A step-by-step guide to seizing the opportunities around the
London 2012 Olympic and Paralympic Games.
“A winning combination”
T he London 2012 Olympic
and Paralympic Games are
about much more than 26 days
of elite sporting competition.
2 Getting started They present a unique
Introducing the organising bodies and the key opportunity for our country,
resources you’ll need to find and win business. people and businesses to
demonstrate their finest
3 Where and when? qualities on a world stage,
Numerous business opportunities will become and they will leave a valuable legacy.
available, nationwide, in the run up to 2012
and beyond. As official bank to the London 2012 Games and a
national sponsor, Lloyds Banking Group (which Bank
4 Join the race of Scotland is a part of) is integral to the successful
CompeteFor is at the heart of the procurement delivery of these events. We will help companies across
process. What is it and how does it work? the UK make the most of the business opportunities
We guide you through. generated nationwide, and in doing so they will
become better businesses with a long-term and global
7 What next? outlook. We are also committed to actively supporting
Find out what more you can do to improve our communities and ensuring they benefit as much as
your chances of finding and winning tenders. possible, over the next three years and beyond.
8 Meeting expectations We are proud of our involvement with the London
Once you have won a tender you will have to deliver 2012 Games. It’s all about commitment and self-belief
to expectations and an immovable deadline. — qualities that all great athletes share and that drive
success in every walk of life. Apply them to the
9 Green for go business opportunities created by the London 2012
Your role in making the London 2012 Games Games and the host of peripheral activities and
become the first sustainable Games. related development projects, and you have a
10 2012 and beyond
Applying to tender and winning business can have Truett Tate, Group Executive Director,
considerable legacy benefits for your business. Wholesale Division, Lloyds Banking Group
11/12 Links and support
Where to go for advice and information.
“A national opportunity” “Backing Britain for 2012”
D elivering the London 2012
Games requires a huge
range of goods, works and
T he London 2012 Games
will be the biggest events
the UK has ever seen. With their
services from an equally wide global exposure and a ripple
variety of businesses — from effect throughout the economy,
construction, engineering and they are an inspiration to every
manufacturing to creative, Briton and every business as
merchandising and retail. we emerge from a recession.
As official bank to the London
Just as we prepare to give the athletes the best 2012 Games, Bank of Scotland is uniquely placed to
possible chance of performing at their peak in 2012, support those businesses that are eager to make their
we are also offering the whole of British industry a own contribution.
unique opportunity to be part of our journey and to
The organisers have been clear: they want companies
create a lasting legacy of skilled businesses, fit and
of all sizes and from all over the UK to be on the
ready to compete on the global stage.
supplier roster. Bank of Scotland will help companies
Throughout the LOCOG procurement process, prepare to join that roster. We can offer a wealth of
we expect to award many millions of pounds worth advice and knowledge about the London 2012 Games
of contracts. The London 2012 Games will provide procurement programme.
business benefits across the UK. And any business
As an introduction to the processes behind becoming
involved in the events, even if in only a small way, will
a supplier, this guide is your first step to making the
find the increase in staff morale, productivity and drive
most of this fabulous opportunity for business and
to be both invaluable and enduring.
Gerry Walsh, Procurement Director, LOCOG
Chris Daniels, Head of London 2012 Activation,
Wholesale Division, Lloyds Banking Group
Bank of Scotland Winning business 1
Various tools and resources are available to help you to prepare for,
identify and win business opportunities.
wo agencies are primarily The ODA’s major venue and infrastructure Key resources
responsible for delivering the projects are being managed by a delivery
London 2012 will directly buy and manage
London 2012 Olympic and partner. They, in turn, handle the’tier one’
a comparatively small number of contracts
Paralympic Games: contractors — companies that win tenders
with tier one suppliers or contracts. Most
for each of the major construction
The London Organising Committee of opportunities for SMEs are likely to come
the Olympic Games and Paralympic from further down the supply chains.
