Tag: Public procurement

Case Study: Bridgeway Consulting Ltd

Queen_s Award

Bridgeway receives The Queen‘s Award for Enterprise: Sustainable Development – 2017

In this case study we speak to Business Development Specialist Tom Foster to find out more about Bridgeway Consulting Ltd and their experience of using Tenders Direct.

Background

Formed in 1995, Bridgeway Consulting Ltd provide a multi-disciplinary portfolio of engineering services with extensive experience working on small, medium and large projects across the UK and internationally. Priding themselves on an exemplary safety record and acknowledging that safety, productivity and business performance go hand in hand, their company ethos is “the 3(E)S”: Exceeding, Expectations, Everywhere, Safely.

Services

  • Structural Examinations (including confined spaces, rope access and diving)
  • Infrastructure Services (including Signalling, Design and PWay)
  • Geomatics (including BIM, Monitoring, Topographical Surveys, Aerial Surveys, Utility Detection and CCTV Surveys)
  • Site and Ground Investigation (including Slope Drilling and Ecology)
  • Railway Track Access (Possessions, AC/DC Isolations)
  • Railway Training and Assessment, HSQE & Assurance Services.

Recent awards

  • The Queen’s Award for Enterprise Sustainable Development – 2017
  • London Stock Exchange Top 1000 Companies to Inspire Britain – 2016 & 2017
  • Nottinghamshire’s Top 200 Companies – 2016 & 2017

Q&A

Bridgeway has become a leading contractor since it was founded in 1995. In terms of your business strategy, what has contributed to this growth?

Offering high quality services and ensuring that we have a diverse client base has been key. We are principle contractors for Network Rail so much of our work comes via their supply chain, but we also work with a wide variety of other clients including local authorities such as councils in Durham, Bradford, Rotherham, Lancashire, and Nottingham to name a few.

As a company we put a premium on safety, quality, community, and sustainability. This approach has put us in a strong position when bidding for new work and helped us develop long lasting relationships with clients. With changes in our industry over the years, we’ve also learned to be ready to re-invent ourselves and adjust our focus if need be.

How did you find relevant public contracts before you subscribed to Tenders Direct?

We were registered with various free websites like Sell2Wales and Public Contracts Scotland. We’d regularly monitor around five or six main websites, but we found that we’d often be duplicating the information. With so many different sources, we were also concerned that we may have been missing out on opportunities.

Tender notices that we picked up from these sources were often displayed in different formats which made things that bit more difficult. A great deal of effort had to go into giving ourselves full coverage, so we’ve cut out a lot of admin and saved a great deal of time since we subscribed.

Is business development more straightforward since you subscribed?

It’s more streamlined now that all our public sector leads are pulled into one place and displayed in the same format. We provide 20 different services so making sure we have full visibility of relevant opportunities in any given region is very important.

The way our alert profile works is an advantage, with separate keyword categories relating to each of our services and the ability to filter the notices by service and region. Numerous team members have access to the platform, so having a dedicated account manager responsible for updating our settings prevents changes being made to our coverage without being authorised by the named administrator.

What advice would you give to companies trying to win their first public contract?

Try to establish where you sit in the market and take the time to understand the structure and processes involved. Don’t take a scattershot approach to which contracts you bid for. There’s no point investing large amounts of time and resources in a bid when the odds are stacked against you, so don’t just dive in. Select your targets carefully and make sure you’re offering a high quality service, not just a cheap one.

Upcoming Free Webinars

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Looking to learn but too pushed for time? With our free webinars you can join us on your lunch break or watch previous recordings at your leisure. Lasting no longer than an hour, we cover a variety of topics relevant to suppliers. Our next live sessions explore different types of tenders, why they are important, and how to find and win them.

 

Finding and Winning Low Value Tenders – Tuesday 17th July 1.00pm – 1.45pm

Low value tenders can be of huge value to suppliers of any size, but are not subject to the full raft of regulatory requirements and can be difficult to find. This webinar provides:

  • An explanation of what low value tenders are
  • Advice on why they are useful for suppliers
  • An explanation of how to access them
  • An outline of what rules and regulations govern low value tenders

Book your place!

