Cornwall Chamber of Commerce and Bloom partner on a procurement event

1. Cornwall Supplier Event
The Falmouth Hotel 27th March 2019

2. Introduction from the Chamber of Commerce
Kim Conchie
CEO
kim@cornwallchamber.co.uk

3. Meet the team
Adam Jacobs
Executive Chairman
Adam.Jacobs@bloom.services
Adil Hussain
Sector Lead – NHS and Higher Education
Adil.Hussain@bloom.services

4. Meet the team
Shaun Lyons
Supplier Relationship Manager
Shaun.Lyons@Bloom.services
Simon Williams
Client Services Manager
Simon.Williams@Bloom.Services
Robert Salvoni
Bloom Ambassador for Cornwall

5. Guest Speakers
Clare Harris
Tom Gamblin
Skills Lead for Cornwall & Isles of Scilly LEP
Business Engagement Manager for Beacon Project
Founder Director
Evident Limited

6. Time Session Speaker
9:15 – 9:30 Welcome from Kim Conchie Kim Conchie, CEO - Cornish Chamber of Commerce
9:30 – 9:45 Introduction to Bloom Adil Hussain, Sector Lead – Bloom Procurement Services
Services
9:45 – 10:00 What does this mean for you? Robert Salvoni – Bloom Ambassador for Cornwall
10:00 – 10:15 Supplier Snapshot – Evident and the Beacon Project Tom Gamblin and Clare Harris
10:15 – 10:30 Break
10:30 – 10:45 Becoming an Accredited Supplier
Shaun Lyons, Supplier Relationship Manager – Bloom
Procurement Services
10:45 – 11:00 How to Win Business with Bloom
Simon Williams, Client Services Manager – Bloom
Procurement Services
11:00 – 11:20 Ask the Panel
Kim Conchie, Robert Salvoni, Adil Hussain, Simon
Williams, Tom Gamblin, Clare Harris
11.20 – 11.30 A Few Final Words
Adam Jacobs, Executive Director – Bloom Procurement
Services
Agenda

7. Introducing Bloom
Adil Hussain

8. Bloom has successfully delivered more than 3,000 requirements
for the UK public sector to date.
Working with a range of Contracting Authorities including:
• Police and emergency services
• NHS bodies
• Local and central governments
• Universities
• Schools
Bloom overview
Top categories of spend:
• Organisational and Change Management
• Construction, Design and Engineering
• Business Strategy
• Information, Communication and Technology
• Finance, Audit and Accounting
£240M+
requirements
successfully
delivered
300+
Contracting
Authorities
currently using
Bloom
6,000+ unique
suppliers in
our community
1 day
from
requirement to
single tender
award
70%
requirements
delivered by
SME suppliers
20 days
to award
contract from
a competitive
tender

9. 1. Asset Management & Delivery
2. Business Strategy
3. Children (Social Care)
4. Construction, Design & Engineering
5. Educational & Curriculum
6. Environmental Health and Consumer Protection
7. Environment, Sustainability and Waste
8. Facilities Management
9. Finance, Audit and Accounting
10. Health & Wellbeing
11. Highways & Transport
12. Housing & Community
13. Information, Communication & Technology
14. Leisure Culture and Heritage
15. Marketing, Media & Communications
16. Organisational and Change Management
17. Planning and Development Control
18. Safeguarding
19. Social Value and Regeneration
Categories of spend: 19 categories & 240 sub categories

10. What’s Important in the NEPRO Framework
• Terms & Conditions pre-agreed
• Accreditation criteria is essential qualification
• Transparency & Auditable Process
• Requirements Communicated at the Outset
• Payment Terms within 30 days
• Mini-competition or Direct Award
• Delivering VFM is fundamental
• Streamlining the process – doesn’t need to be repeated!
• Improving accessibility for SMEs
• Evaluation & Award Criteria is set – weighting can be different for each
requirement
• Simple fee structure

11. Buyer
Supplier Supplier Supplier Supplier Supplier Supplier
Direct appointment or Competitive Tender
NEPRO solution overview

12. Current requirements
We currently have 1500live requirements being
delivered across the UK worth more than £240M.
Of this £240M+ the majority of spend is in:
• Organisational and Change Management
• Social Care
• Information, Communication and Technology
• Construction, Design and Engineering
• Business Strategy

13. Current requirements and pipeline
100+ new projects every month
400 requirements in pipeline
£85m budget
1,500+ requirements in Engage
worth £240m
150 requirements of £100k+
with 50 of £500k+
Projects in Engage, by value
Organisational & Change Management
Finance, Audit & Accounting
Construction, Design & Engineering
Business Strategy
Information, Communication Technology
Social Value & Regeneration
Health & Wellbeing
Marketing, Media and Communications
Asset Management & Delivery
Environment, Sustainability & Waste
Housing and Community
Highways & Transport
Education & Curriculum
Planning & Development Control
Leisure, Culture & Heritage
Social Care (Children)
Environmental Health & Consumer Protection
Safeguarding
Facilities Management
33%
30%
12%
7%

14. Customer profile
1
Charity
9
Combined Authority
9
Central Government
37
Education
9
Housing Association
160
Local Authority
12
Blue Light
26
NHS
10
Other

15. • Adult Social Care Integration with multiple partners
• Social Care Operating Model Redesign
• Children Services Assessment Projects
• Student Enrolment Campaigns for HE
• Bus Station Redesign
• Town Hall redevelopment
• Training Programmes
• A whole range of ICT projects
Noteworthy Projects Across the UK

16. What Does This Mean For You?
Robert Salvoni

18. Cornwall
Shape of ProServ procurement in the Duchy
£11bn GVA
£4.6 bn
Public
Sector
4,900 in
“Bloom
Categories”
£1.1bn
Cornwall
Council
28,000
SMEs
£13m of
Contracts
Awarded
28,000
SMEs
28,000
SMEs
28,000
SMEs

19. Cornish Suppliers in Bloom Public Sector Contracts
19
155 Suppliers 272 Contracts
85
70
£226m Value
across UK
£13m Value
183
89
£11.3m
£1.7m
£224m
£2.4m
Cornish Suppliers Non-Cornish Suppliers
Direct award
Mini Comp
225
47

20. The Public Services (Social Value) Act 2012……
20
“Before they start the procurement process, commissioners
should think about whether the services they are going to buy,
or the way they are going to buy them, could secure these
benefits for their area or stakeholders”
The Council commitment towards Social Value is intended to go
beyond the base requirements as set out in the Social Value Act
…….requires all public bodies in England and Wales to consider how the
services they commission and procure might improve the economic, social
and environmental well-being of the area.

21. Three legs of the Stool
21
Cornish Suppliers
Sign Up!
Best foot forward
Cornwall Public
Sector
Expand beyond CC
Broaden Categories
Deliver Social Value
Bloom
On-Board Cornish SMEs
Promote Cornish SMEs
Give access to UK market

22. Evident and The Beacon Project
Clare Harris and Tom Gamblin

23. CORNWALL AND ISLES OF SCILLY
BEACON PROJECT
Clare Harris – Cornwall and Isles of Scilly LEP
Tom Gamblin – Evident Agency

24. MAR 2019BEACON PROJECT
THE CHALLENGES
Full Employment
Significant pool of economically inactive people
Ageing demographic
Long term health conditions
Reliance on migrant workforce in core businesses
Skills shortage across all sectors
Availability of labour in the future
How do we engage with hard to reach businesses?

25. BEACON PROJECT MAR 2019
AIMS OF THE BEACON PROJECT
• Engaging with SME and micro businesses
• Understand what effects decision making on recruitment and retention
• How to nuance messaging to support change
• Test and trial small digital approaches with the potential to scale up
• Growth and Skills Hub ‘One Stop Shop’
• Increase uptake of ‘Disability Confident’ and Stevenson /Farmer
recommendations
• Potential scale up across UK

26. BEACON PROJECT MAR 2019
BACKGROUND
• Funding secured from Work and Health Unit to support Businesses with
recruitment and retention of people with disabilities and health conditions
• Procurement of Digital Solutions
 Using existing Growth / Skills Hub Platform / Website
 Co-designed with business community
 Test small focused digital solutions on a key specific area as defined by
business need.
 Informed face to face interaction with businesses
• Procurement of Social Marketing expertise
 Understand what affects decision making – co-production
 What opportunities there are to reframe the communication
 Develop narrative and nuance messaging
 Create a marketing strategy to be used in business engagement website
and marketing materials.