Games (LOCOG) Responsible for Other important players include:
The London 2012 Business Network
preparing and staging the 2012 Games, The London Development Agency
LOCOG will award most of the contracts (LDA) Working with local boroughs and
has been designed and set up to help
for services to achieve this. Major groups to boost skills, employment
companies get involved in the Games.
procurement started in 2009. LOCOG and volunteering.
You’ll find news on procurement trends,
is also responsible for staging test events opportunities and local events, and you
in the year prior to the Games; recruiting can sign up for regular business e-alerts.
and training volunteers and overseeing Watching out for you
the four-year Cultural Olympiad. Funding As part of Lloyds Banking Group, There is also a link to the contract-
for LOCOG comes mainly from the private Bank of Scotland is proud to be matching portal CompeteFor The ODA
sector, with £2bn being raised from an official Partner of the Games. and LOCOG publish all substantial
sources including sales of merchandise, contracts to be tendered using this
This makes us uniquely placed to
broadcasting rights and sponsorship. resource. (See our guide on page 6.)
support businesses as they bid for
contracts. We are also supporting
The Olympic Delivery Authority
the communication of these
(the ODA) The public body responsible
opportunities by monitoring the
for developing and building new
infrastructure and venues and contracts that are published, to
planning their long-term use. ensure our business customers
don’t miss out.
2 Bank of Scotland Winning business
Where and when?
There are still many projects yet to be commissioned, but there’s
no time to lose in getting fit to tender.
n many cases, venues and facilities for “The business community in beach volleyball to producing licenced
the London 2012 Games will need to Scotland is benefiting from the merchandise in over 70 categories will
be ready for a year in advance to allow London 2012 Games. To date be required.
for test events and certification. But, while
68 Scottish businesses have secured LOCOG’s own requirements are now
work on some sites is already advanced,
there are numerous projects yet to be 90 Games-related contracts. This starting to ramp up and will rise rapidly
experience will be invaluable in closer to 2012, when facilities are being
commissioned on large and small venues.
the lead up to future national and dressed for the events and related
These won’t be confined to London, as activities — such as marketing and support
there will be venues used across the UK — for athletes, officials and spectators —
Jillian Moffat, Scottish Enterprise.
begin in earnest.
from the sailing venue in Weymouth to Visit www.london2012.com for a list
Nationwide opportunities the football ground at Hampden Park, of the work already commissioned by
The impact of the London 2012 Glasgow. Tenders for many of the smaller the ODA as well as upcoming tenders.
Games will be felt by business venues were issued in late 2009, and over Over the coming months, you’ll also
and communities across the UK. the next two years the ODA and LDA will begin to see more LOCOG activity listed
The Nations and Regions Group seek contractors to convert facilities for on the website.
will ensure all regions of England, long-term use after the Games.
Scotland, Wales and Northern
In the meantime, contracts are being
Ireland can get involved and
awarded for work on a huge variety of
benefit from the events. Don’t delay
facilities, services and peripheral
46% of suppliers that have development projects. Most facilities need to be ready
won work with the a year in advance. Businesses
The range of opportunities will be should act now to join the race
ODA so far are based outside
huge and not confined to construction. for opportunities and ensure
of London. Everything from seating and security to
(Source: LOCOG, Sept 09) they are fit and ready to supply.
supplying 2,000 tonnes of sand for the
Bank of Scotland Winning business 3
Join the race
Register your business profile on CompeteFor and start searching for,
and winning, new business opportunities.
he London 2012 Business Network
www.london2012.com/business HoW Does CompeTeFoR WoRK?
aims to ensure that work on the
London 2012 Olympic and Paralympic
Register your business and complete a profile (see our 8-step guide)
Games is spread as widely as possible.
What is CompeteFor? Do you meet the minimum requirements?
Accessed through the London 2012
Business Network, CompeteFor enables
contractors to advertise jobs and Yes No
suppliers to highlight capabilities.
