BDR

1
Doing Business with the Public Sector
2
Objectives of the Seminar
Statutory bodies are the biggest source of
contracts for the voluntary sector and vital to
income generation. They have a their own ways of
doing business and organisations need to be well
versed in these especially as more authorities
go out to public tender and large commercial
organisations start competing. This seminar
will explain what you need to do to be successful.
3
Key Drivers on Public Sector Organisations
Budget Restrictions
Growing Demand
Sustainability Challenge
More Personalisation
Regulatory Pressure
Inspection and Scrutiny
4
Key Behaviours to Expect from Public Sector
Organisations
5
A Challenge for Us All
6
Commissioning Cycle Common to Public Sector
7
OK Now some practicalities

• EU Procurement Process

Evaluation
Award
Invitation to Tender
Expressions of Interest
Notice
Award notification will be advised with a
following stand still period to allow for
challenge before formal publication of award
Evaluation criteria should be laid out before
tenders are sent out and ensure a fair comparison
of offers
Can be used a pre-qualification and may result in
shortlist of suppliers to reach final tender
stage
Timescales will be laid out and defined by the EU
regulations
View through -OJEC -Agency websites -Relevant
press

• EU Procurement Types
• Open All interested parties invited to tender
• Restricted Only those selected usually via a
  qualification stage
• Competitive Dialogue Highly Complex Solutions
• Negotiated Rarely used since Competitive
  Dialogue

• EU Threshold
• 139,893
• EU Service Classification
• Part A - General Services
• Part B - Social Care and Education (partial
  regulation)

8
Key Considerations When Preparing for Competition

• Price benchmarking
• Financial Stability
• Safeguarding Policies
• Insurances
• Data Security Approach
• Business Continuity
• Financial Standing

9
Top Tips to Smooth the Way

• Proactively keep an eye out for opportunities
• Find out the influencers and get them involved
  early (i.e. Procurement Leads)
• Respond in requested formats to ensure ability to
  compare for buyer
• Do not rely on historical relationships or
  reputation to sell a message
• Adhere to but do also challenge specifications
• Attend how to help sessions
• Seek support from other parties (such as Surrey
  Community Action)
• Work in collaboration with other parties

10
Tomorrows Partner
Successful Partner
Customer Focus
e-Enabled
Highly risk aware
Excellent marketeers
Quality and outcomes focus
Responsive
Value for money
Collaborative
Mixed portfolio of services
Innovative
11
Your Considerations
How can you adopt e-methods?
What sort of opportunities do you want to win?
Investigate the opportunities for consortia?
How can you manage your financial risk?
Do you understand / have you influenced the
commissioning strategies?
12
Your Unique Selling Points

• Localism
• Sustainability
• Prevention
• Outcomes driven and challenging of status quo
• Intrinsic link with user needs
• Involvement in development of commissioning
  strategies

13
Contacts / Further Information
Useful Links Surrey County Council Procurement
Page www.surreycc.gov.uk Office of Government
Commerce www.ogc.gov.uk Official Journal of
European Union www.ojec.com
Presenter Vicki Goddard vicki.goddard_at_surreycc.go
v.uk 07787164969