Sustainable Foundation

Every new venture requires a sustainable foundation!

Business strategy is rarely considered as critical to the foundation, however, it has to be!

Experience teaches us a great deal and more effectively if we learn from the mistakes of other ventures. The saying is “Fail to plan = Plan to fail” consequently create the sustainable foundation.

What materials are required for the foundation?

  1. A marketplace
  2. The skills
  3. Finances
  4. Clear support features
  5. Determination

Anyone who is a Dragons Den or Shark Tank viewer is familiar with the phrases “this is not a business”, “solving a problem that doesn’t exist”.

A sustainable business requires a marketplace that continues to produce demand. For example, the every lasting light bulb could be possible but it renders all other light bulbs obsolete and you only get to sell it once. A hobby is of interest to a few people you know and you can be a master at it, however, that doesn’t mean it will sell enough to sustain you or the business.

Therefore, understand the scope and depth of market the product or service requires and then build the support for it. A personal favourite is the company that introduced a reliable product with the purpose of selling the after care service.

Each element applies to developing your business.

Financial Foundation

Too few new businesses owners plan for months when the targets are missed, that is why so many businesses fail in the first 12 months.

Consequently, the best advice is hold on to 3 months living costs permanently. That creates capacity for poor sales performance, late payment and supplier tardiness.

If you get to the end of the week and you don’t know what’s in the bank then start to get control of the finance. In start-up classes I referred to it as “Old Mother Hubbard”, the affliction of businesses across the world.

Old Mother Hubbard – Wikipedia

One rule that builds respect and financial credibility, pay your own bills on time.

Another, put a credit marker on everyone who is slow to pay. It isn’t unreasonable, because you can’t walk into a supermarket and say of course I’ll and then proceed to eat everything in the basket before you pay.

Realistic Foundations

To dream an impossible dream. When others tell you that you can achieve what ever you want to achieve, there is a truth, if no one is buying you’re not supplying.

So a dash of cynicism hasn’t hurt the planning process. Keep the process honest, based on facts so that the support structures have a real chance to take the load of business development.

The greatest complexity in the whole process needs to be the foundation. Strength comes from understanding that the shape of the building above can change and the foundation remains solid.

Selling Point

Like a building surveyor we test your business foundation, explore where reinforcement is required and what additional structures open new markets to you. Contact me for more detail. There is a world of opportunity and yet businesses still fail. Build on a sustainable business foundation

Business Compliance

New Business Compliance rules and standards for 2021. Therefore, the UK is now an independent trading nation.

UK Business wasn’t ready!

Employment Practice

New rules on working arrangements are now in force. These required action.

The rules focused on employment of economic migrants create new obligations. Every business needed to update policies, procedures and safe working practices.

March 2021, every week I read policies that fail a simple compliance test. Check your practice and policy against this UK Visa Sponsorship for Employers

Import and Export Compliance

Freedom of trade has been replaced by a simple process and documentation. Therefore, 12 months to prepare, businesses were still scrambling in January and February to regularize their position. Why?

Import and Export Licensing check compliance

Business Compliance Public Contracts

Business experience has taught me that companies only adjust and comply when it is absolutely necessary. Consequently, these time critical actions create mistakes and irregularities.

Therefore, Competitive Tendering is the litmus test of your business compliance.

The use of a Standard Selection Questionnaire and an opportunity specification creates the perfect measure of business compliance.

Mark P Trotter Consultancy provides the in depth review of policies, procedures and compliance at a fixed price. Understanding where your business is today improves the winning capacity tomorrow.

Contact the team, because we complete the check in 7 days and guidance steps are clearly detailed.

Win only to lose

Consequently, Winning the competition to lose during the due diligence checks is therefore, humiliating. Avoid the embarrassment, review, amend and compete.

Business is fun, learning to build in a competitive marketplace and then delivering the service is rewarding. However, “you’ve got to be in it to win it” the saying goes.

Mark P Trotter Consultancy support services has designed a range of new products for winning competitive tenders in 2021, throughout UK, EU and using the WTO rules. Contact us to access the products and training.

Successful Tenders

All Successful Tenders begin with a clear response plan. The Public Sector procurement activities demonstrate that small businesses are competitive.

Prepare to Win

Plan the Success Tender response

Learning lessons from other businesses creates a short cut to success. Therefore, here are three things clients do when they want to win.

  • Get to know the buyer
  • Pick the right opportunity
  • Research the background of the bid

Know the Buyer

This often comes across as strange, because there are clear rules about the procurement process. So “we can’t contact the buyer” is the logical response.

Getting the know the buyer is more than talking to them, look at previous tender opportunities, the companies who have been successful – ask “what do they have in common?”

