Bidding for public sector contract tools and guidance for those who want to sell successfully to the public sector. Www.businessservicessupport.com offers you free tools as well. You can book on workshop and online courses as well.

1. S ELLING T O T HE P UBLIC
S ECTOR C ONTRACTS
HOW TO BID SUCCESSFULLY FOR CONTRACTS

2. C OURSE O BJECTIVES
 Provide participants with the knowledge and skills to
successfully bid for public sector contracts through
effective bid writing.
 To strengthen participants understanding of public
sector contracts procurement processes including
procurement lingo.
 Provide participants with tools for objective appraisal of
their capability and capacity to deliver public sector
contracts.
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SUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”

3. C OURSE O BJECTIVES
 Provide practical skills & tips to present a strong message
to buyers to gain competitive advantage.
 Encourage participants to develop action plans for
improving their success with public sector contracts.
 Empower participants to take decisive actions to improve
their success rate in bidding for public sector contracts
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SUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”

4. A N O VERVIEW O F T HE P UBLIC
S ECTOR M ARKET
 The public sector market is a very large market
and according to national statistics office:
 Annual purchasing spend of the public sector in
the UK is estimated at well in excess of £536
billion
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SUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”

5. A N O VERVIEW O F T HE M ARKET
 Public sector organisations unlike those in the private sector
do not go bankrupt.
 The risk of bad debt is lower in the public sector than in the
private sector.
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SUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”

6. A N O VERVIEW O F T HE M ARKET
 The purchasing process is formal and the formalities can
be a put off
 There are requirements for form filling, completion of
questionnaires, and demonstration of competences at
different levels.
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SUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”

7. A N OVERVIEW O F T HE M ARKET
 The process can be time consuming, often probing for
information on financial standing of the business etc.
 In fact, the process whilst challenging can be justifiable
to many.
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SUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”

8. A N O VERVIEW O F T HE M ARKET
 The value of public sector contracts tends to run into
thousands of pounds. Therefore, careful thoughts and
effort in the purchasing decision should be expected to
ensure efficient use of public funds.
 Public Sector procurement have to comply with
procurement legislations with costly penalty if breached.
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SUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”

9. W HAT THIS MEANS FOR SMALL
BUSINESSES
 The demands on small businesses can be extremely
challenging but there are strategies to overcome them.
 Skills required to be successful in the process vary and include
research, communication, presentation, marketing and time
management. Sadly, most one-man businesses struggle with the process
because they lack the breadth of skills needed for success.
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SUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”

10. U NDERSTANDING T HE L ANGUAGE O F
P ROCUREMENT - A S HORT Q UIZ
WHAT DO THESE TERMS MEAN TO YOU:
 Specification
 Technical Competency
 Tenders
 Competitive Bidding
 Framework
 Request For Quote
 Request For proposal
 Request For Information
 Supply Chain Management
 Pre-Qualification Questionnaire
 Invitation to tender
 Service Level Agreement
 Key Performance Indicators
 Financial Viability
 Resource Capacity
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SUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”

11. T HE P ROCUREMENT P ROCESS I N
A CTION
KNOWLEDGE IS NOT POWER IF IT CANNOT BE CORRECTLY USED.
CORRECT APPLICATION OF KNOWLEDGE IS POWER
A QUICK QUOTE
 Specification – Formal documentation detailing what buyer
wants suppliers to offer
 Functional specification
 Performance specification
 Design specification
 Technical specification etc
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SUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”

12. IT IS IMPORTANT YOU STAND OUT IN THE
CROWD ; THINK USP
USP
Ultimate Advantage Sensational Offer Powerful Promises
Buy one get one free
Benefits: Free Consultation
Safety You lose 2 stones in 3 weeks
Free Delivery
Efficiency Savings You increase sales by 5% in 3 months
First time discounts
Customer Satisfaction Loyalty Discounts
Save Time & Money
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SUPPORT LIMITED 2011 “Helping You Build Capacity So That You Can Achieve Your Objectives & Goals”