CompeteFor allows you to search
You will automatically be referred
for any contract that your business might Start searching
be able to fulfil, even if you don’t yet to your local business support
have a relationship with LOCOG or a provider for help
main contractor. Think of it as a business
dating agency: either side can specify the
attributes they are seeking in a partner, Apply for tenders
and see companies and contracts that
fit those specific criteria. It enables
contractors to narrow down their search The procurer selects a shortlist from an
ahead of the formal tender process or anonymous list of applicants
to uncover new companies to work with.
Suppliers, meanwhile, can search for
available opportunities and ensure that Formal tendering begins
they meet the requirements.
4 Bank of Scotland Winning business
4 Health and safety, quality
management and equal
opportunities policies are essential.
If you can’t say yes to all of the
questions in this section — or you
lack appropriate professional
indemnity and public liability
insurance — contact Bank of
Scotland or your local Business
Gateway. They can help you to draft
policies, often using a standard
template, to meet requirements.
Business Gateway can also get you
preferential rates for ISO 9001
quality certification. That may be
helpful, especially if competitors
are accredited. Rather than being
Using CompeteFor sign up a box-ticking exercise, this is a great
1 Visit CompeteFor and click on the opportunity to improve your business’
Before you can start searching for professionalism and competitiveness.
‘register’ tab to fill in basic contact and
opportunities, you need to register
your business and complete a profile.
You will be asked for details about
Here’s our guide.
Your profile the sustainability of your supply
Before you start: Compile a dossier on
2 Once registered, click one of the chains and ethical trading policies.
your company and have it to hand. You’ll links to ‘complete and publish your full This is vital for the organisers to ensure
need data on staff numbers and turnover business profile.’ Remember to hit the that goods and services are procured in
(with forecasts for the year ahead); save button at each stage. a way that achieves value for money on a
information about big contracts you’ve whole-life basis, benefiting society and
won in the past; details such as your Define yourself the economy with minimum damage
company number, VAT registration and
3 The ‘business categories’ section to the environment.
business insurance policies; and a is especially important, but can be
summary of skills and capabilities. confusing to use. There are hundreds of
fixed categories, from which you can pick
up to ten that apply to you. When you click
on the link, a pop-up box lets you search
for appropriate keywords. Tick those
that apply to your business on the results
page. Hit ‘view selected’ to see an
updated list, then ‘add to profile’ to
complete the process.
Bank of Scotland Winning business 5
There is an option you can select if You can edit your profile at any time,
your company doesn’t track personnel should your details change. For example,
details such as these. This information your forecast turnover might rise or you
is confidential and used for statistical may develop a sustainable procurement
of contracts 7 sell yourself
awarded so far The section entitled Marketing
Information is effectively your sales pitch,
by the oDA have so it’s important to get it right.
You only have 255 characters to explain
gone to smes your core capabilities and another 600
characters for your marketing message.
(Source: LOCOG, Sept 2009)
Don’t waffle. Give straightforward,
concise descriptions and Look at your competitors’ profiles,
Your finances explanations throughout. Clearly list in particular those firms that have
5 Procurement rules mean you can your unique selling points. already won jobs with contractors you’d
only bid for a job if your turnover like to work with. There may be things you
is at least four times the contract value. You can also upload up to three images can learn to enhance your own profile.
Be honest about your finances, but don’t to appear in your profile. They could,
be shy about your forecast turnover. for example, show your offices, key Think outside the box.
Speak with Bank of Scotland about how equipment, recent jobs or work samples. Many contracts have been awarded
you can firm this up and tighten up core that are not directly related to the
financing arrangements. (See page 13 for Pictures are vital. Your CompeteFor London 2012 Games.
more information about where to go profile is like a corporate CV and
for help.) should be polished and professional. For
each image, you can add an 80-character
‘alternative text’ description, which
could help to explain an aspect of
your business. Don’t make assumptions
Many companies wrongly assume
publish that the majority of contracts around
8 CompeteFor will show you a the London 2012 Games are already
summary page of your information and predetermined or go to the biggest
an assessment of whether your company companies. However, everyone has
is ‘business ready.’ If it isn’t, your details
Diversity a chance to become part of the
6 will be passed to a local business support
You will be asked about the agency that can help. Bank of Scotland London 2012 Games legacy,
diversity of the people who own and work can help support businesses, so ask regardless of size. The most
in your business, with questions covering your relationship manager for advice important thing is to join the race.
sex, race, religion and sexual orientation. on meeting requirements.
