Category: suppliers

December Round-up and Observations from 2020

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5,129

3,438

1,691

Total UK & ROI
Tenders		Low-Value
Tenders		OJEU
Tenders

688

277

1,692

Frameworks
or DPS 		Prior Information
Notices		OJEU
Award Notices
Tender notices published in the UK & ROI between 01.12.20 & 31.12.20

December 2020

5,129 notices published in the last month of the year is incredibly positive. With workplaces slowing down for seasonal time off work, the last few weeks of the year normally see significantly less notices getting published. Below we can see the December totals for the last 5 years, and it is clear that December 2020 broke this trend. 

What is interesting about these stats is the high number of low value notices. OJEU notices could have been a result of obligations created by EU funding, but a significant number of low value contracts is unexpected, and means we start 2021 with plenty of opportunities SMEs can bid for.

As of 15 January 2020 there are over 5,300 live tenders across the UK and ROI, a great start to 2021 and a clear sign of the significant effort being made by the public sector to recover from the impact of the pandemic.

Our Specialists’ Observations from 2020

Tenders Direct offers a unique service where all of the tenders on our site have been individually sourced and classified by our team of Specialists. This Peer Review Process allows us to provide you with full coverage of every single UK and ROI tender, as well as applicable high value notices from the OJEU.

With Brexit and Covid-19 causing much speculation around their impact on public procurement, we caught up Carol, our Head Classification Specialist, to gain some insight into any trends she may have observed in 2020.

The amount of tenders published by the OJEU and various other sites slowed down greatly for a couple of months due to COVID and the start of offices working from home which was very worrying for us.
Suddenly this pattern changed and the number of tenders published rapidly increased day by day and the numbers we are sending out to our customers is now greater than pre-Covid which is amazing.

Some observations worth mentioning are:
◆ Some tenders which were published pre-Covid have since been cancelled and republished again to allow the maximum time for everyone to prepare their bids.
◆ There have been a significant number of tenders published that are specifically Covid related e.g. masks, PPE, disinfectants, call centre services, testing services etc.
◆ There has been a significant increase in tenders for business consultants/economists to help companies through the crisis and assist them in the future.

So despite Covid and Brexit, the number of tenders being published continues to be high and the trend is certainly upwards, so hopefully 2021 will be a very positive year.

Carol Davidson, Head Classification Specialist

Find opportunities you can bid for

With so many opportunities for work available right now, you’ll want to know how many of them are relevant to you.

Market Overview

Our Market Overviews are free, and are incredibly useful for anyone considering bidding for public contracts.
We can supply you with the number of tender opportunities published for your industry, the search categories we recommend using, and links to all the contracts published in the last year.
This information can be used to better understand what the public sector is looking for, and help you plan how public contracts fit into your overall business strategy.
Request your free Market Overview by by clicking this link.

Tenders Direct is the UK’s most accurate tender alert service. We are the only service to guarantee that with us – you’ll never miss a tender.

For more information about we can help you find and win more work in the public sector, please visit www.tendersdirect.co.uk or call us on 0800 222 9009.

What is Find a Tender?

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Since 1 January 2021, high value (above threshold) tenders in the UK have been published via the Government’s e-procurement portal, Find a Tender service(FTS). 
 
FTS is the public portal for all high value notices published in England, Scotland, Wales and Northern Ireland. The portal is used by public buyers to advertise contracts, and by suppliers to access these opportunities.

What are high value notices? 

High value notices make up around 34% of all contract opportunities in the UK, with lower value notices making the other 66%. The thresholds which determine if contracts are higher or lower value change biennially, and vary in value for goods, works and services. Details of current thresholds can be found here. 
 
Prior to 1 January 2021, high-value notices were published to the Official Journal of the European Union (OJEU). With the conclusion of Brexit, high-value notices from the UK are no longer advertised on the OJEU. UK business can, however, still bid for applicable high value EU contracts. Further details on the changes introduced with Brexit can be found here. 

What is the best way to search for tenders?

