Category: suppliers

Top Contract Award Notices this week 19/06/2020

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?

 

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 

Top 5 bid writing mistakes: Overlooking key details

In this series of posts, I am addressing the common errors that occur time and time again when writing bids. Below is our 5th and final post which will address the following mistake: 

Overlooking key details 

It sounds obvious, but not answering questions properly is one of the main causes of harsh feedback from buyers. The reason this happens can be attributed to many of the points mentioned earlier in this series (links provided at the bottom of the page). Attention to detail is important to fully comprehend what is required, and to make sure it has been exhaustively covered in your response. 

It is important that you ask for clarifications if you think there is any ambiguity in the questions. There is normally a window of time where this is allowed, so make sure you’ve fully reviewed all the documents and submitted all queries before the window closes. 

I’d strongly recommend establishing a checklist to answer off points one at a time, paying close attention to detail. There is a formal way to do this called a compliance matrix.  Their format can vary but basically you pull apart all the documentation in the tender and write down every single requirement.  You can then reference in the matrix where you have addressed the requirement in your response. This will ensure you are covering off absolutely everything that is being requested.   

You can even (where format and word count allow) include a simplified version of the matrix (known as a response matrix) in your submission to make it easier for the assessors to reference your answers and demonstrate your full compliance.     

I created a simple template that I use to help people get you started; I would be happy to send you a copy, just drop me an email at andrew.watson@proactis.com.


This post concludes my series of the top 5 common mistakes made when writing bids. I really hope you have found these posts helpful. If you would like to learn more about the tendering process and develop your skills, I currently run monthly webinars you might find useful. 
 
In the meantime, if you’re 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   
View our upcoming and on-demand webinars  
View my range of consultancy services  


Other posts in the Top 5 Bid Writing mistakes series:
1 – Failing to prepare and preparing to fail
2 – Biting off more than you can chew
3 – Not knowing how your pricing fits into your strategy
4 – Too little, too late

Top Contract Award Notices this week 29/05/2020

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-Liverpool: Construction work
Short description: Refurbishment of the Seacombe landing stage and booms, and replacement of both passenger and vehicle linkspan bridges.
Published By: Merseytravel
Date Published: 25 May 2020
Framework/DPS: No
Value excluding VAT: £ 5,935,960.70
Number of tenders received: 5
Contractors: John Sisk and Son Ltd

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


Title: UK-Stirling: Castleview Low Carbon Hub
Short description: To develop the current Castleview Park and Ride site into a Low Carbon Hub.
Published By: Stirling Council
Date Published: 28 May 2020
Framework/DPS: No
Value excluding VAT: £1,299,077.18
Number of tenders received: 4
Contractors: FES Support Services

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


Title: United Kingdom-Liverpool: Fire-prevention services
Short description: The scope of the contract is for the provision of: compartmentation surveys, active works, passive works, follow on and remedial works.
Published By: Onward Group Ltd
Date Published: 28 May 2020
Framework/DPS: No
Value excluding VAT: £1,299,077.18
Number of tenders received, lot 1: 6
Number of tenders received, lot 2: 5
Number of tenders received, lot 3: 8
Number of tenders received, lot 4: 7
Number of tenders received, lot 5: 8
Number of tenders received, lot 6: 10
Number of tenders received, lot 7: 7
Number of tenders received, lot 8: 6
Number of tenders received, lot 9: 6
Number of tenders received, lot 10: 9
Contractors: Fieldway Supplies Ltd | Flame Hold Ltd | Openview Security Solutions Ltd | Frank Rogers Building Contractor Ltd | EFT Systems Ltd | Novus Property Solutions Ltd | TF Jones Property Services Ltd | Neo Property Solutions Ltd | Jackson Jackson and Sons Ltd

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.

Top 5 bid writing mistakes: Not knowing how your pricing fits into your strategy

In this series of posts, I am addressing the common errors that occur time and time again when writing bids. Below is our 3rd post and will address the following mistake: 

Not knowing how your pricing fits into your strategy 

Often businesses, or the individual in charge of tenders, will focus on pricing for a tender, but there is a need for a more comprehensive decision-making process of which price is only a part, albeit an important one. In other words, agreeing one number is not a strategy. A price should be agreed upon following the implementation of an overall bid strategy and not the other way around, or in isolation from the bid strategy.  These are the main issues we see, where pricing is either decided on its own, or looked at too late and not aligned to the offer as a whole. Either approach isn’t fit for purpose as there is always a need to understand the drivers behind your prices.  
 
For example, you should ask yourself: 

  • What is the context of your chosen prices in regard to your entire offer? 
  • Are you able to offer unique value adding services or are your competitors able to offer exactly the same? 

