Tag: suppliers

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

drink-864958_960_720 (1)

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

banner-1050602_960_720

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

pexels-photo-1040157

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

darts-102919_960_720

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

Tender Forecasting

deadline-stopwatch-2636259_1920A little heads up can go a long way in the world of public sector tendering. Suppliers usually rely on Prior Information Notices (PINs) to give them a heads up that a contract was soon to be out there to bid on.

PINs are a great way to prepare for a bid response, but the time a supplier has to prepare their bid off the back of a PIN can vary: some PINs can be live for as little as a month before the contract notice comes out.

The longer the supplier has, the better position they are in to make a successful bid. That’s why Tenders Direct has launched Advance Tender Alerts.

Advance Tender Alerts provide suppliers with notifications of tenders, related to their business, up to six months before they expire – covering both above and below threshold opportunities.

Continue reading “Tender Forecasting”

Why we love low value tenders

pound-414418_1920

Low value tenders are those which aren’t published in the Official Journal of the European Union (OJEU) as they are below the EU threshold set at £106,047.

More information can be found about thresholds in our blog post, but what are the key benefits of low value tenders?

For SMEs and companies who have no experience of working in the public sector, low value tenders are a good starting point. Securing a few low value contracts allows smaller suppliers to build up a body of work that can help them go after high value OJEU notices in the future.

Here are the five key benefits of low value tenders:

Continue reading “Why we love low value tenders”

High Speed 2 – A whole fleet of opportunities

railway-673513_1920

Unless you have been living under a railway bridge for the last 10 years, you will know that in 2010 the UK Government approved the plan to create High Speed 2 (HS2): a high speed railway from London to Manchester/Leeds.

Off the rails? Most definitely on. HS2 will shrink the travel time for many commuters and travellers between the cities in the Midlands and London, and for freight by improving lead times on deliveries, that in turn improves customer satisfaction (railtechnologymagazine.com).

HS2 will be one of the most ambitious projects undertaken in this country in recent years. The venture will create tens of thousands of jobs and generate billions of pounds worth of contract opportunities for suppliers in many fields. With 2026 the deadline date for HS2, what have we seen so far in terms of opportunities?

A tender has just been published looking for a supplier to provide them with 54 new high-speed trains along with maintenance, servicing and refurbishment for an initial 12-year period.  This tender is worth £2.75 billion and has the option to be extended for the entire design life of the trains. Continue reading “High Speed 2 – A whole fleet of opportunities”

The tender matchmaker…

picture2

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…”

Public Sector Construction – Getting better all the time

The Public Sector is providing more and more contracts for Construction sector suppliers. Although times were tough for the industry following the recession, things have rebounded and opportunities have never looked better for suppliers and contractors working with the Public Sector. The future looks brighter still with this sector having a projected average growth of 2.6% from 2015-18.

Certain sub-sectors of construction have had significant increases over the past year. A 12% increase in road related tenders, 8% increase in new build tenders, 25% increase in architecture/design team tenders and the biggest increase is in the renewable energy sector (areas like solar power, wind power and geothermal) of around 35%.

With the High Speed 2 project, floods defence work, major road schemes across the UK, along with affordable housing and other projects it’s no surprise that things have rebounded in this sector.

Millstream has created an infographic on this to highlight the key facts and you can view this here: Construction Infographic

More than 4,000 private sector companies use Tenders Direct to find new business opportunities, of those over 950 are construction businesses, accounting for around 22% of the customer base. Tenders Direct work with thousands of public sector organisations in the UK, Ireland and Norway to publicise their contracts, allowing direct access to contracts that many are unaware of. The dedicated research team solely identify contracts and include them within the Tenders Direct database – many of these are smaller contracts that would not be published by the Official Journal (OJEU) or on any other central resource.

The Tenders Direct team, also manually categorise all tenders to ensure that only highly relevant opportunities are provided and therefore personalised to individual preferences and areas of specialism and are sent to subscribers every day.

To find out how Millstream can help you find opportunities in public sector construction, call 0800 270 0249 or visit www.millstream.eu

 

%d bloggers like this: