- Small companies should bother submitting tenders because there are opportunities for repeat work and contracts that are sympathetic to small- and medium-sized enterprises. Government targets require 25% of contracts be awarded to SMEs. - While the tendering process may seem complicated, there are resources available to help small businesses, and contracts under £64,000 can have an informal process. Buyers also see advantages in working with SMEs like better value and innovation. - Opportunities are widely publicized through various websites and portals, contradicting the idea that one needs insider connections to learn about contracts. Pursuing tenders requires initial investment but there are ways to improve odds of winning.

1. The Tender Trap or “I haven’t got time to write tenders, I’m too busy trying to make a living!” Richard Shearwood-Porter The HSQE Department Ltd

2. Why should I bother?:- Buyers don’t want to work with small companies It’s too complicated You’ve got to be big to go for valuable contracts You need loads of “ISO”s It takes loads of work, but I’ve more chance of winning the lottery You’ve got to be on the inside to hear about them 2

3. You should bother because Wide range of needs Sympathetic to SMEs Good payers Repeat work More resistant to downturn Improves your credibility 3

4. Buyers don’t want to work with small companies Coalition Programme target: 25% of Government contracts to be awarded to SMEs • Local government spends around £27 billion on bought-in goods and services • The NHS is estimated to spend around £12 billion around the regions • Civil government spend is estimated to be around £15 billion • Up to 600 new contract opportunities are published every week 4

5. Buyers don’t want to work with small companies Buyers see advantages from working with SMEs:- Better value for money Better quality of service Speed of response & innovation. Buyers are human beings, often local people & have a vested interest in helping their communities to thrive. 5

6. It’s too complicated There are two tiers to the tendering process Above £64,000 the government buyer must use EU rules Below £64,000 the process can be very informal. 6

7. 7 How the “Open Tender” process works

8. It’s too complicated B&NES Cornwall Devon Exeter College & University Met Office Plymouth “SouthWestOne” area 8

9. You’ve got to be big to go for valuable contracts The contact value mustn’t be a large part of the contractor’s t/o Consortia are accepted 9

10. You need loads of “ISO”s HSQE management systems are needed under EU rules Buyers have more flexibility for small contracts ISO 9001, ISO 14001 & OHSAS 18001 are accepted CHAS may be accepted Constructionline & Exxor are not trusted PAS 91 still an unknown 10

11. It takes loads of work, but I’ve got more chance of winning the Lottery May have up to 100 expressions of interest Starting from scratch – you may need to invest 10% of the contract value to win There are ways of shortening the odds & reducing the effort 11

12. You’ve got to be on the inside to hear about them Contracts are widely publicised New “Contracts Finder” launches end March to replace www.supply2.gov.uk 12

13. You’ve got to be on the inside to hear about them Some others:- www.ojeu.com : free access to search www.supply2.gov.co.uk : Free registration to search and receive limited information. Paid upgrade for UK wide search. http://ted.europa.eu Tenders Electronic Daily: Free search for titles, which can be cut & pasted into the site below for the full information. www.publictenders.net : Free registration to search www.southwestone.org/irj/supplier www.supplyingthesouthwest.org.uk www.contracts.mod.uk MOD contracts bulletin www.bluelight.gov.uk Emergency Services procurement portal 13

14. 14 “We free you get on with your business” Our capabilities range from practical application of quality, environmental & safety management, to fully certified “ISO” systems. ContactRichard Shearwood-Porter 01934 610168 / 07909 528942 info@theHSQEdepartment.com www.theHSQEdepartment.com

15. Business benefits of ISO management systems Achieve cost savings Minimise business risks Increase customer base & sales Improved staff performance & morale Better relations with third parties 15