) </li></ul></ul><ul><ul><li>Participant costs (10%) </li></ul></ul><ul><ul><li>Central costs (10%) </li></ul></ul><ul><ul><li>Consumables (5%) </li></ul></ul><ul><li>Build in worse and best case scenarios to test how variables impact staff, costs etc </li></ul><ul><li>Build in management costs </li></ul><ul><li>Question suppliers with above rationale </li></ul>
  17. 17. Example Delivery Model Referral from JCP Employability Interventions Induction Diagnostic Action Planning Job Start In work support Strand A Ready 4 Work Strand B Up 4 Work Strand C Learn 4 Work Strand D Work 4 Life Strand E - Work 4 Me E M P O W E R
  18. 18. Questions Thank you…