1. How to increase your market share : routes to success
“Why Us?”
Garry Stone

2. Capacity and Resilience
Because we are Special
Capacity and Resilience
Knowledge & Know-how
Process & Delivery
Product / Capability
Service & Quality
Risk & Method
Competitiveness
Experience
People
Location

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
Because we are
the Right Business

4. Because we know where OUR Money is
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.

5. ....including ALL Spend OJEU ‘Above Threshold’ c.£150k
Full Format Tender
3 minimum
Organisation
£100k-£150k
Department
Quotation
3 minimum
£10k-£100k
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.
Team/Individual
Quotation
1 minimum
to £10k

6. Because we KNOW the Client...
Budget Holder/Commissioner & Procurement
Earlier the better – 6 months+
Understanding & trust
Influencing requirement & spec.?
If you don’t have a relationship, someone else has
The later you join in, the less chance you have....
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.

7. ...and Understand Them Viewpoint Needs Problems Pain Words Issues
What they trying to achieve
‘Vision’ and Objectives
Through their eyes

8. ....and Their Clients....

9. Because We Can Do It ....... £167 million and Counting....
£300k engineering contract
£15k annual maintenance contract
£525k offshore training
Share of £9m annual framework
£10m leisure centre management contract
£15k annual maintenance contract
£3m+ annual domiciliary care
£200k training centre funding
£75k catering
£4.4m mental health services
£600k football academy
£167 million and Counting....

10. Because we ARE the Right Business...

11. Our LOCAL Capability is Special

12. Durham Businesses are Special

13. Our Region is Special

14. Our People are Special

15. Support & Follow Up Garry Stone garry@b2bnorth.co.uk 07513 122823