27. BEACON PROJECT MAR 2019
PROJECT TEAM

28. MAR 2019BEACON PROJECT
PROCUREMENT THROUGH BLOOM
Reviewed current supplier list registered with Bloom
Worked with Chamber and other networks
Invited local suppliers to register on Bloom
Recent tenders secured by businesses based in Cornwall
Future opportunities
Case Study by Evident

29. BEACON PROJECT MAR 2019
Designers are empathetic.
Engineers are economical.
We’re both.
DIGITAL SOLUTION
EVIDENT AGENCY -
Produce a scalable digital product that
delivers advice and ongoing support for
businesses to confidently recruit and
retain employees that have a disability or
long term health conditions.
Changing the mind set through
technology
CASE STUDY

30. Refreshments break.
Meet the team.

31. Accreditation Process
Shaun Lyons

32. Requirement
Simple process
End to end
Source &
Shortlist
Select &
Engage
Process
Payment

33. Certificate of
Incorporation
(if you are a
limited
company)
Supplier Accreditation
www.pro-vide.net
Mandatory
and
discretionary
legislative
questions
Two case
studies &
references
for each sub-
category
Professional
Indemnity
insurance
certificate
Evidence of
Public
Liability and
Employers
Liability
Agreement to
the Supplier
Services
Agreement
(SSA)

34. Supplier Overview
Shaun Lyons

35. National,
compliant
framework
coverage
Support for
existing
relationships and
business
development
Cost effective
route compared to
open tenders
Bloom. Your first choice sales channel – other frameworks are available!
35

36. 29
52
95
170
250
51
100
164
230
290
1500
2500
4600
6200
8500
0
1000
2000
3000
4000
5000
6000
7000
8000
9000
0
50
100
150
200
250
300
350
2015/16 2016/17 2017/18 2018/19 (forecast) 2019/20 (Projected)
Revenue Customers Suppliers
We are growing – so can you.
37

37. Supply chain overview – local
on a national scale
• 6,000+ suppliers
• 125 new suppliers a month
• 140% growth in 2 years
• 80% of our suppliers are SMEs
• 54% of our accredited suppliers are
delivering
38

38. Why suppliers choose Bloom.
39

39. Speed.
• Compliant, rapid processes and efficient turnaround of documentation to
have suppliers delivering outcomes faster
• Single tender contracts managed as quickly as 1 day from submission of
specification and standard documents
• Simple competitive tenders undertaken in less than 10 days from receipt
of acceptable specification by an efficient sourcing operations team
• Create and maintain one online profile, adding and updating at any time
• Online EOI and tender submission offering significant time and cost reduction
compared to traditional routes
• Best in class, online project management and reporting through Pro-vide
• Automated and efficient payment processing within 30 days of Highlight Report
approval
• Pass-through process with public sector guarantee of payment.
40

40. • Supporting existing business relationships with a compliant route to
market for new clients, with a wide range of new potential public sector
customers
• Access to real opportunities which have received budget approval and
authorisation to proceed
• Intelligent shortlisting completed by the procurement and category
specialists at Bloom leading to more relevant opportunities
• Advice and support after each tender process that enables continual
improvement to improve future tenders
• Repeat business opportunities through recommendation and case study
promotion
• Support with multi-channel marketing and promotion of Bloom Accredited
Supplier status
• Benefit from owned, paid-for and earned Bloom promotional channels
promoting supplier capabilities with case studies, articles and speaking
opportunities with the public sector community
Business development.
41

41. • Specifications tailored to reflect how suppliers and markets work
• Access to a wide range of subject matter experts in professional services
services procurement with specific service knowledge
• Supported dialogue and mediation to ensure best specifications and tender
tender submissions
• Requirement authorisation and reporting through one system
(Pro-vide)
• Engagement and management information with built-in early warning that helps de-
Delivery assurance.
42

42. Resources available: Supplier resources web page
43

43. The Role of a Client Services Manager (CSM)
Simon Williams

44. The role of the CSM
• First point of contact for all project-related queries
• Work with stakeholders to deal with project specific
issues
• Liaise with procurement team to ensure alignment
with internal processes
• Oversee and manage the procurement process for
each project
• Specification development / support
• Extensive subject matter experts across our 19
categories
Simon Williams
Client Services Manager
• An experienced procurement strategist and
leader, with nearly 20 years public sector
experience, as well as 10 years of IT Sales
and Consultancy, mostly in the Education
sector, from Primary & Secondary through
to Further Education and HE
• I have delivered nearly every Indirect
Category and have a full understanding of
EU Directives and local government
legislation and how and when they need to
be applied
• CIPS qualified and a Prince 2 Practitioner I
can bring all my experience and strengths
together to provide procurement
knowledge and solutions which benefits all
stakeholders

45. Create
Highlight
Report on Pro-
vide
Specification Proposal Highlight ReportWork Order
Bloom
Bloom
Client
Supplier
Create Tender
Requirement
Review of
Requirement and
documentation
finalised
Submission via
Pro-Vide
Clarifications
Information
released via
Pro-Vide
Award
Work Order
developed
based on
original
specification
and submitted
proposal
Roles and Responsibilities
Evaluation
Sign-off WO
on Pro-Vide
Invoice
generated
automatically
Approve
Highlight
Report on Pro-
vide
Payment
In line with
terms

