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Textbook Tendering
Lancashire County Cricket Club, Trafford
Tuesday 21st April 2015
08:30am – 10:30am
Welcome
Hilary Centeleghe
Senior Growth Manager
Business Growth Hub
BGH Textbook Tendering Programme
• Opportunity - £187bn Public Sector Spend
• Payment – 30 days terms
• Better Procedures – simplified tendering
for low value contracts
• Marketing – contracts finder
8:35am – Tom Wilde, Growth & Business Development Manager, Trafford Council
8:40am – Explanation of series of workshops
Workshop 1 – Tendering for Contracts, Sarah Ludford,
Business Growth Hub
Workshop 2 – Register for Contracts, Anthony Boe, Business Growth Hub
9:00am - Sharon Robson, STaR
9:25am – Questions and answers
9:45am – Closing remarks
9:50am – Networking
10:30am – Event close
Tom Wilde
Growth & Business Development Manager
Trafford Council
Trafford – First For Investment
Business Support:
Trafford Council has a proactive approach to supporting businesses
and will work closely with you to access the advice and support you
need, including:
• Inward Investment
• Business Growth Requirements
• Access to Funding
• Land and Property Requirements
• Workforce Development
• Access to Superfast Broadband
We provide this support in partnership with a selection of local business
support agencies such as the Business Growth Hub and MIDAS,
Greater Manchester’s Inward Investment Agency.
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Trafford – First For Business
Trafford – First For Investment
When? 30th June 2015
Where? The Point, Emirates Old Trafford
Buyers include:
Trafford Council, Transport for Greater Manchester, Regatta Ltd,
Procure-Plus
Requirements include:
Design & print, e-marketing, international freight, construction, office fit-
outs, legal services, and much more…
1 0
Trafford Meet The Buyer
Trafford – First For Investment
@TraffordBiz
1 1
Contact us:
Textbook Tendering Part 1 –
Full day on tendering with Emma Jaques of
Onto the Page
Sarah Ludford
Business Growth Advisor
Business Growth Hub
Emma Jaques – Bid Management Expert
• Association of Proposal Management Professionals (APMP) – Practitioner –
one of only 200 globally
• Author of two books – Bid Management (entry level) and Winning Bids
(advanced)
• Has developed programmes for bids to:
Central government, local authorities and a wide range of other public
bodies, as well as to some of the best-known consumer brands such as O2,
British Gas and The VW Group.
• Converts the methodology to SME bids
Emma Jaques
• Experienced in bid creation with values between
£1k to £250m+
• Her personal win rate is 80% conversion from bid to contract award
Workshop objectives:
• Find: know where to look for new opportunities
• Bid: know the golden rules of bidding
• Win: know how to prepare a compelling bid or
proposal
Workshop content:
• Be in much better shape to start bidding and winning
• Look at both the public and private sector
• Emphasis on public procurement
• Considering the ‘three tier system’ – value based bids in the
public sector
• How to find the three tiers – where are the opportunities
• Direct routes to becoming a supplier
• Are you in the right shape to compete for the bid ?
• Added value and social value
Workshop content:
• How to bring a winning bid together – bid teams and win themes
• Finding the right solution and innovation for your bid
• How to learn from your experience - win or lose
• Bid management systems
• Who are you bidding to & against
• How to price (budgeting models)
• Creating the ‘value proposition’
Create a winning bid – not just a compliant one
• Workshop is full day
• Manchester United Platinum Suite
• Thursday 7th May
Textbook Tendering Parts 2 & 3 –
The Chest and Advisor Support
Anthony Boe
Business Growth Advisor
Business Growth Hub
THE CHEST
• ‘The Chest has been created with funding from the North West Centre of
Excellence to bring together buyers and suppliers making it easier for
businesses to find out about new sources of potential revenue and to grow
and develop to the benefit of the local economy’
• Online portal where you can register for and receive opportunities re potential
public contracts for your business
• Covers a wide range of North West based public bodies including Trafford,
Stockport, Rochdale but also the majority of the other LA’s in GM.
• Also includes Merseyside, Cheshire, Cumbria & Lancashire
• There’s lots of opportunities to go at!
THE CHEST
• Our objective in part 2 is to help you to register on and navigate The Chest so
you can confidently use this portal to find opportunities for your business.
• We will hold a session in Trafford Town Hall where you can directly register
onto The Chest and get support and advice on how to make this portal work
for you
• There will be support present to help you and answer any questions you may
have
• After the session you’ll then be able to apply the skills you have acquired in
part one of the programme to use The Chest to apply for contracts using this
resource and other similar sites
ADVISOR SUPPORT
• Throughout the process you’ll be supported by a dedicated Growth Advisor to
offer advice and encouragement as you improve and use your skills in
applying for public contracts.
• We will help you book onto the programme, review your submissions and help
in finding information to strengthen your submissions
• Act as an objective advisor to make your submissions as good as they can be
• Introduce you to other opportunities and support that The Business Growth
Hub offers to GM businesses.
