Securing Contracts and Your Place on Supply Chains The Right Preparation & Approach Garry Stone

1. It’s About Winning “We can do that” Us and only us Desire & Determination Preparation Focus & Effort Learning & Improvement Getting set is about starting with the right attitude – without this we are lost before we start. And it’s surprising how many businesses spend valuable time chasing some tenders, and then giving up, or continuing to keep putting in for tenders but deciding that they will or cannot put the time into the preparation or full commitment to each one. Don’t waste your time – it you believe that this is a market with real opportunity for your business, then treat it like you do the rest of your business – with passion and commitment and belief. D& D Preparation Not first time, not every time, but continually learning & improving – and today could be a good start on this path. I often hear – “we can do that” – yes s- can many other businesses no doubt. Your focus and determination to win has to be at every single step about persuading that the only option has to be us and only us. Us and only us “We can do that”

Understanding Procurement 08/02/2011 Track Record Health & Safety Environmental Equality & Diversity Quality & Customer Care Social Impact & Value Legal Compliance Insurances Professional Practice Technical Capability Capacity Staff Training & Development Project Management & Delivery Organisation & Team Experience Financial Stability & Probity Business Continuity IT Capability & Security Whistleblowing, Anti-corruption Fair Payments Your Supply Chain 2. Be the Right Business

Understanding Procurement ....the RIGHT Business 08/02/2011 Understanding Procurement

...Complete Package “Where and how do I add VALUE? Compliance & Policies Ability to work with others Attitude & Culture People & Relationships What you give, not take Take away ‘pain’, not add to it “Where and how do I add VALUE?

3. Use the DRIVERS Risk Sustainability The Purchasing DRIVERS Value Capability Capacity Quality Compliance Supply Security Risk Economic Social Environmental Sustainability Price Lifetime Cost Added Value Value The Purchasing DRIVERS

4. It’s About the CLIENT The People The Organisation The Culture Viewpoint Needs Problems Pain Words COMPLIANCE What do they want to achieve? How? Everything through their eyes

.....and Relationships Getting set is about starting with the right attitude – without this we are lost before we start. And it’s surprising how many businesses spend valuable time chasing some tenders, and then giving up, or continuing to keep putting in for tenders but deciding that they will or cannot put the time into the preparation or full commitment to each one. Don’t waste your time – it you believe that this is a market with real opportunity for your business, then treat it like you do the rest of your business – with passion and commitment and belief. D& D Preparation Not first time, not every time, but continually learning & improving – and today could be a good start on this path. I often hear – “we can do that” – yes s- can many other businesses no doubt. Your focus and determination to win has to be at every single step about persuading that the only option has to be us and only us.

Capacity and Resilience 5. Understand why “Only Us” Capacity and Resilience Knowledge & Know-how Process & Delivery Product / Capability Service & Quality Risk & Method Competitiveness Experience People Location

Why a Subcontractor / Supply Chain? CAPACITY – including depth of resources, & back-up – where and when required SPEED & DELIVERY COST – improved process, cheaper than in-house FLEXIBILITY – turn costs and overhead on and off EXPERTISE – tools, machinery, knowledge, expertise don’t have in-house SUBCONTRACTORS ARE SPECIALISTS– do this all the time = expertise, investment, & INNOVATION QUALITY - they might just be much better than us OVERHEAD – People, plant, space – permanent costs COVERAGE – geography LOCAL KNOWLEDGE LOCAL DELIVERY – sustainability/carbon footprint – lower cost? LOCAL SUPPLY CHAIN – meet obligations of contract, assist in winning new work LOCAL/SUSTAINABILITY BENEFITS – jobs, apprenticeships, environmental – ‘SOCIAL VALUE’ SHARE RISK – make sure in-house resource is not over extended SPEED OF RESPONSE – we don’t have time to build or acquire that capability – must have now NO IN-HOUSE OBLIGATIONS – not just cost, but Health & Safety, HR and people obligations etc. CLEARLY DEFINED LINES & RELATIONSHIPS – clean and contracted – no ‘baggage’ COST TO TAKE UP – time/expertise/cost to become fully capable ourselves CREDIBILITY – Using the experts, market leaders INDEPENDENCE– “it’s not just our view, we have this on-board too” CORE COMPETENCE – avoid over-diversification and distraction from core TIE-UP MARKET – strong subcontractor base ready to sell to clients & exclude competitors ABILITY TO SAY ‘YES’ – retaining clients, winning new work – DIFFERENTIATION & BEING ‘SPECIAL‘ ‘GREEN SUPPLY CHAIN’ REVIEW AND RUN THROUGH – COMBINED LIST Run through each in turn WHAT DOES THIS TELL US THAT WE CAN USE OURSELVES? Think about this – what insights does it give us for understanding what motivates business and their needs? Is there anything in here that helps you understand what you can offer?

Support & Follow Up Garry Stone garry@b2bnorth.co.uk Mel Carr mel@b2bnorth.co.uk 07513 122823 www.b2bnorth.co.uk