Powerpoint presentation of the Supply Scotland SME Engagement Programme Conference 2011

2. CHAIRMANS OPENING ADDRESS GRAHAME STEED Managing Editor, Government Opportunities

3.  Find out more by visiting www.govopps.co.uk today  The public procurement landscape is changing like never before .  Government Opportunities (GO) , the leading media brand for the procurement sector, has changed too. The all-new GO portal brings you the latest intelligence, insight, opinion and debate shaping this multibillion-pound sector.  Whether you are buying for or supplying to the UK public sector, the GO portal is the only reference point you need to navigate the brave new world of public procurement, finance and service delivery.

5. Alastair Merrill Director, Commercial & Procurement

7. Marcus Tullius Cicero Champion of transparency in public procurement

8. “ The Senate, yielding to the prayers and lamentations of the tax-farmers, annulled these arrangements and ordered fresh terms to be made. The censors gave public notice that those who had treated the former contracts with such contempt should not be allowed to make fresh bids. They signed fresh contracts for everything on slightly easier terms” Livy

9. The Value for Money Triangle

11. Tiberius Gracchus (c.168 -133 BC) & Gaius Gracchus (c.159 -121 BC) Early advocates of SME engagement

12. www.scotland.gov.uk/procurement

14. Delivering Services to Local Government Gerry Thorogood Commercial Team Leader 19/04/2011

17. Finding Opportunities

28. Winning & Learning Experiences

30. Scotland’s business landscape 19 April 2011

33. economic performance post recession

40. Practical Guidance for Tenderers Presented by Eddie Regan PASS Consultant BiP Solutions Limited

50. Thank You

52. Public Contracts Scotland Gary Robinson – Scottish Procurement & Commercial Directorate

54. What’s in it for suppliers? Finding opportunities can take a bit of detective work……

57. “ One Stop Shop” for Suppliers and Contracting Authorities Consistent display of contract opportunities across Scotland

58. Public Contracts Scotland : Contracting Authorities TARGET 185 Authorities in 2 years 300+ Registered Authorities using PCS 17,000 business opportunities on site over last 2 years

59. Public Contracts Scotland : Suppliers Over 2 million alerts sent to suppliers each year 51,000 Registered Suppliers 39,000 unique notes of interest in contracts 84% of Suppliers are SME’s 73% of contracts Awarded to SME’s

62. Where is PCS going ?

67. sPQQ - Envisaged Electronic Process Questions should be proportionate and relevant to the procurement exercise. Step1 Buyer completes risk matrix Step2 System suggests standard questions to buyer Step 3 Buyer has option to add or delete standard questions Step 4 Buyer has option to add bespoke (non-standard) questions Step 5 Buyer must score and weight questions PQQ issued to suppliers that have noted interest In the contract Bidders complete responses to standard and non-standard questions Bidders have option of saving responses to standard questions for future use Buyer process Supplier process Completed PQQ returned to contracting authority

68. Question Document Includes the Following Key Sections Question Guidance Section 1 : Explanation of requirements for contract (Mandatory Section) Section 2 : Company Details (Mandatory Section) Section 3 : Criminal Convictions and Business Probity (Mandatory Section) Section 4 : Information regarding Economic / Financial Standing (Optional Section) Section 5 : Technical or Professional Capability (Optional Section) Section 6 : Quality Management (Optional Section) Section 7 : Equal Opportunities (Optional Section) Section 8 : Environmental Management (Optional Section) Section 9 : Health and Safety (Optional Section) Section 10 : Subcontractors (Mandatory Section) Section 11 : Community Benefits (Optional Section) Section 12 : Construction Specific (Optional Section)

69. Example Question and Scoring Q – Provide 2 relevant examples that demonstrate your experience and ability to deliver goods, services or works similar to the required outcomes for this contract – see section one. 15% 3 Suppliers must be able to understand what constitutes a good score. Clarification. Additionally, provide the details of previous car park construction works, confirming that the requirements were completed successfully, contract value and completion dates. Relevant experience where supplier can clearly meet all requirements and can add value Good experience, suggesting supplier can meet all key requirements Experience suggests suppliers can meet most key requirements, but with some minor issues Mixed experience suggest supplier can meet some requirements but with some major gaps or issues Poor and less relevant example supplier meets few requirements; serious concerns or issues No relevant experience provided, or irrelevant to the requirement, or very negative Weighting 5 4 3 2 1 0 20%

70. How Do Buyers Find Suppliers – Low Value/Risk Procurement Activity

71. Sub-contracting

72. Any Questions ?

74. Grow your business: Subcontracting opportunities from Glasgow 2014 Commonwealth Games 19 th April 2011 Glasgow City Council

78. Glasgow City Council

80. Glasgow City Council Maximising the Business Opportunity: A Prosperous Glasgow Commonwealth Games Business Portal: - Register for games-related contracts - Supported by the ‘Buyer Engagement Team’

81. Glasgow City Council 2014 Games Related Contracts Catering; Transport; Printing Equipment; Technology; Advertising; Human Resources; Design Services; Security; Venue Fit-out; Seating; Clothing; Marketing Materials

84. Glasgow City Council WWW.GAMESLEGACYGLASGOW.COM

85. Supply Scotland Conference 19 th April 2011 Phil Martin Scottish Enterprise Discover how partnering can benefit your organisation

94. Collaborative Procurement How a Regional Approach Can Provide SME Supplier Opportunities 19 th April 2011 Zoe Shankley / Mollie Rogan Regional Account Managers Scotland Excel

100. Contract Portfolio

106. Questions & Answers

108. Julie Caughey, Corporate Procurement Manager, East Lothian Council jcaughey@eastlothian.gov.uk

120. Implications of the EU Remedies Directive Presented by Eddie Regan PASS Consultant BiP Solutions Limited

125. Remedy of Ineffectiveness Illegal Direct Award Cancellation (unless Court exercises discretion) Technical Breach * Is there antecedent Breach? Alternative Remedies Yes No * i.e. No standstill or contract entry before expiry of standstill or contract entry before court order

134. Do’s and Don’ts of Tendering Presented by Phil Adams PASS Consultant BiP Solutions Limited

145. Thank You