6 Bank of Scotland Winning business
Don’t just sit and wait! There may be much more you can do
to maximise your chances of winning business.
nce your profile is complete and track the progress of a tender or submit Team up
uploaded, you should start to a brief response. This will be sent to the If your business is unable to meet every
receive emails or e-alerts about contracting company along with your aspect of a tender, consider getting
tenders that are relevant to your business. company profile. together with other suppliers.
However, it pays to be proactive in
seeking out opportunities and ensuring Get ready How?
you are fully fit for business. If a major firm has won a large contract, Select the opportunity type ‘partnership’
it’s likely that they will require from the main menu. This informs
Search for opportunities subcontractors at some point. By keeping suppliers that, while you may not have
An opportunity relevant to your business an eye on who is doing what, you can secured a contract, you want to work
could slip through the e-alert net. ensure you are ready to meet their needs. with partners to respond to a listed
For example, if a buyer has chosen an opportunity. Describe the opportunity and
unusual category for their job, you may How? the additional capabilities you’re seeking.
not be alerted to it. Do a regular search, CompeteFor can help you stay abreast
as the window of opportunity on some of ongoing projects. Also visit
contracts is very short. www.london2012.com to monitor
Talk to us
current and future opportunities with With thousands of businesses
How? LOCOG and the ODA. seeking work on the London 2012
Log on to CompeteFor and select Olympic and Paralympic Games,
‘opportunity search’ from the left-hand If you’ve done business with a company
that has won a major contract, re-establish it’s likely that Bank of Scotland or
menu. Search simply for relevant terms
contact with them. Ensure that you have other parts of Lloyds Banking Group
or use the advanced option to specify
details such as contract values or start the capacity and finances in place to meet are already talking to companies with
dates. Suitable contracts will be listed, their needs when they arise. Your Bank of whom you could partner. Your
each with a buyer, response deadline, Scotland relationship manager can walk relationship manager might be able
start date and value. Click on a contract you through the financing options.
to put you in touch.
for more details. From there, you can
Bank of Scotland Winning business 7
As the deadlines are immovable, every part of the supply chain for facilities,
events and services must be highly efficient.
ith no margin for error, additional resources where necessary. For
companies working on the example, you might find that you require Fit to supply? — a checklist
London 2012 Olympic and additional staff or staff with specific skills • Can you issue e-invoices and
Paralympic Games will need to carefully to cope with demand or need to update accept e-payments?
review their resources and capabilities to your invoicing capabilities.
• Do you have sufficient working
ensure they are able to deliver on time,
Given the scale of ODA and LOCOG capital to cope with big projects?
activities, the organisers need to be
• Are your financial systems able to
The finish date for most projects is able to track spending precisely. It is
provide detailed management
fixed — in many cases at least a year important, therefore, that businesses
before the London 2012 Games, working on the London 2012 Games
to allow for test events. can accept corporate procurement and • Do you have formal terms and
purchasing cards and are equipped conditions in employee contracts?
As many of the projects and the supply
to support line item transactions. • Could you cope with the loss of
chains involved are highly complex,
Even if you’re only providing services key employees part-way through
companies working on them will need
during the events themselves, your
to demonstrate flexibility and forward a job?
payment systems should be fully
planning. Excellent project management • Are your project management
will be required in order to respond in a skills and processes fully
high-pressure environment and deploy Bank of Scotland is already working with up-to-date?
organisations to help them prepare for
the London 2012 Games. (See page 13 • Have you assessed staff skills and
Help at hand for more information on the help and capabilities to deliver on the work?
Bank of Scotland has experts on resources available.) • Have you sought advice from
hand in all of the areas in this your bank on payment systems,
checklist (right). Ask your relationship cashflow and improving your
manager for advice. financial stability?
