How to market your business successfully

How to market your business successfully Dr Brian Farrington, Managing Director Brian Farrington Ltd Winning Public Sector Business Dr Brian Farrington 3 June 2008 Brian Farrington Ltd Procurement, Supply Chain and Negotiation Specialists Brian Farrington Limited Rainford Hall, Crank Road, St.Helens, WA11 7RP T: 01744 20698 F: 01744 27897 URL: www.brianfarrington.com Winning Public Sector Business Question : What are the business benefits of winning public sector business? Brian Farrington Ltd Procurement, Supply Chain and Negotiation Specialists Winning Public Sector Business The business rationale for winning public sector business • 1. Positive impact on the management of a business • 2. Attention focused on systems and procedures • 3. Cash flow benefits through prompt payment • 4. A basis for planned business growth • 5. Realism regarding effort required to „enter‟ market • 6. Networking with other tenderers • 7. Training & Project Support – 20% BespokeAccess to business support • 8. Attention to costs Negotiating Major Contracts Development – 40% Advice on Training Tender Management • 9. Strategy Enhanced marketing expertise Expertise Delivery of Training Strategy • 10. Publicity value Metrics & Action Centred Learning Partnering Facilitation Brian Farrington Ltd Procurement, Supply Chain and Negotiation Specialists Differentiating Yourself and the Competitive Edge (in the bid) • • • • • • • • • Technical matters. Cost models. Supply chain management. Risk registers. Contractual compliance. Contract performance. Financial performance. Geographical location. I.T. support. Brian Farrington Ltd Procurement, Supply Chain and Negotiation Specialists Crucial Rules for Your Tender Document • • • • • • • • • • • Executive summary 10 key benefits of your offer Mobilisation plan Focus on the client Help the client by coming up with ideas Value for money and not price alone decides most bids Protect your competitive edge Contract management Mitigation of risks Give details of your team Give details of other services Brian Farrington Ltd Procurement, Supply Chain and Negotiation Specialists Five Key Considerations in Winning Public Sector Business • Place emphasis on compliance and structure, rather than augmentation, (for the first few proposals) • Lean heavily on the review teams (ensure you have a review team!) Plan for, and insist on, daily communication with the entire team • • If possible, develop information sessions or informal briefings and use them to communicate your processes to the team Seek out management buy-in and presence • Brian Farrington Ltd Procurement, Supply Chain and Negotiation Specialists Contact Details Dr Brian Farrington Managing Director Brian Farrington Ltd Rainford Hall Crank St Helens WA11 7RP T: 01744 20698 F: 01744 27897 e:s.ashcroft@brianfarrington.com URL:www.brianfarrington.com Brian Farrington Ltd Procurement, Supply Chain and Negotiation Specialists Who are we? Brian Farrington Ltd Procurement, supply chain & negotiation expertise, since 1978 Competencies underpinned by academic rigour Client specific procurement & acquisition consultancy Design, delivery & evaluation of training and development Tendering advice for buyers or suppliers Clients: SMEs BMEs, Not for profits, Public Sector Recognised by CIPS for „Outstanding Contribution‟ Career consultants, no “B” teams – change agents Brian Farrington Ltd Procurement, Supply Chain and Negotiation Specialists