 

Frameworks and DPS – Wednesday 18th July 1.00pm – 2pm

The use of Frameworks and Dynamic Purchasing Systems (DPS) is on the rise, but many suppliers are unsure of exactly what they are and how they work. This webinar provides:

  • A description of what a framework is and how it operates
  • A description of a DPS and how it differs from a framework
  • An explanation of how to find these opportunities
  • Examples of ‘call-off’ mini competitions from frameworks and DPS

Book your place!

 

View details of our full day training courses

Simple Strategies for Success: Take the Initiative

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In his poem Calmly We Walk Through This April’s Day, Delmore Schwartz observed that “Time is the fire in which we burn”. Anyone familiar with tender submissions will probably have sympathy with this sentiment. After finding a promising contract, it can be quite a struggle to prepare a bid within a limited time-frame while staying on top of existing commitments.

Many suppliers tell us that racing to meet tight deadlines while wading through piles of bid documents only to be rebuffed after all their efforts makes them less inclined to bother bidding at all. This kind of “reactive tendering” can be both exhausting and futile, so what can you do differently?

Try giving yourself a head start by scoping out your targets in advance. Is there a particular buyer you’d like to contract for? If you can build even the most modest relationship with them you can gain useful intelligence about their specific needs and procurement strategy. When they go out to tender, this can help you make your bid as bespoke as possible.

Is there an existing contract that you missed out on or are now in a position to go for? If you establish when it is due for renewal and start your preparations months ahead, you’ll have much more time to perfect your pitch without feeling pressurised. This will leave competitors who only became aware of it when the tender notice was published rushing around while you calmly put the finishing touches on your submission.

Explore our free resources for suppliers

Learn how Advance Tender Alerts can give you a head start

Simple Strategies for Success: Knowledge is Power

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Most of us are familiar with this quote widely attributed to Albert Einstein: “The definition of insanity is doing the same thing over and over again, but expecting different results.” It transpires that there is no record of Mr Einstein saying this, but there is truth to it regardless.

Suppliers struggling to win public contracts should keep this maxim in mind when considering their next move. If your bid has been knocked back, it is crucial that you find out why and take corrective action. Where did you fall down? What were you unaware of? How can you improve?

We find that one of the more common missteps made by aspiring contractors after unsuccessful bids is failing to seek as much feedback as possible from buyers and not conducting a detailed assessment of what they could have done better. Instead of allowing your efforts to be wasted, why not use them to your advantage?

Once a contract is awarded, suppliers are entitled to feedback from buyers including a breakdown of their scores and the characteristics and advantages of the winning bid. Conducting a thorough review of your submission with the information available can provide a wealth of applicable knowledge about your strengths and weaknesses.

Persisting with the same stale strategy may not be insanity, but it is certainly not sensible. If you learn lessons, hone your skills, and adjust your approach, you’ll be a much more powerful presence in the next competition.

Click here to explore our free resources for suppliers

Click here to learn about our bid review service

Simple Strategies for Success: Be Pragmatic

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One of the most common pieces of feedback we receive from subscribers trying to win their first public contract is that they are tired of being knocked back from promising opportunities, with many minded to give up entirely and focus their efforts exclusively on the private sector.

This is entirely understandable when time and resources are minimal and the workload involved in bidding so substantial, but companies in any industry need diverse revenue streams in order to prosper and grow. Winning your first tender is not so much about the here and now, but about the future: once you have your foot in the door, many more opportunities will open up to you.

In our experience, it pays to be pragmatic when selecting your target. Larger contracts are unlikely to be awarded to a supplier with no previous public sector experience, so below-threshold procurements should be your focus; they may not be worth millions, but winning just one can prove to be a vital stepping stone for any company aspiring to win large government contracts.

In other words, don’t try to run before you can walk. Be selective about your bids and focus on winning one of the more modest contracts in order to give yourself the best chance of success. Your first win allows you to demonstrate your capabilities and gain vital references, which will be invaluable when making your pitch for a larger and more lucrative contract.

