Winning business in government - Open Opps
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Watch Ian Makgill of Open Opps give a presentation on winning government tenders. https://www.youtube.com/watch?v=2rdHRrt9s Find the right opportunity for your business to sell to government, from consulting contracts to cleaning contracts: www.openopps.com. Contact us: contact@openopps.com @Open_Opps
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Winning business in government - Open Opps
- 1. @ianmakgill @open_opps openopps.com Making sense of the world’s tender data Winning business in Government
- 2. @ianmakgill @open_opps SpendNetwork.com .... .... OpenOpps.com
- 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. @ianmakgill @open_opps Government doesn’t do one-night stands.
- 5. @ianmakgill @open_opps What are you selling?
- 6. @ianmakgill @open_opps How are you approaching targets?
- 7. @ianmakgill @open_opps What preparation are you doing?
- 8. @ianmakgill @open_opps Know your offer.
- 9. @ianmakgill @open_opps Understand your target. (Know, personnel, strategy, suppliers, targets, partners)
- 10. @ianmakgill @open_opps Remember the three ‘P’s: (policy, policy and policy)
- 11. @ianmakgill @open_opps Find a hook.
- 12. @ianmakgill @open_opps Prepare proof that you can deliver. (Case studies, standards, references, research)
- 13. @ianmakgill @open_opps Make a relevant public statement. (blog)
- 14. @ianmakgill @open_opps When you’re ready…
- 15. @ianmakgill @open_opps Ask them, are we relevant?
- 16. @ianmakgill @open_opps Yes: meeting, no: find out more.
- 17. @ianmakgill @open_opps When you’re ready…
- 18. @ianmakgill @open_opps Prep specific handouts for the meeting.
- 19. @ianmakgill @open_opps Have a clear ‘next-step’ for them. (not a contract)
- 20. @ianmakgill @open_opps Solve a problem.
- 21. @ianmakgill @open_opps Look for a quick way to prove yourself.
- 22. @ianmakgill @open_opps Step by step, move towards spec & tender.
- 23. @ianmakgill @open_opps Never, ever, ever lose sight of the hook.
- 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. @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. @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. 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. @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. @ianmakgill @open_opps Competitiveness in public purchasing
- 30. @ianmakgill @open_opps Competitiveness in public purchasing
- 31. @ianmakgill @open_opps Spend Network .... .... Making sense of the world’s spending data