Knowing the competitive environment and the key drivers for the customer are paramount to making good decisions.  The prices need to balance your chances of success with the value derived for the contract, which won’t be possible if you don’t give your pricing the time and contemplation it deserves. 

There are ways to look at this in more detail. For example, from our contract award database we could provide you with information about who specific contracts were awarded to and their values going back five years. From here it would be possible, by looking at the spend reports from individual public sector authorities, to start estimating how much incumbent suppliers are charging for their services. This type of analysis can help prevent your pricing strategy from being a shot in the dark.  
 
If you are interested in using contract award data to inform your pricing strategies, you might be interested in our Competitor Tracking Alerts. Not only do we offer a five year archive of contract awards, you can also track an unlimited number of competitors and receive alerts whenever they win high value public contracts.


For my next post, we’ll look at the the issues associated with leaving things to the last moment.

In the meantime, if you’re 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: 07384818704
E-mail: andrew.watson@proactis.com  
Web: View our training and consultancy services 


Other posts in the Top 5 Bid Writing mistakes series:
1 – Failing to prepare and preparing to fail
2 – Biting off more than you can chew
4 – Too little, too late
5 – Overlooking key details

Q: What are my chances of winning a tender?

A lot of people seem to have doubts about their chances of winning, and this is a very common question. 

Q: Is there any chance of winning at all? 
 
Of course there is! Bidding is not like the lottery, where winning is purely down to luck, it’s usually a very fair process. Your chance of winning depends on the quality of your submission and how it compares to your competition.  
 
The psychology of bidding is a quite complex and expansive topic.  It’s natural to get down on the process if you are consistently getting unsuccessful letters. The reality is that tenders are nearly always published in good faith and are designed to identify the best suppliers to then award the work to. If your results are consistently not what you would hope for then you need to reflect on what is going wrong, rather than just blaming the process.   

At the risk of giving away trade secrets, proposals measure two things; 

  1. Your capability to meet the buyer’s requirements
  2. Your capability to complete tenders to a high standard. 

You normally need both to be successful. Being great at one and terrible at the other won’t work. It’s worth reflecting on where you think you have issues:  
 
Are you not winning work that you feel is absolutely perfect for you and you have a great track record of delivering? It’s probably your tendering that’s letting you down.  
 
Are you bidding for things speculatively that you don’t really have experience delivering?  Then it’s probably your organisational capability. 

Always ask (and ask again if required!) for feedback from each and every unsuccessful tender.  Use this feedback, and do an internal debrief (lessons learned) after each submission. This should help you identify where the issues lie and drive improvements for future submissions. Don’t despair, just be honest and the ways to improve should be clear. 


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: 07384818704
E-mail: andrew.watson@proactis.com  
Web: View our training and consultancy services 

Top 5 bid writing mistakes: Biting off more than you can chew

In this series of posts, I’m addressing the common errors that occur time and time again when writing bids. Below is our 2nd post and will address the following mistake: 

Biting off more than you can chew 

Bid submissions can often be handled like a hot coal, with just one person eventually assigned to handle a submission in isolation. This inevitably leads to issues, misunderstandings or an underestimation of the time and resource required. You need to have the right people engaged and contributing to the bid from the beginning, and across the breadth of a business, in order to fully represent its capabilities. 

Too often we also see organisations respond half-heartedly to too many bids. You need a robust process in place for deciding whether to bid and then for the opportunities you do pursue, ensure that you give the bid your best effort. 

We consistently find a direct correlation between the level of resource employed in preparing proposals and success rate.  In short, bids should be a collective business effort, the more effort you put in, the better the outcomes. 

Responding to bids is a group effort, and as the person responsible for the bid, you will need to effectively manage your team to deliver the best results. To achieve this, you should consider: 

Choosing the right people – do you have the support of the key people needed to write this bid? 
Check your resources – do you have access to all the information and documents you will need, are they stored centrally for easy access? 
Setting clear goals – does your team know what they have to achieve and by when? 
Managing relationships – does your team know how their work impacts their colleagues and on time submission? 
Keeping everyone engaged – you may be keeping them informed, but are you doing it in a way that keeps them motivated and engaged? 
Tracking multiple projects – have you delegated responsibilities or utilised some form of bid management software to track progress?  
 
If you can answer these questions with a positive yes, you’ll be set-up well for tackling your submissions. If you are feeling swamped, it could be because you have taken on too much and your organisation needs to look more closely at how they are resourcing bids. If it’s because you are struggling to track the progress of multiple bids from start to finish, you need a system to support you – and I would strongly recommend Opportunity Manager. 

Opportunity Manager is available to all Tenders Direct subscribers, and is an incredibly simple yet efficient bid management tool. It’s designed to bring all of your notices into a single, customisable pipeline view – allowing you to check the status of all your bids at a glance, schedule tasks and reminders and centralise all of your bid documents. If this sounds like something you need, you can request a free demo of Opportunity Manager.


