A Tender Subject!

Andrea Childs Director

PLEASE ALL STAND!

• PLEASE REMAIN STANDING IF…….. YOU OR YOUR COMPANY HAS

COMPLETED A TENDER DOCUMENT IN THE LAST 6 MONTHS

• PLEASE REMAIN STANDING IF……. YOU or YOUR COMPANY WERE

SUCCESSFUL WITH THIS TENDER• PLEASE REMAIN STANDING IF……. IT WAS A ENJOYABLE EXPERIENCE!!!!

FactPublic sector expenditure in the UK covers almost everything, from buildings and aeroplanes to uniforms and food. Contracts range from a few thousand pounds to many millions.

More than 90% of people selling to the public sector do not fully understand the public procurement process or the practices of public sector buyers.

Fact

The Government is looking for small and medium-sized enterprises to win 30% of all public sector business in the next 5 years.

Sound Familiar?

With tight deadlines and constant pressure to deliver, it can feel like an impossible task to deliver a professional and polished tender document.

After all, you are not a bid writer, bid writing is only one part of your job!

The Benefits Of Tendered Business

• Provides the opportunity to open up new markets

• Central civil government alone spends around 13 billion a year on goods and services.

• There is very very little that is not bought within the confines of the public sector

• Recession proof• Guaranteed income, timely payment!• Secure business for pre-determined time• Credibility and portfolio

Have I, Or My Company Got What It Takes?

• Can my company meet the buyer’s needs?• Can I show relevant experience? - contracts

awarded through tendering always go to suppliers who are a proven quantity

• Has my company got sufficient trading history?• Is my company big enough - will the contract

value exceed 20-30% of my turnover?• Could I form a partnership, alliance or joint

venture with another company to strengthen the bid? - Consortium Bids can win…

Fit To Tender?Checklist • Certificate of Incorporation & VAT certificate• 2-3 years professionally prepared or audited accounts• Internal quality policy or ISO • Customer care, service review & management information examples• Environmental/sustainability policy• Organisation chart• Health & safety policy• Equal opportunities policy/diversity policy• Certification to relevant governing or professional bodies • Client testimonials/references x 3• Insurance-Emp liability min 5M, Pub liability min 5M, professional

indemnity?

80% of PQQ/tender responses fail because they do not comply with the specified detail.

Winning CombinationJust to avoid rejection at the first stage, a tender must be

compliant and must address every requirement. To go on to win, it must also be competitive and

persuasive - it must show, clearly and persuasively, your difference-why YOU should get the contract.

Successful tendering demands a combination of: ･• Knowledge of your business, industry and services• Marketing and sales skills• Experience in the tendering process• Rigorous analysis and attention to detail• Sales writing skills

All of you have the knowledge and many of the sales skills (nobody knows your business like you do).

Klick Business Solutions brings the other skills, providing a winning combination for effective tender preparation.

How Can Klick Business Solutions Help?

• Advise you of opportunities on OJEU- free service• Assess an opportunity “Fit To Tender?” - free first

consultation• Write a tender or PQQ document from scratch• Write or update policies and procedures for

inclusion in your bid• Rework an existing document• Critique, Vet and/or proofread a completed

document• Prepare PowerPoint/sales presentations and offer

training and advice on delivery

Thank You For Your Time Today

www.klickbusinesssolutions.co.uk