1. elcome to February’s edition of BiP
Insight, which importantly marks
the three-month countdown until
the end of our current financial year.
As previously highlighted, the forthcoming months
are hugely important to us, both within the
delivery of our projects and our targets across the
whole business, many of which are outlined within
the newsletter. Undoubtedly all areas of the
company will play a vital role in achieving these
objectives, and I would like to thank you all in advance
for your combined and continued efforts.
In addition, I would also like to thank everyone for their
extremely valued feedback in relation to the Employee
Engagement Survey, the high-level results of which are
featured within this edition.Your line manager will shortly
be discussing the detailed results in relation to your
team, further to which we will be considering how we
can effectively implement measures in response to the
areas identified for improvement.
Simon Burges
Chief Operating Officer,
Business Intelligence Division
W
InsightInsightFebruary 2016
InsightInsight
passion
for excellence
integrity
with customers
respect
for others
February2016
• MARKETING & COMMUNICATIONS
• EVENT MANAGEMENT
• RESEARCH & CONTENT
• SALES & MEDIA SOLUTIONS
he Employee
Engagement
Survey results have
now been collated, and
with a response rate in
excess of 70% the survey
has enabled HR to
identify those areas of the
business deserving of
further development and
those deserving of
celebration.
Results show that over 80% of
employees feel positively engaged
with BiP’s strategic business goals,
and understand how their role
contributes to their success.
Further to that, 81%
returned a positive
response when asked
if they were
confident in the
company’s
plans for
achieving future growth.
This is just the start of the
insight that will be gleaned from
the survey. HR will publish the
full survey results in early
February; these results will be
posted on BORIS, with an
internal communication to alert
staff when they go live.
After this HR will organise
follow-up sessions to discuss the
results within specific
departments.These sessions will
provide a platform for staff to
review the results within their
specific area in more detail.
The survey results will also be
discussed by the Operational
Board, and a plan will be
established on how to use
the feedback to
positively impact the
company’s
growth.
T
he nominees for the monthly
Recognising Excellence go forward
for consideration in the Quarterly
Outstanding Contribution Award, worth
£300 to the winner. The following
members of staff have been recognised
for their extra efforts in recent months.
T
Recognising Excellence
The countdown is on...
ecember proved to
be a strong month
across the entire sales
floor; its achievements
included DCI andTracker 1
both smashing their targets
in three weeks.
Not content with this, Sales built
on that success in January, with
CGT, Media Solutions and Public
Sector sales achieving their
target. Important contributions
also came from the front end
teams of Tracker and DCI.
During this time over 200 deals
were completed and total sales
across the floor exceeded
£380,000.
Deputy COO Grahame Steed
said: “Well done to every sales
agent who achieved target in the
month. Our sales team of the
month for January, based on sales
performance, number of sales
agents to target, pipeline growth
and other factors, is CGT –
congratulations: you’ve just set the
benchmark for February. Our
individual winner, based on sales
performance and overall
contribution to their team, is
BarryWard – so well done also.
“February promises to be another
storming month as we kick off our
‘Love Sales, Love Selling’ theme
across the floor and continue to
build on our success.We love sales
– but appreciate it’s nothing
without everything else that sits
behind it; including Marketing,
Content, IT and Finance.”
D
DCI:
Scott Zonfrillo
DCI:
Frank Biggins
Sales Team
Alan Laidlaw
“Alan joined the Media research team just as I was going on
secondment.He learned the work quickly and within a week had
started reaching the (high) Market Intelligence targets on a daily
basis! Added to this,Alan was and is still keen to learn,putting
himself forward for new challenges with a positive attitude.”
– Julie Shennan
Connor Macqueen
“During a month of deadlines Connor managed to not only
complete all his work ahead of schedule, as usual, but also
support the newer team member on the projects and assist
with critical BAU issues. Connor continually makes time to
support others, but still maintains a high standard of work
himself, thoroughly deserving of a nomination.” – Paul McIntyre
Graham McMath
“Throughout November and December Graham took time
out of his already busy schedule to complete a Project
Management workshop with me. In the workshop Graham
tutored me on various project management methodologies
and also walked through, in great detail, BiP’s project
management processes and documentation” – Grant Smith
Mark Austin
“Mark has been an invaluable help over the last few months
and has assisted us in many ways, from continually improving
the way we work to streamlining current processes, saving us
a great deal of time and reducing costs. Over and above his
role, Mark recently designed and facilitated Excel courses
which were hugely beneficial for the team, enhancing skills that will benefit
individuals and the business.” – Grant Smith
LindsayTempleman
“Lindsay has been pivotal in managing the implementation of
the new marketing automation tool Pardot.There have been
many complexities and challenges associated with the
implementation and Lindsay has worked closely with all key
stakeholders – across functions and divisions – to ensure that
solutions and remedies have been identified to maximise its functionality,efficiency
and usability by the business.” – Nikki Dobricki
Employees confident in
BiP Growth Plan
ith the new year
comes new
challenges, and
the Events team
have been
tackling them
head-on.
