02.11.10 Selling to the public sector - all presentations

Selling to the Public Sector
Tuesday 2nd November 2010
The Farmer’s Club, Gloucester

Agenda
08:30 Registration
09:15 Introduction - Vivienne Rayner, FSB SW Policy Manager,
Federation of Small Businesses
09:45 Case Study 1 - Selling to the Public Sector - Alun Pritchard,
Managing Consultant, Treble-e Consulting Ltd
10:15 Case study 2 - How I did it? - Robert Panou, Business
Development Director, Triangle Fusion Ltd
10:45 Refreshment break
11:15 Case study 3 - How I did it? - Helen Dowling, Exceptional
Thinking
11:45 Q & A - Speakers and Claire Smart - Director of Procurement,
Gloucestershire County Council
12:15 Closing speech - Vivienne Rayner
12:30 Expected close

213,000+ across UK
32,000 + across the SW
More than 1 in 5 SW employers is a
member of the FSB
7000+ in Gloucestershire and WoE

Importance of micro businesses to the South West
Percentage by employment in the private sector - Small business service 2009 stats
43.7
34.0
17.1
14.2
11.7
11.5
27.5
40.2
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
SW Employment
UK Employment
Micro
Small
Medium
Large

Gloucester Turnover vs SW
21
25
23
17
20
18
30
28
27
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Gloucestershire
South West
UK
Less than £50k
£50k to £100k
£100k to £300k
£300k to £500k
£500k to £1 million
Over £1 million

0 10 20 30 40 50 60 70
rest of the world
non EU Europe
rest of EU
RoIreland
rest of UK
Regional but not local
local
Gloucestershire
South West
UK
Where they do business

With whom they do business
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
Private sector
Local authorities/
Schools/Universities/
National Health
Police/Fire Services
Government agencies
UK central government
NET: Public Sector
None of these
Gloucestershire
South West
UK

Half of South West businesses are looking to expand their client base
48%
41%
22%
19%
11%
7%
6%
4%
3%
3%
47%
42%
22%
18%
10%
7%
5%
4%
4%
2%
Expand client base
Marketing/Advertising
Invest in new equipment/machinery
Take on new staff
Increase expenditure on staff training
Move to new premises
Expand/export abroad
Increase R&D spending
Open additional branches
To survive/to carry on as usual
UK (9761)
South West (1542)
Q35 Which actions do you intend to take to achieve your objectives over the next 12 months?
Base: All UK respondents (9,761), South West (1,542)
How businesses intend to meet objectives over the next 12 months (top answers)

Philip Green Report
Government commitment/promise to buy more from small
businesses
Cuts in Government and local authority expenditure
Eric Pickles - small business friend or foe?
New Government – back to the silos?
Role of LEPs
Process and small businesses
Accreditation vs Pre qualification questionnaires
Frameworks vs Dynamic Purchasing Systems
What can SMEs do?
What is/can the FSB do to help?
Where now?

Philip Green Report
Government commitment/promise to buy more from small businesses
Cuts in Government and local authority expenditure
Philip Green Report – READ IT
This is a contract for provision of hardware and software development.
The principal contractor subcontracts the majority of work to another
major supplier. Therefore there are two profit margins.
Recommendations - an audit of all contracts with more than £100m
remaining value to investigate:
•The current demand for services.
•The cost of delivering the service, and the relationship between cost and price
(open book).
•The financing arrangements.
•The subcontracting arrangements.
•The contractual flexibility.
•The ability to break the contract.

Eric Pickles - small business friend or foe?
New Government – back to the silos?
Role of LEPs
What can SMEs do?
What is/can the FSB do to help?

Summary
Public sector and small businesses have a lot to offer each other
Business Growth Economic Growth
Increased competition Savings
Government continues to be ambiguous
FSB to campaign for a level playing field and appropriate buying
SMEs – go get the business!

Vivienne Rayner MBE
FSB SW Policy Manager
Vivienne.rayner@fsb.org.uk

Tel: 07816 300238
Email: alun@treble-e.com
Alun Pritchard
Selling to the Public Sector
The market
Finding opportunities
Going to market
Bidding

Tel: 07816 300238

Market SegmentationMarket SegmentationMarket Segmentation – by Geography
Tel: 07816 300238

Market Segmentation – by Size
NHS £18bn
Government Agencies
Government Regions
Districts
LBs Counties, Metros, Unitaries
Government Departments
Tel: 07816 300238
£16bn

Keep up to Date
LGA WeeklyLatest news andinformation07 October 2010
GC Magazine
Monthly magazine for public sector
readers
GC Weekly
Weekly e-newsletter
Smart Healthcare Update
Monthly e-newsletter
Tel: 07816 300238

The Future
Total Place: Better for less
Total Place is not just another Whitehall initiative. It is about giving
local providers the incentive to work together in new ways for the
benefit of their clients and citizens – and the opportunity to tell
Government how it could behave differently to make this kind of
collaborative action more likely.
Tel: 07816 300238

Standing Orders /Constitution
For procurements below £50 000
Advertising (not required but changes are coming)
The selection of Companies to Quote
Request for Quotation (RFQ)
THRESHOLDS
Value of procurement up to £1500 then it is up to the Officer to define the most appropriate
approach
Value of procurement £1501 to £5000 then there is a requirement for two (2) independent
written
Quotations
Value of procurement £5001 to £50000 then there is a requirement for three (3) independent
written Quotations
Tel: 07816 300238