The trend is there, so know where to look.

  • Review spending against the previous contract, often you find a clear indicator, do you require aggressive saving tools?
  • Read the policy documents that count.
  • Review minutes of Council Meetings on Strategy and Development
  • Learn to speak their language

Successful Tenders – Pick the right opportunity

Create the hit list of target clients, looking at their future contract spending plans and be patient.

Often businesses see the value and decide to go for the contract based on that alone. Two powerful tips:

  1. Create the contract boundary
  2. Be realistic about revenue

To mobilize a contract 5 miles away is easier than mobilizing 20 miles or 200 miles. Recognize from contract award to start date is short. Generally allow 4 weeks, set a 4 week bedding in and trouble shooting period and then 4 week evaluation of performance. Keep this simple!

If you turnover £50,000 a year who will award a £500,000 contract to you? It happens but you have to be clear on how the plan works. Safer to begin with 2 x £25,000, growth in turnover is doubled without the level of risk. Once the contracts are performing add 2 x £40,000 plus contracts. Within 18 months you’ll be winning £500,000 contracts. Have a realistic growth model.

Where can I find the right opportunities? Do I have to pay for the service? Two free sites for you to review a couple of times a week:

Sign up with the procurement portals and set your alerts properly. Cutting corners and bidding for everything will keep you busy, it makes successful tenders very challenging when looking at value for money.

Success Tenders – Research the background

Every Public Spending Review weighs the value for money in services that Government procure. Therefore, the Civil Service invest time and resource to present a clear rationale for the spend. That spending rationale responds to key themes in Government.

Right now if you want to be successful the cross cutting theme that creates interest remains “Protect the NHS”. Then look at Social Value and what it means to the department spending, what are they doing? Equality, inclusion, youth employment and education are constant messages that raise the evaluation scores.

Be bold and read everything about your prospective client because you are going to want to keep the contract for years.

Success Tenders – The Incumbent

Surprisingly easy to beat because preparation begins late for most incumbents. However, the opposite should be true. In another post I’ll explain how to beat an incumbent. Preparation for A successful tender rebid begins as soon as the mobilization process is complete and as the contract rolls on builds the additionality and added value for the next time you have to tender.

Sales Point

Successful Tenders begin with a structure, foundation and strong direction. Know the plan, share the plan and keep to the plan.

For winning to become a habit prepare for every bid as though it were the first.

Never lose sight of the objective – making money follows planning excellence.

To find out more contact us

Welcome to winning services

Welcome to our winning services, we know “First Impressions” are important in business. However, we can get hung up on them! Also, the “USP”, pitching, return on investment, corporate social responsibility!

Consequently, we have ditched the jargon! Save the business speak for the right time and place. Our team is there to support the development process. Therefore, the services are designed to support your business, no fuss, no fanfare.

Experience

The first contact remains the most challenging in any business relationship. We talk of “first impressions”, however, whatever the importance of those first few seconds and the reality is:

“All things being equal, people do business with, and refer business to people they know, like and trust.”

Bob Burg – “Endless Referrals”

Therefore, specialists with a wide network of contacts are to be viewed as an opportunity to build resilience in your business. The stronger the contacts the deeper the resource pool.

With access to years of experience in public, private and charity sector project management, business development, and procurement winning solutions are a habit.

Marketing / Content

Often when we work alone it is easy to over-complicate things. A few hours of a skilled marketing professional’s time can be invaluable.

Creating a tailored copy for your website is vital, or just structuring your thoughts for a blog. Small business owners often attempt to meet the daily challenges by doing everything themselves and consequently, not quite achieving everything. Therefore, work SMART and SMARTER, access the skills you need when you need them.

It easy to become the most expensive form designer, customer service rep and admin worker in your own business, the same applies to written material and content writing.

One example:

Social Care

UK Councils are discussing the need to cut contracts and reduce prices. For many smaller care businesses that should be great news.

However, because of contract pressure, these service providers only have time to react to the proposed change. Access to a specialist service can make all the difference. For example:

Care Quality Commission (CQC)

KKS Management provide all the support required for a successful application.

Content Creation

Corporate Communication

pippin Consulatncy – Catherine provides Compelling Content for Annual reports, corporate responsibility brochures, staff handbooks, …

Tender Management

Mark P Trotter

Specialist business support including comprehensive tender writing services. Winning contracts prepared by experienced bid writers

The advantage of working with skilled practitioners is financial, you pay for what you need, task-driven and highly professional individuals focused on delivering high-quality products.

MT Management is a site in development so for more information follow the links to KKS Management and Pippin Consultancy or Contact us