Supply Chain: The Secrets of Success Speaker: Christine Brown, Owner / Principal Future Excel

Overview Challenges faced by the supply chain and practical information on how: organisations can effectively sell their skills to Primes, ensure they don’t become ‘bid candy’, prepare for delivery of contracts; and navigate the on-going challenges faced in the successful retention of contracts. Relevant to those seeking to build relationships with Prime Contractors and those with current contracts who want to maintain and develop existing relationships. Reflect on further developments / opportunities for sub- contracting.

Speaker: Christine Brown Worked in the employment and skills arena for nearly 20 years. Represented the private, public and third sector. Experience of procuring services and building large and diverse supply chains. Business development experience including securing contracts with Prime Contractors. Currently supporting SME’s and community based organisations in their strategic development including securing new business / partnership opportunities.

Context Shift in policy with introduction of Employment Related Services Framework and prime contracting models. Work Programme specifications included requirement to evidence a diverse and experienced supply chain including the third sector. On-going debate around the extent of the engagement and participation of third sector and small organisations.

The Challenge to the Supply Chain Chris Grayling Minister for Employment sound bites: “Sub contractors need to better sell their skills to Prime Contractors” (Inclusion Event: Tapping into Talent March ) “not sentimental about who does what….. Yes it is survival of the fittest. But it is also survival of the best” (Work Programme a year on – a revolution is underway: Institute of Economic Affairs May ) The voluntary sector “holds all the cards” (The Report BBC Radio 4 May )

The Real Challenge for the Supply Chain Figuring out what prime contractors want and getting them to notice you. Getting ‘match fit’ and building capacity to meet the stringent requirements of welfare to work commissioning and delivery regimes. Latter point recognised by ERSA in their 10 point plan for supply chain.

Securing a contract The Building Blocks Track record – demonstrate experience and competence Good quality management Information / performance data Benchmarking Quality operational systems / standards / accreditations Skilled and motivated workforce / capacity General organisational housekeeping Robust financial records – narrative Provide high quality evidential based information

Securing the contract The Competition Edge / Stand out from the Crowd Identify your Unique Selling ‘Proposition’ USP Raise your profile – “create a buzz” Multi-channels of communication (marketing) Key factor– building relationships Networking opportunities Connections – meaningful, mutual and matter Know your customer - do your research

Securing the contract The Competition Edge / Stand out from the Crowd Example Case Study

Closing the Deal Fully understand the delivery and financial model Good financial modelling Know your cost bases and minimum requirements Cash flow requirements Secure profiles and payment details Relevant pre-contract documentation Don’t be afraid to negotiate Merlin Standard

Maintaining & Building the Relationship Recognise that each provider manages sub- contractors differently Understand fully the performance and quality management framework Continue to build relationships Establish clear lines of communication and regular feedback Use a buddy system

Future Opportunities Not just about the formal procurement timetable. Extension of the MWRA programme due to policy change Increased numbers / changes in customer profile within the Work programme Changes to supply chain due to under-performance Inclusion of innovation within delivery models

For further discussion and information contact: Christine Brown Tel: