Finding Opportunities

Focus on Growth

Public Sector Contracts – Finding Opportunities

Portals provide information on contract opportunities, valued at billions of pounds each year. This week for example 501 opportunities.

The sectors include:

123 opportunities with values over £1,000,000. Therefore, are Small and Medium Sized businesses growing into these contracts?

Repeating Opportunity Searches

It is strange how as a business with direct sales employees there is an expectation that contract sizes and complexity continue to grow. Contrast that with Public Sector Tender Opportunities, the experience repeats itself, the same contracts, same value and little difference in delivery.

Consequently there is a growing issue! Experienced Medium Sized Companies compete with micro and small businesses for the same market share. Failing to use the experience gain to fuel business development and growth.

Contract volume – the number of similar contracts is an indication of atrophy, both financial and development.

Create the Strategy

Develop the ratio approach. Every three small contracts generates interest in one new contract double the size. For example, three contracts valued at £75,000 pa amount to £225,000 turnover, therefore adding a new contract at £150,000pa is a reasonable step.

This method applies is the small contracts are £15,000 in annual value – the principle remains the same lay the trifold foundation and continue to grow.

Create Economies of Scale

Winning Contracts from the incumbent provider is easier than businesses realize because there is a failure to accept the need for reduced infrastructure costs. As each new contract is added the core costs necessarily reduce, however, businesses tend to leave the costs where they are. Pay attention to the detail.

The example that springs to mind linked to the HR costs of a cleaning company, the rate for the first 24 employees is fixed, from 25 to 100 again the rate is fixed. So the company paid £1,000 to the HR consults per month for the first 100 employees. However, the real cost of employees reduced as new staff were recruited. Therefore, the hourly rate failed to reflect that reduction.

Be clear with the bid or tender writing team on cost centres, consequently, these minor economies of scale win contracts, increase margins and keep the content fresh.

Conclusion

  1. Expand the knowledge of opportunities.
  2. Increase the value
  3. Find the economies of scale – every penny counts
  4. Keep opportunity selection at the heart of the business development strategy
  5. Grow with confidence

Contact

Public Tenders

Competitive Public Tenders cause so many headaches for business.

Experience in the EU demonstrated that UK Business had not prepared. Small Business took time to capture a real market share.

Now there is an opportunity to shape the Public Tenders for your business.

Competitive Public Tenders

The idea that special skills are required to secure contracts is a misstatement. Winning all competitive work is down to a combination of events. Therefore, prepare well, understand the competitive approach the buyer is looking for and ensure you have enough time.

What makes tenders competitive?

  1. Lean – ensure it doesn’t carry unnecessary content!
  2. Accuracy – state facts by all means but ensure they are correct!
  3. Compelling Content – style counts, winsome words win contracts!

How do you improve the chance of winning?

  • Understand the competitive approach – know the buyers strategy
  • Prepare every response as though it is the first
  • Work at the content all of the time – add real value to a tender by improving and updating content
  • Never stop trying to improve on the last one – get your scores, especially when you win

Know when to Employ a specialist

Not every tender requires a bid writer or a writing team, for example why pay to get on to a framework if you were already success in a previous competition. Take the template and work with the formula.

Yes I’m a tender writing specialist but if you don’t require my support I will let you know. Paying £1,000 for something you can do the bulk of yourself is throwing away good money. So discuss the tender, chat for half an hour and work out what is really required.

Stay lean, remain agile and be competitive that ensures winning Public Tenders is never accidental or a surprise.

Call me or contact via email if you want more information or to join the next Workshop Public Tenders – Introduction to Winning

Preparation

Preparation
Preparation and planning

Preparation! Winning Tender Writers build a foundation for successful bidding. Therefore, the preparation time is critical.

The Gift

“O wad some Power the giftie gie us

To see oursels as ithers see us!”

Robert Burns

This is the gift described by Robert Burns and business owners can do something about what the Buyer sees.

Although, the public image isn’t the first step in the due diligence process our public reputation can pose a problem.

Check
Check your profile

An example: A Care Provider presents evidence in their bid document that states they respond to and resolve every complaint.

Based on the information they have presented it would appear correct and complete.

However, the local care providers database has a clear complaint about the service, it has been read frequently. The Care Provider has ignored the complaint. Therefore, public evidence contradicts the bid.

As a buyer reviewing your evidence would I be confident that the information presented was accurate?

Consequently when preparing to bid set aside some time to review your public profile. Always do something about outstanding criticism.

Evidence

Proof of competence requires preparation. Take time to gather real evidence.

All of us have encountered academically skilled individuals, however, they lack competence at point of delivery.

On paper, the qualification looked right, in practice, there was still a distance to be traveled.

Therefore, our evidence needs to be gathered over time and from a variety of independent sources. Focusing on Care Providers, one round of surveys provide a snapshot. However, effective preparation ensures access to a wider data set.

Winning Tender Writers know how to present the evidence “what you do”, “why you do it”, “what your existing clients think”. The evidence comes from your customers.

Preparation Never Ends

The key to winning tender writing is constant preparation. Gathering, collating, and presenting evidence of competence of service is never rushed.

The Offer

The team at Mark P Trotter focuses on ensuring that your business is tender ready.

The document review is a simple step but important. (I’ll explain why in another blog”) Public profile, again straightforward enough. Evidence of what you do is relatively easy.

However, combine and present that information for Winning Tenders and the challenge has changed.