Click here to explore our free resources for suppliers

SME week – 6 SME resources we love

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SME informationThe business world is ever changing. To keep on top of the latest trends, it’s important for SMEs to have a resource bank of insider tips and knowledge. We have compiled a list of our top five business resource websites so you have a go-to list of sources to help inform your business practices.

  1. Bdaily Business Blog

Bdaily was founded in 2009 and provides timely news, advice and opinion content useful for SMEs. What’s good about Bdaily is that you can target news stories for specific regions in England: North East, North West, Yorkshire and London as well as national and international coverage.

  1. Gov.uk

If you’re looking for a range of advice for your small business or startup, or even if you’re just in the planning phase, gov.uk has a range of resources: advice on writing a business plan, financial planning and support, and links to the various schemes the government runs.

  1. Smallbusiness.co.uk

With a dedicated Q&A section maintained by small business experts, smallbussiness.co.uk is the hub for start-ups and SMEs looking for insider knowledge. The site covers the most important topics and advice for SMEs covering finance, business management and technology.

  1. Federation of Small Businesses

Established 40 years ago, the FSB provide a wide range of business services to their members. What makes them stand out is their legal edge: online you can access fact-sheets, legal documents and read their blog to get into the nitty gritty of regulations.

  1. Startup Britain

A ‘national campaign by entrepreneurs for entrepreneurs’: Startup Britain offers inspiration, resources and guidance to help people start and grow their own business. Startup Britain have local support centres and run events which you can find via their interactive map online.

  1. Tenders Direct – Things to help you

For guidance specific to public sector tendering, our ‘Things to help you’ section on Tenders Direct has guides, infographics and handy procurement links to help suppliers with their procurement exercises.

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The tender matchmaker…

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It’s Valentine’s Day. That time of year when people pay attention to the special connections they have in life and take a bit of time to celebrate them. Or maybe you are still looking for some special connections? Still searching for that one relationship with long term potential, stability and plenty of money…

Of course, here we’re talking about your business connections – specifically your connections with public sector buyers and tendering. With contract life spans of three years plus, 30 day payment terms and a high chance of you retaining a contract once you’ve won it once – what’s not to love? Continue reading “The tender matchmaker…”

Excluding suppliers based on poor past performance

All of the UK has now transposed the new EUunacceptable Public Sector Directive 2014. One of the existing provisions is that buyers now have a discretionary right to exclude suppliers based on poor past performance.

We have all heard the stories. A supplier winning a contract because they make all the right promises, but when the contract starts, they just don’t meet the standards expected. The buyer is not happy. They are stuck in a contract that most likely ends up costing them more. In addition, the suppliers that didn’t win are demoralized. What is the point of bidding when other suppliers just lie and win? Therefore, this is a welcome provision by many, a hope of getting rid of the unscrupulous operators in the market.

But is it that easy? As a buyer, and you have had a bad experience with this one supplier who is bidding on your contract – or you have heard about their poor performance from someone else – can you decide to exclude them just like that?

Continue reading “Excluding suppliers based on poor past performance”

Procurement terminology: what are ‘small’ lots?

In public procurement, lots, and in particular ‘small lots’ small lotare often an area of much confusion. What is a small lot and what does the small lot threshold mean?

Hopefully this SMALL blog entry will answer a LOT of your questions.

Continue reading “Procurement terminology: what are ‘small’ lots?”

Will we see an increase in SMEs winning contracts in Ireland?

The Irish Public Sector spends €8.5 billion on goods and services annually.  Is your company getting a slice of this cake? Have you considered how to get into this market?

Did you know that if you are among the 99.7% of active enterprises in Ireland defined as an SME, statistically speaking, you have a higher chance of winning a contract than SMEs in the rest of EU? Where the European Commission reports that SMEs win 45% of the aggregated value of contracts, the Office of Government Procurement has previously reported that SMEs win an estimated 66% of contracts in Ireland.

Continue reading “Will we see an increase in SMEs winning contracts in Ireland?”

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