meet the buyer north 2019 “top tips for tendering” · tender search results & feedback...
TRANSCRIPT
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Meet the Buyer North 2019
“Top Tips for Tendering”
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Welcome to the presentation
Supplier Development
Programme
Presented by
Gill Joy
Intend Business Development
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TOP TIPS FOR TENDERING• Researching the market – Bid No Bid
• ESPD prequalification
• Tender content and presentation tips
• Community benefits
• Tender desk – tender library
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Researching the market
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Supplier Development Programme
• SDP is a partnership of Local Authorities, Scottish Government and
other public bodies working together to provide support to Scottish
SMEs and Third Sector to help them understand public sector
procurement and how to become tender ready
• Support is delivered through access to on-line information and training
and events which are all listed on the Events Calendar. Once your
business is registered you can access all of the support for free.
• Events also include live webinars with Council procurement teams
where you will learn more about their ways of working and upcoming
tender opportunities “Talking tenders”
• Meet the Buyer events www.sdpscotland.co.uk
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Researching the Scottish Market
• Use Public Contracts Scotland (PCS) to broaden your
list of target buying authorities – “Supplier” tab
• Current and future opportunities• Awards + successful suppliers• Schedule of renewal dates
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Researching the Market
Search for Buyers
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FIND: Contract NoticesContract AwardsQuick Quote AwardsPrior Info Notices
Researching the Market
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Researching the Market
CHECK ICONS TO SEE IF PCS or
PCS-TENDER SYSTEM
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Researching the Market
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Researching the Market
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Researching the Market
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Researching the Market
• PCS - http://www.publiccontractsscotland.gov.uk/Default.aspx
• Contracts Finder - https://www.gov.uk/contracts-finder
• Sell2 Wales - http://www.sell2wales.gov.uk/
• eSourcing NI - https://e-sourcingni.bravosolution.co.uk/web/login.shtml
• TED - http://ted.europa.eu/TED/main/HomePage.do
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Bid – No Bid checklist
Minimum criteria (turnover, qualifications) – “rely on
other entities”?
Divided into Lots?
Location
Investment needed – cash flow
Resources for the job / for the bid
Track record with the client
Competitors
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European Single
Procurement Document
(ESPD)
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What is the ESPD (Scotland) ?
Replaces the Standard Scottish Pre-Qualification
Questionnaire
Used at first (selection) stage of tender
“Backwards” looking – your credentials for the job
Buyers can decide which questions to use
Contract Notice should note the selection
criteria/questions to answer
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ESPD Format
Part 1Buyer information
Part 2Bidder information
Part 3Exclusions
Part 4Selection Criteria
4A+B – Trade register, Insurance, Financials, Ratios
4C Technical & Professional Ability 4D Quality & Enviro Management Systems
Reliance on other “entities”
ISO 9001 – 14001OR own systems
Relevant examples of works/services/supply
Technical bodies,
technical facilities
Supply chain
tracking
Staff numbers
qualificationsPlant,
equipmentEnvironmental
measures
Product conformity
certs
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Tips to improve your bid score
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Write content for the buyer’s specific
requirements
• Read ALL the documents (Notice,
Specifications, T&Cs, Evaluation, Instructions
in Invitation to Tender - ITT doc)
• Make notes of key elements and brief your bid
team/subcontractors
• Watch for client terminology
• Get your questions in as soon as possible
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Plan answers to scored questions
• Present evidence and facts NOT opinions –
involve all of your team and subs/partners
• Structure your answer to follow the question
(answer ALL parts!)
• Assume no knowledge of your organisation
• Reduce to the word/character limits afterwards
• Do a “search” to check that terms in the
specifications/question appear in your answer
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Presentation
• Develop tables and (meaningful) diagrams to
accompany your text
• Use subheadings and numbering for sections
• Compliance table for complex tenders
• Pictures can help if relevant to the response
(careful re file size)
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Community Benefits
• Employment, training, links with schools & colleges,
support for community groups, promoting SMEs/3rd sector
in supply chain, innovation
• Scored or not scored?
• Linked to the value of the contract?
• “Shopping list” of options or open?
• May be penalty for non-delivery
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Tender Desk – Tender Library
Tender Search
Results & Feedback
Completed tenders
Calendar - Bid plans
Tender Library
ESPD info
Reference projects
Technical & Quality
People info
Policies
Community Benefits
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Don’t forget the SDP
workshops and
webinars!www.sdpscotland.co.uk
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Any questions?