Find a Tender is a portal just for high value UK notices, meaning you cannot use it to access lower value tenders, notices of any value from the ROI, or high value EU notices. For full coverage of high and low value notices across the UK and ROI, as well as applicable OJEU notices – you need Tenders Direct. 
 
Tenders Direct is the UK’s most accurate tender alert service. With our unique Peer Review Process and tailored business profiles, we can guarantee you regular, timely and relevant business opportunities. 

Tenders Direct is the UK’s most accurate tender alert service. We are the only service to guarantee that with us – you’ll never miss a tender.

For more information about we can help you find and win more work in the public sector, please visit www.tendersdirect.co.uk or call us on 0800 222 9009.

How do I find government contracts?

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The public sector is made up of numerous organisations run by the government – this includes local councils, emergency services, armed forces and the NHS. Each of these organisations relies on the private sector to supply them with a wide range of goods, works and services, and on average spends over £290 billion on procurement each year.

To ensure there is a competitive marketplace, contracts must be published publicly, and be accessible to any supplier. This means whenever a public body has a procurement need, they have to advertise the contract online using any of the numerous publishing platforms (also known as advertising portals) available to them – details of these can be found at the end of this post.

The Problem with Finding Tenders

You could try and search for notices yourself using the websites above, but due to the sheer number of sources, especially for low-value notices, it would take a significant amount of effort to find suitable notices.

Even if you did find notices this way, they might not actually be as relevant as you had hoped. This is because of CPV codes. There is a CPV (Common Procurement Vocabulary) code for every product or service, and while buyers should use them to let suppliers know what they are looking for, many notices are coded incorrectly. This means they won’t appear in searches and you could miss out on these opportunities.

However, Tenders Direct allows you to avoid these issues by sourcing and reviewing every UK and ROI notice, then making them available to you in one accurate and easy to search database.

Tenders Direct – How does it work? 

We are able to provide full coverage of every tender published in the UK and ROI thanks to our team of Sourcing Specialists, who scour every source to find every tender published. Our Classification Specialists then review each of these notices for accuracy, and re-classify them according to product, service and industry. This Peer Review Process not only ensures you have access to every tender published; it also eliminates irrelevance so you only ever see notices that match your search criteria.

To help you stay ahead of the competition and have more time to prepare your bids, our tender alert service eliminates the need for manual searches by notifying you as soon as relevant opportunities are published. Our Client Experience Managers work with you to learn about your business, identify your needs, and develop your unique alert profile – ensuring you receive notifications tailored specifically to your requirements.

With a Tenders Direct subscription, we guarantee you will never miss a tender. Visit our website for more information about our services, or call our New Business Executives on 0800 222 9009 to discuss your needs.

How Tenders Direct works
Discover how Tenders Direct can help you find and win public contracts.

See for yourself
Request a free sample tender alert direct to your inbox.

Tender Publishing Platforms UK 

Contracts Finder - for English contracts worth over £10,000 with the government and its agencies. 

Public Contracts Scotland – for all Scottish public procurement. 

Sell2Wales – for all Welsh public procurement.

eSourcing NI – for all public procurement in Northern Ireland.

Tenders Electronic Daily (TED) – for high-value tenders published in European Union countries.

Find a Tender – for all high-value notices published across the UK.

Public Buyer Specific – low-value tenders, which make up the majority of all public contracts, can be published on the buyer’s own website or through a third party service such as myTenders – meaning there are hundreds of sites used to publish notices. 

These posts may also be of interest

Why work with
the public sector? 
Our article looks at 6 reasons why you should do business with the Public Sector.

Differences between
the private and public sector 
This infographic looks at the different procurement processes.

What is
a public sector tender? 
An explanation of how tenders work and the different procedures they can use.  

Request a tailored
Market Overview
Discover what types of opportunities are available for your industry with a free Market Overview report.

Tenders Direct is the UK’s most accurate tender alert service. We are the only service to guarantee that with us – you’ll never miss a tender.

For more information about we can help you find and win more work in the public sector, please visit tendersdirect.co.uk or call us on 0800 222 9009.

Improved public sector opportunities for SMEs

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With no requirements to comply with EU directives for public procurement, the UK Government is able introduce changes to how they procure below threshold goods, works and services.  
 
On 10 December 2020, the Cabinet Office published the Procurement Policy Note (PPN): Reserving Below Threshold Procurements – which outlines how central government buyers are encouraged to reserve low value tenders for Small and Medium sized Enterprises (SMEs), and suppliers in specific geographical regions from 1 January 2021. 

What does this mean for SMEs?

The introduction of this PPN is aimed at supporting SMEs by making more opportunities available to them, and increasing their chances of securing work with the public sector.

As part of its drive to level up the UK economy, the government is committed to tackling inequality and giving everyone across the country the opportunity to fulfil their potential. An economy with diverse, resilient and innovative supply markets provides the best environment to start and grow a business.

Point 16. Procurement Policy Note – Reserving Below Threshold Procurements

There are two ways that buyers are advised to create tenders which favour SMEs:

Reserving them by supplier location – buyers are able to open tenders which can only be bid on by suppliers located in a specified geographical area. The scope of these tenders can be UK wide or narrowed down by county. Buyers will not be able specify individual nations of the UK.  

Restricting the types of organisations that can bid for the work – buyers are able to specify that only SMEs and Voluntary, Community and Social Enterprises (VCSEs) are eligible to bid for the work. 

While the PPN applies to central government buyers, the wider public sector is “encouraged to apply the principles” outlined within – meaning as familiarity with these practices grows, so too will UK-led and SME specific opportunities. 

The PPN does not apply to low value tenders involving any provision of goods into Northern Ireland – which remains subject to EU regulations under Northern Ireland Protocol, avoiding a hard border with the Republic of Ireland. 

What are low value tenders?

Low value tenders are those which fall below specific thresholds, which have been identified to prevent discriminatory procurement practices. If buyers wish to reserve low value tenders, the current thresholds which tender values must fall below are:

Supplies & Services
< £122,976 ex VAT

Works
< £4,733,252 ex VAT

The EU thresholds introduced on 1 January 2020 will remain in place until 1 January 2022. Future thresholds will be determined by the World Trade Organisation (WTO) Government Procurement Agreement (GPA) – which the UK has been a member of since 1 January 2021. 

How do I find low value tenders?

There are thousands of portals through which public bodies can publish their notices, and it would take a lot of time and effort to try and locate every opportunity relevant to your business.   
 
Thankfully, Tenders Direct eliminates your need to search for tenders by collating every UK and ROI notice in one place, and alerts you to the tenders relevant to you. Our unique service ensures we are aware of every tender published, and allows us to guarantee that with Tenders Direct – you will never miss a tender again.  

Top 5 bid writing mistakes  
You’ll want to avoid these mistakes to take full advantage of these SME specific opportunities. 

Request a free demo 
See how our system works, and discover the opportunities available for business like yours.

Brexit and Public Procurement 
Read about the other changes introduced with Brexit’s conclusion on 1 January 2021.

Reserving Below Threshold Procurements 
View the full policy procurement note on GOV.UK 

Case Study: Robinsons Facilities Services Ltd

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In this post we catch up with Robinsons Facilities Services Ltd to find out why they chose to renew their subscription with Tenders Direct.

Tell us about your company

Robinsons Facilities Services Ltd is Yorkshire’s leading HVAC maintenance and repair provider providing 24-7-365 cover to commercial clients throughout Yorkshire and surrounding areas.

How important is public sector work to your business?

Public contracts currently account for around 10-20% of our total work, but we’d like to increase this.

What business challenges did you face before using Tenders Direct?

Before Tenders Direct, we would spend a lot of effort manually searching separate public portals, and having to fill out multiple profiles for tenders sites which may/may not have been relevant to us.

Why did you choose Tenders Direct?