8 Bank of Scotland Winning business
Green for go
The London 2012 olympic and paralympic Games aims to be
the first sustainable Games. What role will you play?
ustainability underpins the London How does it affect you? emissions in your business and supply
2012 Games bid, and the success of chain. It aims to:
Sourcing — Suppliers must comply with
the events will be measured to a
the base code of the Ethical Trading H
• elp suppliers being asked to meet
large extent by the ability to deliver a
Initiative (www.ethicaltrade.org), while carbon management requirements.
lasting legacy for the UK. The organisers
contractors sourcing from overseas must
are committed to ensuring that P
• rovide non-technical, practical
ensure their suppliers comply with SEDEX
environmental impact, local economic guidance on measuring, managing
development and social renewal are and reducing their carbon emissions.
considered at every step of the way. Materials — Effective waste management,
minimising packaging and recycling H
• elp procuring organisations to
The London 2012 organisers and should be a priority for all contractors. better engage their suppliers on
stakeholders are working together to carbon management.
minimise the carbon footprint of the Minimal impact — Suppliers will be
encouraged to limit their environmental The guide will help you to understand
London 2012 Games. This will be the main issues and work out what your
achieved by minimising the use of and impact and energy usage.
business needs to do. To obtain a copy of
specifying low-impact materials; efficient (Visit www.london2012.com for more the guide, visit www.cpsl.cam.ac.uk
design; and specifying recycled products. information on London 2012 sustainability.)
The Prince’s May Day Network is the
The organisers will need to ensure more help and support biggest network of UK businesses
that goods and services are procured committed to taking action on climate
Being more sustainable can save
in a way that benefits society and the change. The Network’s May Day Journey
you money and position you for
economy with minimum damage to is a great online resource to help you gain
the environment. business benefits from taking action
Carbon management: a practical and putting in place your own strategy.
It is a great opportunity for UK businesses guide for suppliers is an easy-to-use, Follow the links to the May Day Network
to demonstrate their ability to deliver a downloadable pdf that gives practical at www.bitc.org.uk/environment
sustainable Games fit for the challenges advice on measuring and managing
of the 21st century.
Bank of Scotland Winning business 9
2012 and beyond
Working on the London 2012 olympic and paralympic Games
could have major, lasting benefits for your business.
he impact of the London 2012 Experience of working on these kinds • Motivation — The excitement of
Games will be felt long after the of events will also be in demand on being involved could have a positive
Closing Ceremonies. Their lasting similar projects — for example, the and lasting effect on staff morale
legacy was a key component of London’s 2014 Commonwealth Games in and productivity.
original bid to become host city — and that Glasgow. The Department for
legacy applies as much to UK businesses Business, Innovation and Skills and • Community — The buzz created will
as it does our culture of sport or our UK Trade and Investment see work bring communities together, motivate
infrastructure. on the major sporting events as a and inspire them. This is also an
way to establish UK businesses on opportunity for businesses to engage
• Experience and exposure — a global stage. with local communities and work with
Preparing your business to tender them to make Britain a better place.
will deliver concrete long-term • Investment — After 2012, facilities
benefits. Registering on CompeteFor used for training and events will need
exposes your company to a host of to be converted for long-term use.
opportunities from private and public The Athlete’s Village will become
sector contractors (Local Authorities housing, for example. These future
and government agencies are already opportunities require innovative Through its Local Heroes initiative,
extensive users) after 2012. approaches from private companies. Bank of Scotland is already helping
young sporting hopefuls to fulfil their
• Proven fitness — Working on the • Regeneration — The London 2012 potential, and building bridges
London 2012 Games shows potential Games are part of a wider and
with local communities. Bank of
clients that your company is fit to longer-term re-development project.
do business on complex and high- Meanwhile, nationwide, expansion and Scotland National School Sport
profile projects. Meeting supplier development of sites used during the Week (www.schoolsportweek.org),
requirements for LOCOG and the events is likely to see investment and meanwhile, provides free materials
ODA ensures your business can win business opportunities. Contact your to schools to help get them active.
work from government bodies. RDA for more information.
