1. Public Sector Workshop How to Increase Success !!
Geoff Yale – Public Sector consultant

2. Introduction What are we going to cover today?
ID Public Sector Opportunities
Online portals
Bid Preparation
PQQ / Tender Questions and answers
Debriefs

3. Introduction
What do you want to get out of the day ?

4. Introduction What do I want you to get from the day ?
Better understanding of the process
Identify suitable contract
What to bid for
How to prepare
How to construct an answer.

5. How is the day structured
Instruction
Group discussion
Group Exercises

6. Public sector Who are the Public Sector? Rules and Regulations
European Regulations
Supporting Organisations – Agencies
Online portals

7. Public Sector
Who are the Public Sector ?

8. Who are the Public Sector ?
Central Government
Local Government
National Health service
Education- Universities Colleges
Quangos
Housing associations
Utility Companies

9. Rules And Regulations
Standing Orders
Standing Financial instructions

10. European Regulations PIN Open Restricted Competitive Dialogue
Competitive Dialogue with Negotiation
Innovation Partnership
Negotiated without prior publication.
Contract award

11. Supporting Organisations -Agencies
Government Procurement Service
Pro 5 [CBC,ESPO,YPO,NEPO,WMS}
Procurement for housing
Procure Plus
Fusion 21
TUCO
CPC

12. Online Portals
What are they and can you list some ?

13. Online portals TED – Not a Portal Supply to Wales
Public Contract Scotland
My tenders
Delta
Due North
Eu-supply
In-tend
Contract finder –Not a portal.

14. Tender Preparation Policies References Financial Consideration
Insurances
Certifications

15. ID Opportunities.
Search by date
Search words
CPV codes
NUTS codes

16. CPV Codes

17. CPV Codes

18. CPV Codes Division 35000000-4 Other transport equipment
Group Ships and boats
… …
Class Ships
Category Ships and similar vessels for the transport of
persons or goods
Subcategory
Cruise ships, ferry boats and the like, primarily
designed for the transport of persons
Ferry boats
Cruise or excursion boats n.e.c.
Tankers

19. CPV Codes 15000000 : Food, beverages, tobacco and related products
: Animal products, meat and meat products
: Meat
: Bovine meat
: Poultry
: Fresh poultry
: Geese
: Turkeys
: Chickens
: Ducks
: Poultry livers
: Foie gras
: Pork
: Offal
: Lamb and mutton
: Goat meat
: Horse, ass, mule or hinny meat
: Various meats
: Meat products
: Prepared and preserved fish
: Fruit, vegetables and related products
: Animal or vegetable oils and fats
: Dairy products
: Grain mill products, starches and starch products
: Animal feedstuffs
: Miscellaneous food products
: Beverages, tobacco and related products

20. Policies
List the policies you think you need or are currently required.

21. References
Similar to the business applying for
Always ask permission

22. Financial consideration
Turnover v contract value
Credit agencies
Various ratios

23. Insurances Employers Liability Public Liability Product Liability
Professional Indemnity

24. Certification Health and Safety SSIP Approved
CHAS . Safecontractor
ISO 9001 Quality Management
ISO Environmental Management
ISO Occupational Health and Safety
ISO Energy Management

25. Decision to Bid
With potentially so many opportunities how do you decide which ones to go for?

26. Decision to bid Description – Specification. Geographical location
Timetable
Financial assessment- Value of the contract
Read the document
Marks / weighting assessment

27. Pre Qualification Questionnaire
Example Documents
Organisation
Grounds for exclusion
Financial information
Health and safety
Environment
Corporate Social Responsibility
References
Example Questions

28. PQQ/Tender Answering the question asked.
Giving yourself proper time to respond.
Don’t leave submissions to the last minute.
Answer the question in full; don’t refer back to answers in previous questions.

29. PQQ/Answering tender questions
Answering tender questions effectively can involve some overlapping skills or process in different questions.
Some questions can have two parts. Make sure you answer both:
E.g. When do you do xxx and how do you know if xxx was a good idea?
E.g. When you work with young people what do you do to aaa, bbb, ccc, ddd
Some questions have bullet point. Make sure you address all the bullet points.

30. Common Mistakes- 1
Not answering the question-providing superfluous information.
Spending significant time describing theoretical models.
Copy and pasting from policies, online sources or books.
Late submission.
Make sure it looks professional-proof read and pay attention to spelling and grammar.

31. Common Mistakes – 2
Don’t tell us what you want us to know, tell us what we ask for, or anything that relates directly to the tender.
Don’t assume we know you- we have to assess you on the information that you supply for an individual tender, not what we may know about you.
When asked ‘how’ don’t just show a form.
Step Back- Have you answered the question?

32. Pre Qualification Questionnaire
Group Work
Example questions
Answers

33. Tender Example Documents Example Questions Price Specification
Method statements
SLA’s
KPI’s
Example Questions

34. Tender
Group Work
Example Questions
Answers

35. Contract award Mandatory “Standstill period” Cooling off letters
De brief – What should you ask?
Debrief form

36. Review
Have your goals been achieved?