Invest NI So you want to win a tender?

Invest NI Presentations Fiona Lavery Food and Drink Tendering Initiative Export Skills and Knowledge Workshops Mandy Mills Tenders Alert Service Eleanor Butterwick CompeteFor

Fiona Lavery – Trade Development Services Food & Drink Tendering Initiative

Need identified within Invest NI to help food &drink companies: Develop skills Increase sales Develop business, via successful tendering

Food & Drink Tendering Initiative Programme designed around existing products, eg Export Workshops, consultancy support Focus on providing participants with skills, knowledge and a tangible output – a tender blueprint Format – workshops, one-to-one mentoring, identification of opportunities

Food & Drink Tendering Initiative Outcomes: Development of supporting processes and administration for the 11 participants Total value of public sector tender wins £7.9 million Total value of potential public sector business £9 million Reported private sector/retail wins £18.3 million Joint venture partnerships between participants

Export Skills & Knowledge Workshops A series of one day workshops aimed at helping businesses develop and strengthen their export skills Hosted by a team of trainers with practical export experience Workshops are open to all export focussed companies Book online at workshops.comwww.investni.com/export workshops.com Cost £75 per workshop

Core Export Knowledge Workshops are divided into two elements:- Core Export Knowledge – designed for senior personnel involved in the planning, delivery and management of the export process They involve a series of 3 workshops Targeting Your Export Markets Researching Your Export Markets Developing Your Export Markets

Essential Export Skills These workshops are aimed at those who have operational responsibility for export business or senior staff who want a more thorough understanding of the processes and practicalities of exporting. Current series includes: Introduction to Tendering Advanced Tendering & Proposal Preparation Winning Sales Sales Prospecting & Successful Tendering Key Account Management Managing Agents & Distributors Advanced Negotiation Skills

Mandy Mills – Business Information Services Tenders Alert Service

Purpose To alert companies to current tenders To help them assess the market for their products/services To give advice on other sources of support for selling to government

Why it’s important Large range of potential sources Very time-consuming to search regularly Missing a tender invitation cuts off a potential revenue stream for 2 – 3 years

2010 Survey Results 59 companies in Northern Ireland secured business worth over £239 million through 117 contracts: 2 in Europe 22 in ROI 30 in rest of UK 73 in NI

Core service Profile matched daily against tenders published in Europe Can restrict to NI 8,000 tenders weekly Results ed Sources include European Journal, e-Tenders, Scottish Procurement, Contracts Finder, CPD £100 plus VAT per annum Over 160 clients

Other Aspects of the Service Market analysis tools allow companies to identify key buyers, key competitors, market size Plugged in to public procurement ‘network’ Solving problems Access to other sources of support

Business Information Centre Company Databases Construction Project Tracking Databases Market Research

Contact: Business Information Centre Enterprise Europe Network NI Web: Tel:

CompeteFor - accessing London 2012 and other business opportunities Eleanor Butterwick, Trade Team, Invest NI

Supplier Registration Build Profile Buyer Registration Dating agency The London Business Network and equivalent agencies across the UK Supplier Buyer London2012.com/business Single registration for multiple opportunities Wide range of contracts of different sizes Business Support from Business Link Transparency on who is winning what Free and easy to use 80,000 published companies 1,800 NI companies Opportunity to extend and diversify supply chain New & Innovative Suppliers Supports CSR objectives Enables procurement best practise Helps comply with Section 106 Agreements CompeteFor: Supplier and Buyer Process Input Opportunities Buyer Engagement Team and contractual obligation to participate

Why CompeteFor? £9bn spend approx £6bn Infrastructure (ODA) £700m Delivery (LOCOG) circa 6,000 tenders awarded so far circa 100 open tenders £15bn Crossrail Projects Also being used by Metropolitan Police/ OPLC/ London Boroughs etc

LOCOG Procurement categories - Over 300 individual tenders so far Artists, Performance & Events Sports SecurityTechnology Services Transport & Logistics Facilities Management & Catering Venues & Infrastructure

Sports Archery Equipment Rowing Equipment Canoeing Equipment Boat Charter Boat Manufacturer Marine Engines Fitness/Gym Equipment Cycling Equipment Weight Lifting Equestrian Equipment Show Jumps – Equestrian Arena Horses (Modern Pentathlon) Aquatics Equipment Shooting Equipment Sailing Equipment Medical Equipment

Catering The largest peacetime catering operation in the world! 14 million meals 833 concessions 10 million cups of coffee and about 4 million tea bags (including sales to spectators) Food quantities in the Olympic Village: 25,000 loaves of bread 232 tonnes of potatoes More than 82 tonnes of seafood 31 tonnes of poultry items More than 100 tonnes of meat 75,000 litres of milk 19 tonnes of eggs 21 tonnes of cheese More than 330 tonnes of fruit and vegetables 2.7 million bananas

CompeteFor – the supplier registration process - 45 minutes, but free to register and publish a profile!

Accreditations needed Mandatory Quality/Equality/Health and Safety Demonstrated evidence Sustainability and Environmental policies

Manually search for opportunities...

Awarded contracts Over £40m awarded to 40 NI companies (note no marketing clause) Opportunities now to supply to LOCOG Tier one suppliers – e.g. Food; Gifts, etc 307 LOCOG awards so far and 43% awarded to SMEs Permanent Legacy Bridge – Lagan Construction Basketball Arena – McAvoy Group Shirts (London Fire Service) – Hunter Apparel Kitchen Textiles license - Ulster Weavers Fire Doors - Powershield Doors

Some issues to consider Does your company have the time and resources to track 2012 and similar opportunities? Do you have one person who identifies opportunities? Team to prepare bids? Get feedback if unsuccessful? Are you promoting your companies to the supply chain partners apart from through CompeteFor? E.g. website and promotional materials which demonstrate full capabilities, accreditations and case studies/reference projects? Are you prepared to set up an office presence in GB/London? Are you prepared to put staff on the ground for business development/sales and to build relationships with contractors?

Contacts and help Invest NI supported adviser to assist with Global Games tender bids