10 Bank of Scotland Winning business
Bank of scotland
products and services:
Banking solutions — A range of products from Supplier finance — Connects large buyers with
flexible current accounts with the functionality smaller suppliers, which offers beneficial terms
to support your everyday banking requirements, for both. Suppliers benefit from accelerated
to longer-term lending and deposit products, cashflows at favourable rates for 100% of the
all designed to meet your business needs contract value.
and help you manage all aspects of your Hedging — As many of the London 2012
cashflow through the cycle. Games opportunities are long-term, our
Payment, trade and card solutions — financial markets experts can help you
A full range of payment, procurement and minimise the risks associated with interest
trade propositions to help you manage rate and foreign exchange.
your domestic, international and Asset finance — Lloyds TSB’s suite of asset
trading requirements. finance solutions includes confidential invoice
eCommerce solutions — Comprehensive discounting, loans against stock and cashflow
online and integrated banking solutions to finance. www.ltsbcf.co.uk
manage your day-to-day information and Merchant Services — The card payment
transaction banking needs. processing business of Bank of Scotland
Deposits — A range of bespoke deposit provides advice, systems, payment terminals
facilities are available (sterling or foreign and integrated solutions to meet all payment
currency), providing a secure return to meet needs.
your investment needs.
Bank of Scotland Winning business 11
Useful links and resources
London 2012 — The London Organising Nations and Regions Group — Made up of
Committee of the Olympic Games and 12 senior representatives from UK business and
Paralympic Games (LOCOG), and the sport, this group will ensure the whole of
Olympic Delivery Authority (the ODA). the UK is involved in, and benefits from, the
www.london2012.co.uk London 2012 Games. www.london2012.com
(Go to ‘About us’, then ‘The people delivering
London Development Agency — The LDA is the Games’.)
working with the Olympic Delivery Authority on
the delivery and legacy of the Olympic Park site. Scottish Enterprise and Highland & Island
www.lda.gov.uk Enterprise are working closely with the ODA
and LOCOG to ensure that companies in
London 2012 Business Network — A focal Scotland are aware of the opportunities.
point for businesses seeking work around www.scottish-enterprise.com
the London 2012 Games. Find up-to-date CompeteFor — Online brokerage service
information on procurement, past and future between buyers and potential suppliers
opportunities and news of events in your area. throughout the London 2012 supply chain.
Business Gateway offers practical help, advice
and support for new and growing businesses.
The sales and marketing area of the site has
‘how to’ guides and templates to support those
businesses on CompeteFor that are not business
12 Bank of Scotland Winning business
London 2012 is a once
in a lifetime opportunity.
For athletes too.
The London 2012 Olympic and Paralympic Games are
set to give an enormous boost to the UK economy.
Of the thousands of UK businesses which stand to benefit,
those that act soonest will gain most.
As part of the Lloyds Banking Group, Bank of Scotland
is proud to be an official Partner of the London 2012
Olympic and Paralympic Games.
To find out more, please talk to your
As part of Lloyds Banking Group, Bank of Scotland is proud to be an official Partner of the
London 2012 Olympic and Paralympic Games.
Information is available in large print, audio and Braille on request.
You may contact us by Type Talk.
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We subscribe to The Lending Code; copies of the Code can be obtained from www.lendingstandardsboard.org.uk
Important information about compensation arrangements
We are covered by the Financial Services Compensation Scheme (FSCS). The FSCS can pay compensation to depositors if a bank is unable to meet its financial obligations. Most depositors —
including most individuals and small businesses — are covered by the scheme.
In respect of deposits, an eligible depositor is entitled to claim up to £50,000. For joint accounts each account holder is treated as having a claim in respect of their share so, for a joint account held
by two eligible depositors, the maximum amount that could be claimed would be £50,000 each (making a total of £100,000). The £50,000 limit relates to the combined amount in all the eligible
depositor’s accounts with the bank including their share of any joint account, and not to each separate account.
For further information about the scheme (including the amounts covered and eligibility to claim) please ask at your local branch, refer to the FSCS website www.FSCS.org.uk
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