Business monitor:Layout 1 14/04/2009 12:24 Page 20
BUSINESS MONITOR
Further proof that the government is serious about you’d expect requirements (which is bad marketing, in any
involving more businesses in selling to them is that this can cover case). Check the organisation’s procurement
they are running roadshows around the country a wide variety policy. Unlike some private businesses I can think
during the spring and early summer to help you of subject of, these are not mere lip service. Environmental
improve your tendering skills. They will cover material, starting impact is often a big issue. If you can
terminology, documentation and a detailed review with basic demonstrate excellent eco credentials in general
of the evaluation and award process. understanding of and specifically for the
They will outline the commoner errors and pitfalls legislation, contract, it
to avoid, as well as giving tips on making a processes and
submission stand out. Unlike most of this, it’s not practise,
free – first delegate fee is £120, additional
delegates £95 for a one day seminar. For anyone
serious about this, that looks like money well
spent.
I would also recommend a look at
www.bipsolutions.com. They publish an annual
guide entitled Selling to the MoD. It is packed with
relevant access information including contact
details for European contracts, prime contractors to but from there could focus
specifically on issues related
to selling to local government or
“
the NHS or other government
Apparently, pitching
departments you have ear-marked.
Prices start at £1900 for up to 10
for the wrong contracts
delegates and it is clear that to get full
value for money you would need to have a
is a classic error and
clear idea of what you aim to achieve.
Other government bodies have similar guides. For
one that wastes a lot
the NHS, as a case, go to
www.supply2health.nhs.uk. A quick Google search
of time, resulting in
throws up lots of these types of access points and
it isn’t just the biggest government bodies –
rapid disillusionment
Cardiff University have one. Therefore, it makes
sense to cherry-pick those local to you. Every
with the whole
authority is in the process of creating these guides
and many are already in place.
business sector
”

Do a Google search of ‘tenders to government’
and you will come up with a host of sites offering
listings – at a cost. I have no evidence one way or
the other for their value, but it is certainly a
resource. I didn’t come across any which offered a
the MoD, sub-contracting opportunities and a list free short-term taster, which would encourage me
of the low value purchasing officers referred to to believe the long-term value was there. You
above. While the listed product requirements tend could, of course, ask for that. tends to be looked on favourably. Above all don’t
to focus on the likes of weaponry, fuel and food, miss the deadline. If you can’t give the process
the book specifically examples clothing and sports Tendering due time, you will almost certainly waste what
goods as products they need to buy. Then we come to the tendering process. This is time you do spend on it. Finally, ask for feedback.
Let me add the personal observation that service where it tends to go belly up for a lot of This applies whether or not your tender is
personnel are proud of their regiment, ship or businesses because they’re simply not used to the successful.
squadron: they are keen to wear their heart on discipline. For guidance look at www.berr.gov.uk. It cannot be stressed too strongly the importance
their sleeve (or left breast) and, indeed, anything Whether you’re finding tender opportunities of being complete and on time. If information is
which fosters team spirit and camaraderie is through supply2gov or ads in the press, be sure missing or you’re late, you will almost certainly be
perceived as good news in the services. that you are an appropriate supplier – if the ad automatically disqualified. This is entirely
BIP also offer consultancy to enable your business leaves you uncertain, contact the named individual reasonable; how can a buyer who has not met you
to up its game when selling to the public sector. and ask. Indeed, throughout the process don’t be trust you to deliver the correct product on time if
This takes three different forms. For those who embarrassed to check and re-check detail. you can’t do it with the tender document? You will
have had tenders declined they offer the PASS Apparently, pitching for the wrong contracts is a also need to learn a new habit: patience. The
Mark Health Check. This reviews how the business classic error and one that wastes a lot of time, process can take months.
approaches a tender, highlights any weaknesses in resulting in rapid disillusionment with the whole
relevant in-house knowledge and mandatory business sector.
policies (eg: health and safety) and reviews the Next comes the pre-qualification questionnaire USEFUL WEBSITES
presentation process. Cost is £980 for a one day which covers such matters as your financial status,
health check. experience references and overall capability to www.supply2.gov.uk
For those new to the process of tendering the fulfil. You are advised to tailor this to the audience www.bipsolutions.com
second element of BIP’s service could be rather than just using a standard response. www.supply2health.nhs.uk
important. They will provide a consultant onsite to Assuming you pass that test, an invitation to www.berr.gov.uk
work with you on a tender submission. This gives tender will arrive.
you practical guidance in completing tender The paperwork is lengthy but you must complete it Paul Clapham is a marketing consultant with over
documentation as well as advice on how to all including all supporting information required. 25 years’ experience covering a broad range of
respond to Expressions of Interest and best The criteria required will be listed in order of business sectors and a full spread of marketing
practise for operating the tendering process as a importance, so respond giving the same priority. disciplines. He works with small, medium and
whole. Again consultancy is charged at £980 per Again, this is a classic mistake – businesses focus large companies alike to increase their profitability
day. Their third option is in-house training. As on their strengths ahead of the buyer’s through marketing. Tel: 01453 765432
| 20 | May 2009 www.printwearandpromotion.co.uk
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