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Ten Top Tips for Tendering
Helen Marini Baxter Marini Ltd
1. GET THE RIGHT LEGAL STRUCTURE
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• Can you trade in your present form? • Do your governing documents restrict you in any way? • If you’re unsure, get proper advice
2. IS EVERYONE ON BOARD?
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• Trustees, management boards etc • Staff • Volunteers • Clients
3. FOCUS!
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• The right opportunities
– be very clear about what you want to do – be realistic about value – register with www.supply2.gov – don’t waste time looking at contracts you couldn’t possibly win – check out local authority thresholds
4. POLICIES & PROCEDURES
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• Prepare them before you start tendering, e.g.
– health and safety policy – environmental policy – equal opportunities policy
• Are they good enough? Have them checked • Other documents: insurance cover, accounts, references, certificates….
5. TAP INTO SUPPORT
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• Choose wisely – there’s a lot available • Look for “How to Supply” publications • Identify your weaknesses, then find help to correct them
6. BE BUSINESSLIKE
• Use robust language • You’re not selling out – just selling • Ensure your staff have business skills • Develop relationships with procurement officers • Know your market
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7. START A “RESOURCE BANK”
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• Always ask for feedback • Keep good answers • Collect case studies • Keep all Policies and Procedures up to date and to hand • Start a reference library
8. KEEP UP TO DATE
• ..with legislation • …with third sector developments • …with government, DTI, local authority support • …with local initiatives, community strategies, HAVS training
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9. THE RIGHT LANGUAGE
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• Know the difference between SLAs and Contracts • …between income, funding and grants • …between profits and surpluses
10. BE REALISTIC
• If you fail to deliver on a contract – no more public sector work • If you DON’T prepare, you could over-stretch the organisation • If you DO prepare and win contracts you can achieve sustainability
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11. DEVELOP A STRATEGY
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• • • • •
Identify your strengths, USP Check out the competition Be innovative Consider partnership working Take part in local discussions, networks, groups • Be positive!
Thank you and goodbye!
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Helen Marini Baxter Marini Ltd helen@baxtermarini.co.uk Procurement for Social Enterprises Policies and Procedures Health and safety Assertiveness and motivational training