January saw the
team launch
the 2016
autumn/winter
events season,
while also finalising
their spring events
preparations.
Opening BiP’s spring
events season is
Procurex North Live 2016,
which will be held at Manchester
Central on 8 March, followed in
the evening by the National GO
Awards 2016/17 at the Hilton
Manchester Deansgate.
The 2016 edition of Procurex
North boasts more exhibitors,
speakers, sessions and
delegates than ever before.
Also breaking records is the
National GO Awards, with this
year’s entry numbers
hitting new highs.
Continuing this
momentum, the Events
team will deliver
DPRTE 2016 in Cardiff
on 16 March, featuring a
Live Keynote Arena,
Product Showcase
Exhibition, four
KnowledgeTransfer
Zones, DE&S
Procurement Pavilion
and two Buyer
EngagementVillages.
Events Development Manager
Laura Aitkenhead said: “DPRTE is
already a huge event, but we are still
looking to build upon it and make it
the best yet. So we are bringing in
more prime contractor partners,
more sessions and the highest
quality discussion agenda yet.”
W
DCI:
BarryWard
Tracker:
Thomas Byrne
Well done to our sales agents
who achieved 100% of target
or more in January…
David Johnston – 112%
John Dennett – 114%
Anthony Feagan – 116%
Scott McKechnie – 124%
Marc Kelly – 126%
Ross Buchanan – 127%
Barry Ward – 130%
Amanda Dunsmore – 132%
Elizabeth Anderson – 133%
Bryan Marshall – 138%
Barry McDonald – 143%
Dominique Reid – 149%
Roberta Brady – 167%
Lindsay Hamilton – 169%
Colin Masia – 178%
Grant Campbell – 249%
And those who were that close…
Karen Milligan – 91%
Lynsey Gair – 92%
Yvonne Devine – 96%
David Kelly – 99%
SALES RECOGNITION Events set new records
with the new year
Further to Ron’s company
presentation,the ROAR
bonus for FY 2015/16 has
increased to £350 per
employee! For further
information on the ROAR
benefits,please visit BORIS

2. passion
for excellence
integrity
with customers
respect
for others
February 2016
• MARKETING & CREATIVE DESIGN
• EVENT MANAGEMENT
• RESEARCH & CONTENT
• SALES & MEDIA SOLUTIONS
InsightInsight
anuary saw the launch of
DeltaV6,the EU-
compliant,robust and
secure eProcurement
service for public sector
organisations.
This latest release of Delta
eSourcing contains new
features and enhancements,
which will further improve the
customer experience through its
Contract Performance module.
The module is integrated within Contract Manager and directly links
to tender records in the Contract Register module.Contract
Performance allows the user to manage a tailored performance
monitoring plan for each tender,supplier or contractor.
Using a Key Performance Indicator (KPI) builder and plan / remind /
review methodology,the user can execute a measurable Contract
Performance program for each active tender.
To support the launch of DeltaV6 BiP has arranged a series of training
webinars to guide public sector organisations through the changes.
Delta Marketing Manager Ed Ng said: “Delta eSourcing has built a
reputation for developing cutting-edge solutions which offer users intuitive
design underpinned by superior customer service, and these latest
developments to Contract Manager are expected to further enhance
that reputation.”
Delta V6 launches
J
016 has started at a blistering pace
in Marketing with a host of new
developments being lined up. Hot
on the heels of the launch of the new BiP
website in December, we are following up
with some key new initiatives in the first
three months of the year:
• Customer Engagement Strategy – Our
objective is to ‘help customers win’ to ensure
they stay with BiP over the long term, and the
January launch of improved communications,
new customer guides and an enhanced
Business Growth Programme onTracker and
DCI will do just that.The Customer Account
Team is now the Customer GrowthTeam and
they will provide vital personal support to
complete the new customer experience.
• DeltaV6 –The latest release of our market-
leading eSourcing solution went live at the end
of January. Buyers will now be able to measure
and evaluate key aspects of the tender process
– including suppliers – through our new Contract
Performance module.This improved proposition
will boost our average yield and should be
popular with both new and existing clients.
• Ultimate Guide toWinning
Government Contracts –This 11-chapter
guide is a key part of our new customer
nurture strategy to attract new prospects to
BiP. Powered by Pardot Marketing Automation,
this is a ‘must read’ for any business that is
interested in working with the public sector
and, with the addition of further value added
content, will build brand awareness and drive
sales-ready leads towards ourTracker, DCI and
Supply propositions.The Ultimate Guide goes
live at the start of February.
• Supply enhancements –Visibility and
accessibility of opportunities and the overall
upgrade journey have been vastly improved and
we’re now looking at other exciting
enhancements that will position Supply as the
must have product for SMEs.
• Events – Our main events season is almost
upon us and we are pulling out the stops to
attract delegates to three separate Procurex
Live regional events and DPRTE.
• DSSYearbook – It’s been a record year for
Yearbook sales already and we’ve still got two
months of campaigning to go.
