Selling to Warwickshire County Council

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Selling to Warwickshire County Council

• Janet Chapman
• Sustainable Procurement Officer

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How much do we spend and what on?

• 300 million annually on goods, works and
  services
• Everything from a box of pencils or a tonne of
  salt to computers, roads, new schools and care
  services

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For example

• Design print services
• Fluorescent lighting equipment
• Street lighting column testing
• Meeting venues
• Taxis
• Grounds maintenance
• Community meals
• Undergrowth clearance (RoW)
• Home fire safety checks
• Gritting lorries

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So how do we buy?

• Contract value less than 2000
• 1 quote
• Contract value 2000 to 10,000
• 2 written quotes
• Contract value 10,000 to 30,000
• 3 written quotes

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Bigger contracts

• Contract value over 30,000
• Tender
• Contract value over
• 139,983 (goods services)
  
• or
• 3,497,313 (works)
• Tender. EU rules apply
• Contract value annual price x number of years

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Tenders

• 1 stage process
• (EU Open Procedure)
• A single process requiring you to submit your
  organisations information together with your bid
  for our contract requirements.

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Tenders

• 2 stage (EU Restricted Procedure)
• 1st stage
• Bidders shortlisted using PQQ/Business
  Questionnaire
• 2nd stage
• Short-listed bidders are invited to submit
  tender against our contract specification

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What we look for in a supplier

• Financial, commercial technical ability
• Quality, reliability safety
• Good design
• Timely delivery
• Maintenance after sales support
• Past performance on similar contracts
• Commitment to WCC policies

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Tendering dos and donts

• Observe deadlines
• Answer the questions asked
• Make sure your offer matches our requirement
• Know the selection criteria
• Be available for presentations
• Be ready to do the job
• Ask for feedback

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Electronic tendering

• in-tend why register?
• WCC electronic tendering host
• Sends you notices of tenders related to your
  business activity
• Easy to use and FREE to suppliers
• www.in-tend.co.uk

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Financial issues

• Bids are unlikely to be awarded on price alone
• MEAT is most common method
• Invoices
• BACS
• BVPI payment in 30 days (95)

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Local businesses

• Social clauses are used where relevant to the
  contract
• Suppliers advised to register with
• www.in-tend.co.uk
• www.supply2.gov.uk
• ESPO www.espo.org
• www.bravosolution.com
• Check www.ted.europa.eu for tenders
• Check WCC web site for
• Contracts coming up
• Contract award notices

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www.warwickshire.gov.uk/procurement

• Who to contact
• Rules and regulations
• Procurement Plan
• Tender opportunities/contract award

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Any questions?

• For general procurement advice contact
• procurement_at_warwickshire.gov.uk
• For construction related procurement advice
  contact
• designconstruction_at_warwickshire.gov.uk

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Business Support in Troubled Times

• Leigh Hunt
• Business Adviser
• Warwickshire County Council

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Were all Doomed!

• Not quite but it can feel like this
• Lots of help available too much sometimes
• Lets look at whats essential
• Cashflow is king
• HR policies and procedures
• Good, effective marketing
• Being flexible

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Cashflow

• Chase those payments
• Consider factoring
• Drop customers who dont pay (or where you dont
  make a profit)
• Have good, up to date management information

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HR Policies and Procedures

• Not just nice to have essential
• Protect both the employee and the employer
• Know the rules
• Ask for help, or visit
• www.acas.org.uk
• www.businesslink.gov.uk

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Marketing

• Consider employing a professional
• Be focussed
• Have a clear budget
• Consider e-marketing (if appropriate)
• Free Courses available through Warwickshire
  County Council
• www.baytonhub.com

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Flexibility is Key

• If you do what youve always done, youll get
  what youve always got ???
• The environment is changing daily
• Build on your strengths
• Recognise and be ruthless about your weaknesses
• Develop a robust business plan that will deal
  with the short and medium term
• Review it regularly!

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Types of Help Available

• Small Business Rates Relief
• Business Debtline
• www.bdl.org.uk / 0800 197 6026
• Citizens Advice Bureau
• www.citizensadvice.org.uk
• Real Help for People and Businesses
• www.warwickshire.gov.uk/business

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Where to get Help

• Business Link www.businesslink.gov.uk
• Local Authorities www.warwickshire.gov.uk/busines
  s
• Chamber of Commerce www.cw-chamber.co.uk
• Federation of Small Businesses
• www.fsb.org.uk