Ten Top Tips for Tendering

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Ten Top Tips for Tendering

• Helen Marini
• Baxter Marini Ltd

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1. GET THE RIGHT LEGAL STRUCTURE

• Can you trade in your present form?
• Do your governing documents restrict you in any
  way?
• If youre unsure, get proper advice

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2. IS EVERYONE ON BOARD?

• Trustees, management boards etc
• Staff
• Volunteers
• Clients

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3. FOCUS!

• The right opportunities
• be very clear about what you want to do
• be realistic about value
• register with www.supply2.gov
• dont waste time looking at contracts you
  couldnt possibly win
• check out local authority thresholds

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4. POLICIES PROCEDURES

• Prepare them before you start tendering, e.g.
• health and safety policy
• environmental policy
• equal opportunities policy
• Are they good enough? Have them checked
• Other documents insurance cover, accounts,
  references, certificates.

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5. TAP INTO SUPPORT

• Choose wisely theres a lot available
• Look for How to Supply publications
• Identify your weaknesses, then find help to
  correct them

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6. BE BUSINESSLIKE

• Use robust language
• Youre not selling out just selling
• Ensure your staff have business skills
• Develop relationships with procurement officers
• Know your market

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7. START A RESOURCE BANK

• Always ask for feedback
• Keep good answers
• Collect case studies
• Keep all Policies and Procedures up to date and
  to hand
• Start a reference library

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8. KEEP UP TO DATE

• ..with legislation
• with third sector developments
• with government, DTI, local authority support
• with local initiatives, community strategies,
  HAVS training

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9. THE RIGHT LANGUAGE

• Know the difference between SLAs and Contracts
• between income, funding and grants
• between profits and surpluses

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10. BE REALISTIC

• If you fail to deliver on a contract no more
  public sector work
• If you DONT prepare, you could over-stretch the
  organisation
• If you DO prepare and win contracts you can
  achieve sustainability

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11. DEVELOP A STRATEGY

• Identify your strengths, USP
• Check out the competition
• Be innovative
• Consider partnership working
• Take part in local discussions, networks, groups
• Be positive!

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Thank you and goodbye!

• Helen Marini
• Baxter Marini Ltd
• helen_at_baxtermarini.co.uk
• Procurement for Social Enterprises
• Policies and Procedures
• Health and safety
• Assertiveness and motivational training