• Tracker v11 – Our newTracker proposition
will leave the competition standing and we’re
using the launch to pioneer an exciting new
way of promoting our completeTracker
service to prospects. Check out next month’s
Insight for more details.
Head of Marketing Kenny Brogan said:
“Thanks to everyone in the team and across the
business for their continued support.”
2
he BidTeam are happy to announce that BiP has
successfully submitted a bid for the pan-government
G-Cloud 7 FrameworkAgreement for services
provided on a Software-as-a-Service (SaaS) basis.
This Framework is available to central and local government, the
NHS, the police and other government-funded bodies. G-Cloud 7
allows buyers to carry out mini-competitions among a restricted list
of approved suppliers or call off directly from the Framework.
BiP has been on the G-Cloud Framework since its inception as G-Cloud 1.
Until now,the G-Cloud product portfolio has consisted of Delta eSourcing
modules – eNotice,Tender Manager,Supplier Manager,Contract Manager,
Collaboration Manager,eAuctions,Buyer Profile and Buyer Portal.
G-Cloud 7 sees BiP add three new products / services under the
Delta brand to this portfolio:
• Delta eSales – with a fully branded online eCommerce site to
help authorities sell such things as goods and services, surplus items,
licences and permits, memberships and subscriptions, concessions
and other rights, seized property etc in a simple, managed and
transparent way.
• Delta SpendAnalysis – which helps authorities create realistic cost-
saving strategies and deliver realistic strategies for increased efficiency.
• Select Accredit – a web based supplier management service that
registers, vets, qualifies and accredits suppliers and vendors to a
common standard.
Chief Global Commercial Officer Scott Smith said: “We look forward
to successful sales through the G-Cloud 7 Framework.”
BiP supports G-Cloud 7
T
oth the BidTeam and the Supply
ChainTeam have hit the ground
running in the new year.With
new announcements of wins in both the
UK and the Caribbean during the
month, the teams have continued to
widen BiP’s access to new markets at
home and abroad.
Supply ChainTeam
The Supply ChainTeam recently won a
partnership deal with SIG,a major construction
consortium.With Mary Carmichael leading the
project,the team will build an SIG-branded
microsite as part of CompeteFor.com,and
support the SIG group in a supply chain
awareness and engagement programme.
As well as this,the team have also been named
preferred supplier to support the London
Boroughs of Harrow and Brent in a supplier
engagement programme – we hope to announce
positive results from these negotiations.
BidTeam
Expressions of Interest are being formed by
the BidTeam on projects in Uzbekistan,
Ukraine and Afghanistan.
• In Afghanistan, the team are considering a
project to assist with the set-up of a public
procurement training centre.
• In Ukraine, the team are assessing an EBRD
funded project to provide consultancy
support in the capacity building of
procurement policy and legislation.
• In Uzbekistan, the team are examining an
opportunity funded by the Asian
Development Bank (ADB) to support
eGovernment improvements, including
eProcurement policies and procedures.
Global delivery
BiP staff have been travelling around the world
in support of the company’s many ongoing
projects. Scott Smith has now completed
three trips to Africa as part of the Feasibility
Study for eProcurement for the African Union.
Scott’s
trips to
Ethiopia and
Johannesburg have
provided the opportunity to meet with and
interview many key stakeholders.
Also, Grant Smith and Colin Stewart have
been on mission to Beirut as part of the
Technical Support for the Modernisation of
the Public Procurement in Lebanon project.
Fraser Hastie, meanwhile, attended an
eProcurement Forum inVienna organised by
theWorld Bank and EBRD.The purpose of
this event was to bring together
eProcurement suppliers to meet with
potential buyers from governments and
organisations across Europe.
B
anuary was a busy month for IT,
as the department continues to
develop projects in partnership
with Commercial and Marketing,
while upgrading the BiP brands.
IT’s brand work includes:
• Developing Supply to include changes to the
registration and upgrade journeys.
• UpgradingTrackerV11 to include the Bid
Manager module and extra search
functionality.
• Developing Marketing and Sales training for
TrackerV11.
• Launching DeltaV6, with new contract
performance modules and other items.
• Developing DeltaV7, to work with Dynamic
Purchasing Systems.
• Making all BiPTendermatch services
compliant with the new EU Regulations.
• Working with Events on the
Procure4Health show.
IT’s project work includes:
• Rounding up the Kuwait Civil Aviation
Authority contract, and implementing the
payment gateway.
• Consulting on procurement development in
Lebanon.
• Supporting consultancy on BiP’s African
Union Congress work in Ethiopia.
• Finalising the contracts on BiP’s work in the
Bahamas.
• Completing the Supplier Development
Training contract.
• Discussing integrating the MOD finance
purchasing system with DCO.
• Auto-generating cases for Central Services
customers.
Head of IT Grant Smith said: “Over January we
have been kept very busy, but it’s good to be busy.
“The IT team supports the whole business and we
have to juggle these different priorities with that of
our external customers.”
J
Marketing pulls out all the stops
IT powers BiP projects at home and abroad
Commercial builds BiP brand overseas