From looking at a range of tender alert services, Tenders Direct was the most robust system for opportunities, and sensibly priced.

How would you describe your experience of using Tenders Direct?

Great! We just use the e-mail alerts, and rely on getting tenders sent direct to our mailbox. This has been incredibly handy, and saved us a lot of time and effort. The service has highlighted plenty of opportunities to tender for!

You can find out more about Robinsons Facilities Services Ltd using the following links
Website | Twitter | LinkedIn

What is a public tender?

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Whenever the public sector has a need for goods, works, or services (which are over a certain contract value), they are required to publicly advertise this need, and encourage businesses to compete for the work.

This process is referred to as publishing an ‘Invitation to Tender’ or ‘ITT’, and the associated documents have become more commonly known as tenders.

Why are public tenders needed? 

As the public sector relies on public funding to make decisions, all procurement must be made respectfully, encourage free and open competition, achieve best value for money and ultimately benefit the public.   

These requirements prevent unethical procurement practices, while also allowing businesses, regardless of size, to enter the market. For more information about this, please read our article ‘6 reasons to do business with the Public Sector?’

What types of tender are there? 

 
Low and High Value Tenders

The value of a tender determines the rules in place for how the notice must be advertised.

High-Value Tenders, also known as Above Threshold Tenders, are those which have a value above the EU public procurement threshold, and must be advertised in the OJEU to encourage competition from other EU countries. From 1 January 2021, the rule will be changing and these notices will instead be posted to the new government portal ‘Find a Tender’. More information is still to be announced, but you can find out more in our article Brexit and Public Procurement. 

Low-Value Tenders, also known as Below Threshold Tenders, have a value which is below the EU threshold and are advertised within the UK. These contracts are much smaller than High-value tenders, making them a great starting point for businesses entering the market for the first time. The procedures for low-value notices are simpler, and bidding for these provides suppliers with valuable experience to help them go after high-value tenders in the future. For more information, read our article ‘Why we love low-value tenders’.  

For details on the current public procurement thresholds, please see ‘New Public Procurement thresholds 2020/2021’. 

Public Procurement Procedures

Open procedure 
Is the standard procedure and for public procurement within the UK. This type of procedure allows any business to respond to a tender, access associated documents and bid for the tender.  

Restricted Procedure 
Is a two-stage procedure which involves creating a shortlist of the most suitable suppliers, by having them first complete a selection questionnaire. Those shortlisted will receive an invitation to tender, and are allowed to bid for the contract. This type of procedure is generally used if a high volume of bidders is expected. 

Competitive Dialogue Procedure 
Is a multi-stage procedure which allows discussion with suppliers before issuing an invitation to tender. It is used where procurement needs are complex, and as with Restricted Procedures, bidders will first be shortlisted. After the selection stage, the requirements and solutions will be discussed with shortlisted suppliers. From these discussions, the requirements will be finalised and an invitation to tender will be issued. 
 
Competitive procedure with negotiation   
Is a multi-stage procedure which allows negotiation with suppliers after they have submitted their bids. This procedure includes a selection stage questionnaire, and the final negotiation stage is optional – as along as this has been stated within the tender. Much like the Competitive Dialogue Procedure, it is used where procurement needs are complex. 

Innovation partnership 
Is a unique procedure which is used when no goods, services or works exist to meet the procurement need. Selection stage questionnaires are used to identify the most suitable suppliers before invitations to tender are issued. The products produced as a result of this partnership may be purchased by the public body, but only if they meet the minimum requirements identified within the tender. 

Framework Agreement
Is an umbrella agreement that sets out the terms – particularly relating to price, quality and quantity – under which individual contracts (call-offs) can be awarded at any point during the lifespan of the framework. Frameworks are typically used when the buyer has identified a need for specific products or services but is unsure of the scope or time-frame. The agreements created give buyers access to a range of qualified suppliers, allowing them to avoid the need to continuously re-tender. Being an a framework does not guarantee work, as there may be multiple suppliers offering the same goods, works or services – in such instances, mini competitions or best value will determine who wins the work. Full details of these agreements can be found in ‘Framework Agreements: What you need to know’.

