Winning Public Sector Contracts Sakthi Suriyaprakasam Head of Collaboration & ICT, NCVO •Public sector contracts – the tendering process •Collaboration to tender for (& deliver) contracts Tendering process: • Pre-qualification questionnaire (PQQ) – Policies – Financial standing – Technical part - how will you deliver the service/your expertise • Simply to determine if you are suitable Tendering (cont.) • Some authorities have a template that’s duplicated across all depts., or they have some guidance on the commissioning framework for the sector BUT many don’t • Not all questions will be relevant • Have a practice run at filling in a tender • Have policies ready Tendering (cont.) • Go through to Invitation To Tender (ITT) if you qualify through the PQQ • Marked on evaluation criteria (published) • Price not always but often the most important factor • Include Full Cost Recovery? • ITT will ask you demonstrate: – – – – how you will deliver what targets will be achieved how you address quality and how you will work with others Considerations • Is this right for you? • Is the contract appropriate and are you in agreement with it? (available at the ITT stage) • Contractual issues like level of indemnity need to be carefully considered • Payment terms – do you need funding up-front? • Demonstrate against evaluation criteria weighted Collaboration to tender for public services • Perception that practice lags behind policy • Procurement not always collaboration-friendly • Commissioning orgs have responsibility to stimulate and support the provider market (IdeA’s NTPSC lists 8 principles of good commissioning) • 2006 Public Contract Regulations make provision for Consortium bids Issues for the voluntary sector • • • • Time to create a collaboration & write a joint bid Resources needed & expended Structure for delivery/Lead Do all partners need to fill in PQQ or just the lead? • Feeling `forced’ into collaboration within a short timescale • Lack of access to procurement processes and key people Considerations • Collaboration takes time and resources • Scope out potential partners and begin conversations about joint tendering • Know the local commissioning and procurement strategy/framework and whether it is collaboration-friendly • Find out if there is a particular collaboration model favoured by commissioners Considerations (cont.) • Structure – keep it simple, as long as it is fit for purpose • Show how you have worked together before, and what value/ additionality the partnership brings • The cost of collaboration is seldom reflected in bids and could price your tender out of the market – be aware of the cost and how this will impact on your capacity • Pre-bid agreement For Infrastructure organisations… • Role to increase understanding between commissioners and service providers • Influence the commissioning and procurement process (e.g. Stockport) • Support the public sector to `stimulate and support the provider market’ • Support with Pre-tender events Resources • Before signing on the dotted line - NCVO Sustainable Funding Project publication http://www.ncvovol.org.uk/publications/publication.asp?id=3187 • NCVO Public Services Delivery Network - http://www.ncvovol.org.uk/sfp/index.asp?id=2390 • NAVCA Procurement Unit http://www.navca.org.uk/news/lcpu.htm • Bassac – Collaboration Benefits www.bassac.org.uk • Hact – ‘Collaborate’ resources www.hact.org.uk • ACEVO Procurement support https://www.acevo.org.uk/index.cfm/display_page/Sucessful_Pr ocurement2 • Office of the Third Sector – Working in a Consortium www.cabinetoffice.gov.uk/third_sector.aspx • Charity Commission www.charitycommission.gov NCVO Collaboration Team Email: [email protected] www.ncvo-vol.org.uk/collaborate Tel: 020 7520 2440