In my next post, I will cover the issues associated with not creating a proper pricing strategy.

In the meantime, if you’re 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: 07384818704
E-mail: andrew.watson@proactis.com  
Web: View our training and consultancy services 


Other posts in the Top 5 Bid Writing mistakes series:
1 – Failing to prepare and preparing to fail
3 – Not knowing how your pricing fits into your strategy
4 – Too little, too late
5 – Overlooking key details

Changes to procurement policy: Use of Procurement Cards

The Government has been very responsive in making changes to procurement policy to help protect suppliers, their workforce and their supply chains during the COVID-19 pandemic.

Their latest PPN: Use of Procurement Cards, is aimed at maintaining cashflow to suppliers, while also ensuring the public sector is able to access goods and services quickly.

What has been introduced with this PPN?
Procurement Cards are being highlighted as the preferred method for purchasing goods and services, and the key points from this document are:

  • Single transaction limit increased to £20,000 for key card holders
  • Monthly limit on procurement card spend set to £100,000
  • Monthly procurement card spend in excess of £100,000 is permissible to meet business needs.
  • Opening up of more purchase categories providing access to a greater range of goods and services.
  • Above points apply to all Central Government Departments, their Executive Agencies and Non Departmental Public Bodies.
  • Effective immediately as of 6 April 2020

What are procurement cards?
Procurement Cards are essentially charge cards used to purchase goods and services directly. These cards allow for instant payment and avoid the need to go through any forms of purchasing processes.

What is the benefit of using Procurement Cards?
The instant transactions are the major benefit to suppliers, receiving prompt will help them to protect their business, their employees and their supply chains.

By making Procurement cards the preferred payment method and increasing their spending limits, the Government is helping contracting authorities follow the instructions set out in previous PPN: Supplier relief due to COVID-19 – which focuses on prompt payment to support businesses and protect jobs during the COVID-19 outbreak.

Where can I view the full PPN: Use of Procurement Cards?
Click here to read the full PPN on GOV.uk


Top Contract Award Notices this week 10/04/2020

In the last week, over 550 contract award notices were published across the UK – below you will find three of the top notices from the last 7 days. 


Title: United Kingdom-Caerphilly: Tyres for heavy/light-duty vehicles
Published By: National Procurement Service (Welsh Government)
Date Published: 03 April 2020
Framework/DPS: Yes
Value excluding VAT: £64,000,000.00
Number of tenders received: 9
Contractors: Vaculug Technologies, Tructyre Fleet Management Ltd, Direct Tyre Management Ltd, Exhaust,Tyres and Batteries (Worcester)Ltd, Inn Tyres Ltd, Kp Tyres, Tuf Treads, Protyre-Celtic Tyres

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


Title: United Kingdom-Runcorn: Pharmaceutical products
Published By: The NHS Commissioning Board (Operating Under the Name of NHS England)
Date Published: 07 April 2020
Framework/DPS: Yes
Value excluding VAT: £445,000,000.00
Number of tenders received: 6
Contractors: AbbVie Ltd, Amgen Ltd, Biogen Ltd, Fresenius Kabi Ltd.

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


Title: United Kingdom-Bedford: Construction work for highways, roads
Published By: Bedford Borough Council
Date Published: 09 April 2020
Framework/DPS: No
Value excluding VAT: £20,000,000.00
Number of tenders received: 4
Contractors: Hanson Quarry Products Europe Ltd

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. 

Public sector contracts are still being published

While things may seem a little uncertain, we can assure you that there are still plenty of public sector contracts being published. We are keeping track of the number of  tenders we source, categorise and publish each day, and we have to say it’s looking good.

In March 2020 we saw: 

  • 2,938 new UK public sector tenders for March 2020 
  • 1003 new ROI public sector tenders for March 2020 
  • 20537 new EU public sector tenders for March 2020 

At the time of writing, on Tenders Direct we have: 

  • 2397 live UK tenders 
  • 885 live ROI tenders 
  • 20513 Live EU tenders 

These numbers mean there are an incredible number of opportunities for you to secure business now and in the future.

If you supply the public sector with goods or services that are in high demand right now, please keep an eye out for notices with accelerated timescales. Recent UK policy changes allow public sector buyers to speed up tendering procedures in order to secure resources as a ‘matter of urgency’.  

There may be increased competition for tenders with companies exploring new options of securing future business. If you have any doubts about the quality of your submissions, and would like some assistance, we do offer a range of virtual consultancy services.
Our experts can review your bids and highlight where you are going wrong or even take a more active role in the preparation of your submissions. 
If you would like any support, please get in touch on 0800 222 9009 or at support@tendersdirect.co.uk 

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