Dynamic Purchasing Systems (DPS)
Is similar to a framework, however new suppliers can join at any time, and is used for goods, works and services commonly available on the market. A DPS must be set-up using the restricted procedure, and the process is required to be entirely electronic. Unlike a framework, there is no limit on the number of suppliers that may join a DPS, and any supplier may join during the tender’s lifespan. DPS are used to streamline procurement for both buyers and suppliers, as suppliers only need to demonstrate suitability once, and buyers can award contracts quicker than other methods allow.

How do I find public tenders?

There are thousands of portals through which public bodies can publish their notices, and it would take a significant amount of time and effort to try and locate every opportunity relevant to your business.  

Thankfully, Tenders Direct eliminates your need to search for tenders by collating every UK and ROI notice in one place, and alerting you to the tenders you want to bid for. Our unique service ensures we are aware of every tender published, and allows us to guarantee that with Tenders Direct – you will never miss a public sector notice.   
   
Request a demo today and discover all the opportunities you could be bidding for.  

Brexit and Public Procurement

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The Brexit transition period concluded on 1 January 2021. This means the UK is no longer a member of the EU, and is now a member of the World Trade Organisation’s (WTO) Government Procurement Agreement (GPA).

Key public procurement developments to be aware of: 

  • For any procurement started, and not completed before 31 December 2020, procurement regulations that were in place under the EU will still apply until the contract has been awarded. 
  • From 1 January 2021, the new e-tender service ‘Find a Tender’ will replace the Official Journal of the European Union in the UK for above threshold tenders. 
  • The existing UK government portals – Contracts Finder, Public Contracts Scotland, Sell2Wales and eTendersNI – will remain in operation and will be unchanged.   
  • While there will be no immediate changes to procurement policies, from 1 January 2021 the government will have the power to introduce new or temporary legislation.

How does Brexit affect finding new tenders?

Tenders Direct customers are unaffected by the introduction of Find a Tender Service. Our team of Sourcing Specialists upload high value notices published through the Find a Tender service, directly to Tenders Direct. Low value tenders will also be available as normal.

If you do not currently use a tender alert service, the introduction of the Find a Tender Service means you have another portal to check for opportunities – taking you more time to find contracts that are suitable for you. 
 
Thanks to our unique Peer Review Process, our team are able to source, review and classify all notices from Find a Tender. This process allows us to categorise notices based on the keywords you search for, creating an easy to search database. With full coverage of all UK and ROI tenders, as well as applicable EU notices, Tenders Direct offers the UK’s most accurate tender alert service.  

Your Questions

  • Are thresholds going to change?
    The EU thresholds introduced on 1 January 2020 will remain in place until 1 January 2022. Future thresholds will be determined by the World Trade Organisation’s (WTO) Government Procurement Agreement (GPA) – which the UK has been a member of since 1 January 2021.
  • How will it be regulated to ensure all notices that are meant to be published on FTS are published on there?​ 
    No regulations have been introduced that we are currently aware of. This will work very much in the same way as Contracts Finder – notices ‘should’ be published to it. We will continue to use our Peer Review Process to ensure no tenders are missed, no matter where they are published.
  • Will the Find a Tender service display contracts published prior to 1 January 2021? 
    Find a Tender had a blank slate on the 1 January, meaning only notices published from that date forward will be visible. Tenders Direct will however still have details of all existing notices originally published on the OJEU.  
  • Will Tenders Direct still publish tenders from all sources?  
    Yes, Tenders Direct Will continue to provide full coverage. This means tenders from all official UK and ROI portals (this includes Contracts Finder and Find a Tender), all low-value notices from other sources, as well as high-value opportunities from the OJEU.
  • Will UK suppliers still be able to bid for OJEU tenders?​ 
    Yes, UK suppliers will be able to continue bidding for applicable OJEU contracts. 
  • Will we still be able to receive OJEU tenders notifications through Tenders Direct? 
    Yes, we will keep you informed of OJEU notices through both our alerts and tender search tool. 
  • Will there be an option to opt out of OJEU tenders?​ 
    Yes, you will be able to opt out by selecting ‘UK only’ in your profile. ​ 

Is there anything I should be aware of?

