How to successfully pitch for business: Back to Basics Helen Marini Baxter Marini Ltd

Who is the Public Sector? 25 government departments 500 local authorities in England and Wales 303 NHS trusts 42 Police services 39 Ambulance services Other services: London Underground, museums and galleries, British Library etc 334 UK universities 3500 secondary schools primary schools Publicly-funded bodies: BBC, Development Agencies, Crown Agents etc £100billion + purchasing power!

SMEs? An SME has fewer than 250 employees A large business has 250+ employees 7,000 large businesses in UK 3.7 million SMEs Large businesses used to win 90%+ public sector contracts But changes are taking place

What SMEs have to offer Innovation Flexibility Niche markets What else?

The Government’s position Keen to encourage SMEs E-procurement Lots of information SBS OGC DTI Business Links “The Benefits of eProcurement” workshop

The Tendering Process Openness, transparency, justifiability…. Demonstrate why one company won the bid EU legislation Different entry ‘thresholds’ Opportunities for all

Tender Thresholds e.g Hertfordshire County Council Thresholds vary for each District and Borough Council – details on the stands Spend/tender limitsProcedure £0 - £10,000at least 2 written quotes £10,000 - £144,371full tender over £144,371EU/OJEU

The Problems The processes are viewed as complex, costly and time-consuming Decision-making processes take longer in the public sector than in commercial organisations SMEs frequently fail to meet basic requirements Any more?

The Solutions Read ALL the documentation thoroughly – twice! Do EXACTLY what is requested If in doubt – ASK Develop a strategy

Develop a strategy - 1 Get on the Bid List If there is a formal Approved Supplier list, there is a formal process for getting on it! For informal supplier selection: Phone up and ask Send an information pack Send an with a hyperlink to your website Networking events

Develop a strategy - 2 Identify your strengths, USPs, the most suitable contracts Talk to the local procurement officers – start developing a relationship Get hold of the local Community or Strategic Plan Use case studies Obtain information about the services you want to deliver

Develop a strategy - 3 Keep in touch Use statistics Check out the competition Make sure your IT capacity is strong Be innovative Consider partnership working

Qualifying documents 3 years’ accounts Legal entity evidence Public liability insurance Employer’s liability insurance Health and Safety Policy Environmental policy Technical qualifications Quality Management Equality Opportunities policy Proof of a performance bond References

The bid The tender team The timetable What you will do Financial issues – pricing, payment Ensure you can deliver Be robust Offer “variant” bids

The Presentation Know your bid inside out Make sure there are no inconsistencies Practise and ask for feedback Take a colleague Be professional Hand out a copy of your presentation, professionally presented Answer all questions

The result If you win – congratulations! Ask for feedback If you don’t win – congratulations! Ask for feedback