46. How to win Business with Bloom
Simon Williams

47. Understanding the Bloom Process
Simple & Streamlined Process – Less Onerous
4
Highlight
Report
3
Work Order
2
Proposal
1
Specificatio

48. Understanding the Principles & Award Process
Overriding Public Procurement Governance
Award
Evaluation
(MEAT)
Shortlist
ProportionalityTransparencyEquality
Awarding a Procurement through Bloom

49. Knowing When & How to Ask Questions
• You can clarify any aspect of the requirements – as soon as possible
• You must ask within the timescales given – don’t miss the deadlines
• Review all the details provided
• Changes to the requirements might mean additional documents, don’t
assume the specification would change
• DON’T assume anything – if you are not clear then clarify!

50. How to Plan Your Response
Remember to answer the question asked and NOT the question you
want to answer!
• Review the evaluation criteria
• Remember the elements won’t change – the weighting will
• Understand what will earn the highest marks & why
• Make it simple for the evaluator to clearly see how you have met the
met the criteria
• Evidence, bullets, outcomes, not generic copy
• Response in line with timescales
• No response, no score!

51. Understanding the Marking Scheme for Quality
The process is seeking to identify evidence and therefore evaluate
objectively!
Quality Specific Details
#1 Overview of the Company Services
#2 Ability to meet the requirements of the specification
#3 Evidence of delivering similar projects
#4 Delivery methodology for the overall project
#5 Understanding the tasks
#6 Proposed delivery team
#7 Milestone methodology / fee structure
Quality Price

52. Understanding Evaluation & Scoring Criteria
Score Interpretation
9/10
Excellent
The Tenderer’s response provides full confidence that the Tenderer understands and can
and can deliver the Requirements well and addresses all of the requirements set out in the
in the question. The Tenderer's response includes value add elements of benefit to the
the Requirement.
7/8
Good
The Tenderer’s response provides a good level of confidence that the Tenderer understands
understands and can deliver the services and the Tenderer's response addresses all or most of
or most of the requirements set out in the question.
5/6
Satisfactory
The Tenderer’s response provides a satisfactory level of confidence that the Tenderer
Tenderer understands and can deliver the services and the Tenderer's response addresses at
addresses at least some of the requirements set out in the question. However, the response is
response is lacking in some areas.
3/4
Poor
There are weaknesses (or inconsistency) in the Tenderer’s understanding of the services and
services and the Tenderer's response fails to address some or all of the requirements set out in
requirements set out in the question.
1/2
Very Poor
There are several weaknesses and inconsistencies in the Tenderer’s understanding of the
of the services and the Tenderer’s response fails to address all of the requirements set out in
set out in the question.
0
Unacceptable No response and/or information provided is deemed inadequate to merit a score.

53. Objective Vs Subjective – Getting it right!
Being objective can be hard – get someone to check your responses, are you
supporting the outcomes?
• Anything objective sticks to the facts! (It is raining!)
• Anything subjective has feelings! (I don’t like rain!)
• Objective is a busy word:
• It’s a goal, unbiased and no personal feelings
• Use summaries, bullet points, evidence, outcomes & fact
• Cannot be argued - DNA testing, fingerprint analysis
• Subjective , on the other hand, has feelings:
• It’s subject to interpretation, no standard unit of measure
• Influenced by emotions, arguments or opinions
• Humans are subjective!

54. How To Increase Your Chance of Winning
Remember to focus your time & effort according to the score weightings!
• Only submit information that has been asked for, read, review, edit, improve
• Adhere to the specific restrictions / instructions provided – free text
• Think objectively – how can you articulate & evidence clearly
• Don’t leave it until the last minute – it’s a digital system and things do go wrong
wrong
• Make it easy for the evaluators to see how you demonstrate the credentials / criteria
/ criteria asked for & can deliver the requirement

55. How To Get Feedback
Don’t forget to “Ask for Feedback”!
• Feeling disappointed is understandable
• It will help you to improve for the future
• Feedback will be open & honest
• We will aim to highlight the relative strengths & weaknesses of your proposal
• You can discuss the final outcome with us, we want you to have an ongoing relationship with
relationship with us!

56. suppliers@bloom.services 020 3948 9400 www.bloom.services
Ask the Panel

57. suppliers@bloom.services 020 3948 9400 www.bloom.services
The Final Word
Adam Jacobs
Adam.Jacobs@bloom.services

58. Thank you