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

2. 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”

3. 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

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

5. ...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?

6. 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

7. 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

8. .....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.

9. 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

10. 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?

11. Support & Follow Up Garry Stone garry@b2bnorth.co.uk Mel Carr