This presentation explores and outlines some practical steps to engaging with the market, using examples of successful processes and actions to show how it can work. Presented by Christine Storry - PIPEN Project Manager

1. Market Engagement
Presented by
Christine Storry – PIPEN Project Manager
South West England

2. Sustainable Procurement –
to recap
Social
Workers’ rights
Ethical issues
Fair pay
Economic
Local economy
Life cycle costs
Employment
Environmental
Air quality
Water use
Energy

3. …by any other name
Supplier
engagement
Supplier
development
Market
engagement
Dialogue with the
potential
suppliers either
generally or
for a given
contract
Market
Consultation
(article 40)
Market
development

4. Can you do it…?
• Prior to 2014 Directive, split decision
• 2014 Procurement Directive expressly
allows for market consultation
•  So… “yes, we can”
• But within certain parameters

5. Why should it be done?
• Proposed contract and procedureInform
• Market – participate, share ideasEncourage
• Definition, scope and procedureHelp define
• The market and new technologyLearn
• Market size and/or maturityUnderstand
• Relationship with marketImprove
• To what the market saysListen
• Only talking to the usual suspectsAvoid
• Before/during the tender processClarify

6. How can it be done?
Two-way
Face to face
Large
groups
(generic)
Small
groups
(contract
specific)
Prior
Information
Notice (PIN)
Surveys Online
Meet
the
buyer
Tender
queries

7. What happens if you
don’t do it?
The world won’t implode but…
Lose out on knowing latest innovations
Exclude potential suppliers
Specify an unachievable tender
Specify old technology
Lack of market response
Potentially increase costs
Lose the trust of the market
Why do they
never talk to
us?
Grr… Argh!

8. What happens if you do
do it?
Possibly not procurement paradise but…
Market knowledge (size and maturity)
Getting expert input
Help in defining a successful tender
Good response to tenders
 Numbers of responses
 Quality of responses
Improved relationship with the market
Reduced hassle as tender documents are
clearer

9. Key points to bear in mind

Proportionate
Two-way
Non-
discriminatory
Fair
Transparent
Timely
Sincere
Manage
expectations

10. South West England
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www.uwe.ac.uk