For the time being, procurement policies will remain closely aligned with the rules in place before Brexit. However, with no requirements to comply with EU directives for public procurement, the UK Government has scope to introduce changes.

Changes introduced post Brexit:

Listen to our Brexit and Find a Tender discussion

In our free on demand webinar, we take a closer look at what Brexit and the introduction of Find a Tender mean for you as a supplier.
The topics covered in our free on demand webinar are:
• Procurement after Brexit and Find a Tender Service
• What it means for public sector organisations and private companies
• What will happen with above-threshold procurement (OJEU)
• How to best prepare for the year ahead
• Useful tips, tools, and best practice learned from working in the public sector and tendering

To view this content, please follow the link and complete the form to request access to our Tendering after Brexit – What is Find a Tender? webinar

Further reading

The Policy Procurement Note: Introduction of Find a Tender explains the introduction of Find a Tender in greater detail. 

For details about other changes introduced as a result of Brexit, please view the UK Transition page on Gov.uk 

Public Sector Round-Up 30.10.20

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UK tender publishing update

1,045

714

331

Total UK NoticesLow-Value NoticesOJEU Notices
Tender notices published in the UK between 23.10.20 & 29.10.20

If you would like more information about the types of opportunities available for your business, we would be happy to provide you with a free Market Overview.

In the news this week

COP26: Former world leaders urge UK for ambitious 2030 climate goal
While the UK has taken a leading role by committing to reducing emissions to net zero by 2050, there is increasing pressure for more ambitious plans and policies to be introduced. MPs, Lords and wold leaders have joined in the conversation, through which businesses, investors and other organisations have been expressing their concerns.

New blueprint for better hospital food
From an independent review of NHS meals, a panel is reviewing the suggestions to improve the food served in hospitals. The review includes actions, some of which can be implemented immediately, to provide both patients and staff with more nutritious and satisfying food. Could this create opportunities for your business?
To search for existing food related opportunities, please see results from our category search.


Bids should not just be a list of your capabilities, they need to be a compelling documents that tell a story of why your business is the best to partner with.
With the help of expert bid writer, Jamie Edwards, our ‘Writing Compelling Bids’ online training course will teach you how to write more engaging proposals.
We have availability on the following course dates:
◆ 10-11th November 2020, 1.00pm – 4.30pm
◆ 8-9th December 2020, 1.00pm – 4.30pm

Top OJEU contract award notices

Title: United Kingdom-Stratford: Building installation work
Short description: The mechanical, electrical and public health works for the Victoria and Albert Museum East building at the Stratford Waterfront Culture and Education Development at Queen Elizabeth Olympic Park.
Published By: London Legacy Development Corporation
Date Published: 23 October 2020
Framework/DPS: No
Value excluding VAT: £800,00,00.00
Number of tenders received: 4
Contractors: Imtech Engineering London and South Ltd
View full award notice with your Tenders Direct login HERE

Title: United Kingdom-Telford: Fire extinguishers
Short description: The supply of hand fire extinguisher and bracket.
Published by: Ministry of Defence, DSG, Defence Support Group (DSG)
Date Published: 23 October 2020
Framework/DPS: Yes
Value excluding VAT: £900,000.00
Number of tenders received: 1 (of which were SMEs: 1)
Contractors: Firemark Ltd
View full award notice with your Tenders Direct login HERE

Title: United Kingdom-Bristol: Telemetry equipment
Short description: The supply of multi-parameter water quality instruments in order to equip the Environment Agency with the best evidence gathering instruments available. 
Published By: Environment Agency
Date Published: 23 October 2020
Framework/DPS: No
Value excluding VAT: £4,500,000.00
Number of tenders received: 3
Contractors: Xylem Analytics
View full award notice with your Tenders Direct login HERE

Tenders Direct is the UK’s most accurate tender alert service. We are the only service to guarantee that with us – you’ll never miss a tender.
Visit www.tendersdirect.co.uk to find out more.

