How to SELL to the PUBLIC SECTOR in Lincolnshire Lincolnshire Procurement Forum

How to SELL to the PUBLIC
SECTOR in Lincolnshire
Lincolnshire Procurement Forum
Business context
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Treaty of Rome
– Came into force: 1 January 1958. Created a common
market aimed at facilitating the movement of goods,
services, capital, and labour. Abolished all internal tariffs.
Established a common agricultural policy (CAP) and a
common external trade policy.
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European Union Directives
– Adopted into UK law. Consolidated January 2006
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Public Contracts Regulations 2006
– Came into force 31 January 2006. Ensure that public
sector bodies award contracts in an efficient and nondiscriminatory manner.
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Local regulations
– Vary between public sector bodies
Lincolnshire Procurement Forum
The Public Sector
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Spends over £100 billion per year on supplies and services
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employs more than 25% of the UK workforce and includes:
– central civil government departments and agencies;
– the NHS and its local trusts;
– the Ministry of Defence;
– the Northern Ireland Assembly, the National Assembly for Wales and the
Scottish Executive;
– local authorities;
– universities; and
– colleges.
Lincolnshire Procurement Forum
Procurement made Simple!!!
Lincolnshire Procurement Forum
Agenda
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What is Procurement?
Who is involved?
What are we looking for?
Where do we advertise?
Rules and Regulations
Lincolnshire Procurement Forum
Facts and Figures
Organisation
Boston
Spend
(2005/6)
Suppliers
8,193,700
1471
East Lindsey
21,674,442
1,719
City of Lincoln
28,201,339
2,258
North Kesteven
6,655,697
769
18,742,649
1,998
8,147,677
1,299
10,174,626
1,438
Lincolnshire County
566,137,216
20,108
University of Lincoln
36,000,000
2,800
United Lincolnshire Hospitals
49,964,000
1,689
Lincolnshire Police
20,285,680
2115
South Holland
South Kesteven
West Lindsey
Total
738,177,026
Lincolnshire Procurement Forum
Local Purchasing
Lincolnshire Procurement Forum
Small & Medium Size
Enterprises
Lincolnshire Procurement Forum
Why Bother
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Internal Contract regulations
– Varies from organisation to organisation
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Audit requirement
European Directives
– European guidelines but
– UK legislation
Lincolnshire Procurement Forum
Initials
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OJEU
PQQ
ITT
MEAT
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SME
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Official Journal of the European Union
Pre Qualification Questionnaire
Invitation to Tender
Most Economically Advantageous
Tender
Small and Medium Sized Enterprises
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Small = 1 to 49 employees
Medium = 50 to 250 employees
Lincolnshire Procurement Forum
Notices in OJEU
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PIN - Prior Information Notice
– Published at beginning of financial year, or as
soon as possible
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Contract Notice
– Prepared for each contract – must follow set
criteria and include specific details
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Contract Award Notice
– Must be despatched within 48 days
– Includes contract price
Lincolnshire Procurement Forum
Thresholds
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31st January 2006 – 31st December
2007
Supplies (goods) £144,371
Services
£144,371
Works
£3,611,319
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Individual contract regulations - vary
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Lincolnshire Procurement Forum
Thresholds and
Aggregation
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The contract value is based on the
cost of the service/supplies/works, but
also on the length of the contract. A
contract to supply goods worth
£50,000 p.a. over 4 years has a total
value of £200,000
Lincolnshire Procurement Forum
Advertising
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Must be transparent
Allow for sufficient competition
Be fair/impartial
Must demonstrate appropriate means
of communication
NB All of the above also apply to low
level contracts, not just those above
the threshold
Lincolnshire Procurement Forum
EU Procedures
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Open
Restricted
Negotiated
Competitive Dialogue
Accelerated
Lincolnshire Procurement Forum
Open Procedure
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Allows any firm to submit a tender
following publication of the contract
notice. If the contract is advertised in
the European Journal, it may also be
advertised in the UK press, but not
before the OJEU advert
Tends to be used where the market is
limited and/or specification is simple
Lincolnshire Procurement Forum
Restricted Procedure
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A two stage process
Stage 1 – advert is placed and firms Express
an Interest
Firms expressing an interest are short listed
against a set of evaluation criteria (PQQ).
Firms succeeding in Stage 1 are then issued
with an Invitation to Tender, stage 2
Used to manage the number of tenders
received
Lincolnshire Procurement Forum
Other Procedures
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Negotiated
– used in limited and prescribed
circumstances
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Competitive Dialogue
– Used for large and complex projects
where purchasers know what they want
but not the best way to get it
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Accelerated
– Only used where contract must be let as
a matter of urgency
Lincolnshire Procurement Forum
EU Timescales (minimum)
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Open
– 52 days for tenders (36 days if PIN
issued)
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Restricted
– 37 days for expressions of interest
– 40 days for return of tenders (26 days if
PIN issued)
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Negotiated
– 37 days for expressions of interest
Lincolnshire Procurement Forum
Timescales
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Competitive Dialogue
– 37 days for expressions of interest
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Accelerated
– 15 days for expressions of interest
– 10 days for return of tenders
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NB – All timescales may be reduced
through the use of electronic means
Lincolnshire Procurement Forum
Pre Qualification
Questionnaire
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What do we look for
– Credit checks – external
– Appropriate policies e.g.
 Health
and Safety
 Equal Opportunities
 Business Continuity
– Appropriate references/experience
– Green/environmental awareness
Lincolnshire Procurement Forum
Tender Evaluation – what
do we look for
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Combination of price and quality
Response to Method Statements
References
Innovative approach
Awareness of what we want
Capacity to deliver
Delivery dates/timelines
Added Value – something not asked
for, community benefit
Lincolnshire Procurement Forum
Where do we advertise
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Source Lincolnshire
– www.sourcelincolnshire.co.uk
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BIP
– www.delta-ets.com
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Tenders Direct
– www.tendersdirect.co.uk
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Supply2 gov
– www.supply2gov.co.uk
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HE Sector
– www.tenders.ac.uk
Lincolnshire Procurement Forum
Where do we advertise 2
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Blue Light, Emergency Services
– https://www.bluelight.gov.uk
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TED – tenders electronic daily
– http://ted.europa.eu/
Lincolnshire Procurement Forum
Electronic Tendering
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Documents are issued electronically
Documents are received electronically
Documents are placed in a secure
electronic Vault until opening date
There is no transaction cost to the
contractor
The only requirement is a computer
and connection to the internet
Lincolnshire Procurement Forum
Procurement Contacts
Authority
Contact
Email
Boston
Glynis
McEwing
[email protected]
East Lindsey
Andy
Househam
[email protected]
City of Lincoln
Jonas
Gibson
[email protected]
Lincolnshire
County
Robert Lakin
[email protected]
North Kesteven
Tony
Pearson
[email protected]
South Holland
Louise
Gallagher
[email protected]
Lincolnshire Procurement Forum
Procurement Contacts
Authority
Contact
Email
South Kesteven
Julie Cant
[email protected]
University of
Lincoln
David
Redshaw
[email protected]
West Lindsey
Mark Harvey
[email protected]
Lincolnshire
Police
Andrew
Offord
[email protected]
United Lincs
Hospitals
Colin Evans
[email protected]
Lincs Fire &
Rescue
Paul
Schofield
[email protected]
Lincolnshire Procurement Forum
Any questions?
Lincolnshire Procurement Forum