Finding Opportunities – Supply2Gov
40,000 opportunities in 2009
£220bn total contracts' value 2008 - 2009
Tel: 07816 300238

Finding Opportunities – Sell2Wales
Tel: 07816 300238

2623,Revenue,CECR,Organisational Improvement,Conference Expenses,Bawa Healthcare &
Leisure,"£2,956.00"
2624,Revenue,CECR,Member Development,Conference Expenses,Bawa Healthcare & Leisure,£617.50
2625,Revenue,CECR,Service Review Team,Equipment Maintenance,Bawa Healthcare & Leisure,£541.68
2626,Revenue,CECR,Chair`s Expenses,Conference Expenses,Bawa Healthcare & Leisure,£987.00
2627,Revenue,CECR,Design Materials,Printing & Stationery,Belmont Press,"£16,455.00"
2628,Revenue,CECR,PSD Information Management,Software Purchase,Bentley Systems (UK)
Ltd,"£1,300.00"
2629,Revenue,CECR,Standards Committee Costs,Other Supplies & Services,Bevan Brittan
LLP,"£3,906.88"
2630,Revenue,CECR,Design Materials,Printing & Stationery,Bibby Factors Limited,£675.63
2631,Revenue,CECR,Design Materials,Printing & Stationery,Bibby Factors Limited,"£1,344.20"
2632,Revenue,CECR,Electoral Expenses,Other Supplies & Services,Blastmaster (UK)
Limited,"£2,555.63"
2633,Revenue,CECR,Customer Relations,Consultants Fees,BMG Research,"£3,950.94"
2634,Revenue,CECR,Infrastructure - Discr,Software Purchase,Bom IT Solutions,"£12,220.00"
2635,Revenue,CECR,Infrastructure - Discr,Software Purchase,Bom IT Solutions,"£2,831.75"
2636,Revenue,CECR,Energy Engineers,Electricity,Bradley Stoke Community School,£662.86
2637,Revenue,CECR,Financial Vetting - Fees,Fees - General,Brighton & Hove Council,£572.41
2638,Revenue,CECR,Exchequer Administration,Printing & Stationery,Bristol Business Forms
Limited,£674.92
2639,Revenue,CECR,Chief Executive,Other L.A.'s - General,Bristol City Council,"£2,600.00"
2640,Revenue,CECR,Coroners Service,Levies,Bristol City Council,"£271,918.00"
2641,Revenue,CECR,Members Support,Other Premises Costs,Bristol Sound Systems Limited,£636.85
2642,Revenue,CECR,Kingswood Civic Centre,Water Charges,Bristol Wessex Billing Services
Limited,"£2,489.13"
Finding Opportunities – Purchases over £500
Tel: 07816 300238

Finding Opportunities – Procurement Sites
Tel: 07816 300238

Finding Opportunities – Going to Market
Tel: 07816 300238

Finding Opportunities – Bidding
Tel: 07816 300238

Bidding – PQQ for Dummies
Tel: 07816 300238

Bidding – FSB Website
Tel: 07816 300238

Bidding – 10 Tips
Read the Brief – clarify anything that you don't understand
Qualify hard – why should you win this work? Be honest
Fully complete the PQQ (if there is one)
Get accredited if justified by your Public Sector market plan
Do your sums properly – no envelope work!
Ensure that you understand the proposal format needed
Ensure that all involved know the deadlines
Check the procurement site for Qs & As
Quality assure your proposal against the Brief & assessment criteria
Follow the submission procedure to the letter
And if it's a complex piece of work, build in a Project Initiation stage
Tel: 07816 300238

Seling to the Public Sector
Case Study 2 – ‘How Triangle Have Done It’
Presented By: Robert Panou, Triangle Fusion Ltd.
Date: 2nd November 2010

Triangle Background
• Gloucestershire based business
• Providing ‘Business Services’
• Specialising in delivering to the Public Sector
– Skills
– Empoyment
– Business Support

Our Public Sector Success
• Local market place to national provider
• Grow physical footprint
• Triple turnover
• Grow from 8 to 50 staff
• Diversify business and client base
• Expand commercially!

The benefits
• Not bureaucratic
• Huge market - £100billion per annum
• Smooth, transparent process
• Stick to their guns
• Clear specifications
• There to help
• Keen to innovate, grow, develop

How have we done it 1
• Plan

• Know your customer

• Manage time & resources

• USPs

• Value for money

• Complete the application

• Hard work

• Build Partnerships

• DO NOT CUT AND PASTE

How I did it...
Supplying to the public sector

Agenda
 Tenders applied for
 Advice on applying
 Top 3 suggestions

Tenders applied for
 Who we are
 Business Link SW
 Early years training
 Business Link WM

Advice on applying
 Do you want it? Is it already sewn up?
 Do your homework
 Pre-prepare your documents (health & safety etc)
 Bespoke tenders

Top 3 suggestions
 Read “Bids, Tenders and Proposals” by Harold Lewis
 Try, try, try again!
 If nothing else, you’ll gain experience from doing it.

Questions & Answers
to the panel

02.11.10 Selling to the public sector - all presentations

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