Top Contract Award Notices this week 19/06/2020

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In the last week, over 400 contract award notices were published across the UK.
Below you will find our top three notices from the last 7 days. 

Title: United Kingdom-Belfast: Provision of services to the community
Short description: Due to the outbreak of Corona Virus, an immediate and urgent requirement to provide food products to those most in need was identified. This notice details the arrangements put in place due to the urgency of the requirement.
Published By: Flagship Housing Group
Date Published: 12 June 2020
Framework/DPS: No
Value excluding VAT: £6,800,000.00
Number of tenders received: 3
Contractors: Lynas Foodservice | Henderson Foodservice Ltd | Musgrave Distribution Ltd

Access the full tender notice with your Tenders Direct login details HERE

Title: United Kingdom-Norwich: Repair and maintenance services of firefighting equipment
Short description: Contract for the routine servicing, maintenance and responsive repairs of all fire safety, warden call, door entry and CCTV equipment.
Published By: Flagship Housing Group
Date Published: 18 June 2020
Framework/DPS: Yes
Value excluding VAT: £589,698.45
Number of tenders received, lot 1: 11
Number of tenders received, lot 2: 9
Number of tenders received, lot 3: 6
Contractors: M English Security Ltd | Malthouse Security Ltd

Access the full tender notice with your Tenders Direct login details HERE

Title: United Kingdom-Treforest: Advertising and marketing services
Short description: A contract for content and distribution services to raise the profile of Wales as a place to visit, work, invest and more over the next 2-4 years.
Published By: Welsh Government
Date Published: 18 June 2020
Framework/DPS: No
Value excluding VAT: £28,000,000.00
Number of tenders received: 8
Contractors: The Orchard Media and Events Group

Access the full tender notice with your Tenders Direct login details HERE

Are your competitors listed above? Would you like to know their public sector success rate, market share and the types of opportunities they’re targeting? 
With our Competitor Tracking Alerts, you can view their past wins with our five year archive of award notices, and receive alerts when any organisation(s) you choose are announced as winners of above threshold public contracts. 
For more information, please contact us on 0800 222 9009 to discuss further.

Q: Should you offer more than the specification stated in the tender if you know that’s what the buyer needs?

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The short answer is yes, almost certainly!

This knowledge is gold.  Why do you spend time and effort cultivating relationships with potential buyers? So you can more deeply understand their needs so you can then propose solutions that meet and exceed them. 

I’m often faced with the complaint from unsuccessful bidders that the buyer was always going to award the contract to the current supplier. More often than not there is no conspiracy. The reality is just that the incumbent knows more about the buyer than the other bidders and the quality of their submission reflects this. 

The other thing to bear in mind here is how the questions are being scored. For top marks some scoring criteria ask for something like: “fully meets requirement” others might say something like “meets and exceeds requirement”. In this second example to score top marks you are explicitly being asked to go above and beyond the given specification!  Even if it isn’t explicit like this you should always find a way to show how you will deliver value above and beyond what they are expecting. 

Think about your overall proposal plan and work out the most appropriate places to include it. The winning bid is more often than not the one that demonstrates the biggest difference between value and price.  

During my monthly webinars I get asked great questions like the one covered above. By sharing the most common questions on this blog, my hope is that I can help more people find the answers they are looking for. 
 
If you have your own questions or are looking for specific help with your bid, please get in touch. Every week I help clients with their tendering, from bid writing to leading on bid responses. Use the details below to view the range of services we offer or to contact me directly.   

Tel: 07384 818 704 
E-mail: andrew.watson@proactis.com   
Web: View our training and consultancy services  
Web: View our upcoming and on demand webinars 

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