• Help to make this a real opportunity for you and your business
• How standards are used in procurement
ISO (International Organisation for Standardisation) standards
Investors in People
• How to gain these standards
• Can they be used as differentiators or levellers
• Presented by IDG
STaR and Public Procurement
Sharon B Robson
Director of Procurement
0161 912 1938
07725 201 412
Objectives of Presentation
• STaR brief overview & update• Public Sector Procurement
• Constraints• Opportunities • Greater access for SME’s
• Links to other Public Sector opportunities• Questions
STaR Procurement Organisation
• Stockport, Trafford and Rochdale Councils• Equally shared service, located in Trafford• Staff recruited from all three Councils• Governance & accountability to all 3
Councils• Remit is to reduce costs and support the
local supply chain
Public Contract Regulations (2006)
• Procurement is governed by prescriptive Public Contract Regulations (2006) commonly know as European Procurement Directives or OJEU
• OJEU is the Official Journal of the European Union• Fundamentals are:
o Transparencyo Equal treatmento Open competitiono Non discriminationo Proportionality
Social and Local ValueProcurement cannot provide competitive advantage to any organisation but we can work to “level the playing field” by:• Ensuring that contracts are constructed in a way to
give local firms and SMEs the opportunity to tender• Removing barriers that often prevent local firms or
SMEs from bidding successfully• Equipping local firms, SMEs and the voluntary sector
to participate in the tendering process• Aiming to increase the amount the Council spends
with local firms
Social and Local Value
• Big challenge in working within Procurement rules and satisfying “local” aspirations
• Public Services (Social Value) Act 2012• Requires public authorities to consider the
economic, social and environmental well-being of their area when undertaking public procurement when buying Services
• Trafford’s and STaR’s approach will be to embed this methodology to the procurement of Goods & Works also
Greater Access to SME’sThe new EU Regulations are intended to open more opportunities to SME’s. They include:
• Pre-Qualification Questionnaires are to be phased out for most tenders
• Suppliers will be given the opportunity to provide certificates/insurance policies etc. after contracts have been awarded
• Small Business, Enterprise and Employment Bill 2014-15 includes a recommendation that all opportunities over £25k is published on Contracts Finder
The Process Going Forward
Will consider issues such as:• Local supply chain, effect on local employment,
impact on carbon footprint (local businesses are often ideally placed in terms of transport links and price)
• Appropriate framework contracts• Collaborative opportunities between STaR and
other partners• Lotting strategies which make opportunities more
accessible to SME’s
The Process Going Forward
The collaborative approach adopted by STaR is to consider the business case for any tender and this willFocus effort around the pre-procurement phase.
• The right procurement strategy for the right outcomes
• Understanding & talking to the market • Opportunities for innovation• Benchmarking & savings opportunities• Evaluation & award criteria • Social value opportunities
STaR Procurement Organisation
To support local businesses we will:• Publish forward procurement forecast
(Leading the initiative for Greater Manchester)• Review procurement documentation & work with
market to make it “user friendly” as far as possible• Greater collaborative working with Council
Business Teams • Shared Learning• Support businesses & the voluntary sector to
become “tender ready”
Context - Austerity
• LA spend has reduced significantly so fewer opportunities arise
• LA tender opportunities across the North West are advertised on The Chest so suppliers should ensure that they are registered
• It is important that STaR help equip Trafford businesses to access and succeed in public procurement opportunities inside and outside the Borough
Access to Other Opportunities
Generic Portals & Blue Light• https://www.the-chest.org.uk• https://online.contractsfinder.businesslink.gov.uk/• http://ted.europa.eu/TED/main/HomePage.do• www.tendersdirect.co.uk
• www.bluelight.gov.uk• www.policeprocurementnorthwest.co.uk• http://www.supplychain.nhs.uk/suppliers• https://www.supplycontracts.co.uk/
Access to Other Opportunities
Construction, Housing & Education• http://www.nwconstructionhub.org/• http://www.procure-plus.com/• http://www.procurementforhousing.co.uk/who-we-are/about-
us/• http://www.tfgm.com/Corporate/Pages/business.aspx
• https://in-tendhost.co.uk/salford/aspx/Home• http://www.nwupc.ac.uk/• https://in-tendhost.co.uk/fe/aspx/Tenders/Current• http://www.bbc.co.uk/supplying/opportunities/
Other Useful Links
• https://www.gov.uk/government/publications/updated-small-and-medium-sized-enterprises-action-plan-published
• http://www.sbs.nhs.uk/procurement/information-for-suppliers/contracting-opportunities
• https://www.gov.uk/tendering-for-public-sector-contracts/using-contracts-finder
Questions
Q&A
Closing Remarks
Hilary Centeleghe
Senior Growth Manager
Business Growth Hub
Upcoming Events
Thursday 7th May - Workshop 1 - Tendering for Contracts,
Old Trafford Football Ground
Thursday 21st May - Workshop 2 - Register for Contracts,
Trafford Town Hall
Contact us to find out more:
Phone: 0161 359 3050
Email: [email protected]
www.businessgrowthhub.com
@bizgrowthhub
Business Growth Hub
+Businessgrowthhub
