Julia Ric har APSE Soft F ac ilitie s Gr oup 01 st Nove mbe r - - PowerPoint PPT Presentation

Julia Ric har dson APSE Soft F ac ilitie s Gr

• up

01st Nove mbe r 2016

WINNING NEW BUSINESS

DE DEFINI NING NG Y YOUR BID S STRATEGY GY

▪ Who is our target market? ▪ What key services do we want to bid for? ▪ Do we have a robust infrastructure in place and do we deliver these services efficiently? ▪ What do other successful businesses in the same field offer? ▪ Is our pricing structure competitive? ▪ Develop and define CRM intelligence database ▪ Important to define bidding strategy and stick to it!

“If you cast your net too widely all fish will swim through”

PQQ STAGE

▪ Important to register on main portals

• Once PQQ arrives, look at key information and

weightings

• Main areas to consider – Financial, H &S,

accreditations , scope to deliver and relevant referees

• What info does it tell you about your prospective

client?

• What prep can you do before tender stage?

TH THE TE TENDER

Psychology

• f

Bid idding

▪ Is this still right for us? ▪ Bidding is expensive and time consuming! ▪ Have we done enough research? ▪ Do we believe we can still be in the running? ▪ Who are the top potential winners ▪ Are we just padding? ▪ Do we know the relationship between the incumbent and the client?

To B

• Bid
• r

n not t to B

• Bid

▪ Do we have the right proposition? ▪ Can we demonstrate true value? ▪ Do we have adequate proof and evidence? ▪ Is it the “correct business fit” for us? ▪ Who are our competitors and what is their USP? ▪ Do we have any previous relationship? ▪ Can we deliver this service/services effectively? ▪ Will it impact on our ability to provide current services? ▪ Will it impact on our organisation?

Added V Valu lue

▪ What added value can we provide ? ▪ Think about the business from the perspective of the clients requirements

• From the bid can we define the Clients

WITY

• Can we create genuine solutions to their

issues?

• What will set us apart from our

competitors

The Pre Tender meeting

▪ Normally attended by Sales/Development and Head of Operations or MD/Director ▪ Make sure you have read the document fully !! ▪ Questions should be intelligent and relevant ▪ Show enthusiasm and interest ▪ On the visits note down anything that you feel needs clarifying further ▪ If you think of a great innovation or way to improve the service

KEEP IT TO YOURSELF!!

Th This is a very ery c complicated w worl rld, it's a a very ery noisy worl

• rld. A

And we' e're n not go going to get et the c chance t to get et peo eople t to r rem emem ember er muc uch about us

• us. No

c company is. . So we h have t to be rea eally clea lear

• n

w what we w want them em to know about us us." ." Stev eve J Jobs – Apple In Inc

Have y you u de defined yo your ur messa sages? s?

▪ Do you have a core business message running through your bid and submitted promotional material? ▪ Can the reader see exactly what you do well and what you have achieved for your clients? ▪ Have you created an offer that highlights your Unique Selling Point? ▪ Does your promotional material and website reflect this? ▪ Do you have testimonials or case studies from happy clients!

“Everything ing is w s worth w h what t its s purch chaser wil will p pay for it it.” .” Publil iliu ius S Syrus

▪ The tradeoff between what you charge for a service and what your ideal client thinks it is worth is a careful balancing act. ▪ Clients pay you for what you know and how you apply what you know to solve their problems. ▪ How your ideal clients perceive the value of your services is a critical component of contract success ▪ Mould your services so that they appeal to your clients ethos and vision .

The Financial Offer

WHAT DRIVES SUCCESS

What d driv ives purchasi sing ng decisi cisions?

▪ EM EMOTIO TION v v. . LO LOGIC

Emotion

• r

Rationalism?

Emo Emoti tional B Buyin ing Motive ves

• Because they feel connected through

previous relationship

• Because they recognise your empathy

with them

• Because they aspire to your

product/service

• Because you have achieved corporate

recognition

• Because there may be a positive personal

reflection

Ratio ional B Buying moti tive ves

▪ Because you will increase something for them ▪ Because you will improve ▪ Because you will reduce ▪ Because you will save ▪ Because you will gain ▪ Because you have convinced them ▪ YOU HAVE EXCEEDED THEIR NEEDS AND OBJECTIVES

“Sati tisfy the the criti tical mi mind.” If yo you w want pe peopl ple to buy w what yo you a are selling, y you hav have to to give the them the the logical pe permission t to buy” y”

Non- Buying Motives

▪ Perception of greater risk ▪ Expectation of unacceptable disruption ▪ Unwillingness to lose current relationships ▪ The offer of little or nothing new ▪ Perception of no added value ▪ No real demonstration of benefits ▪ Unconvinced by your solution ▪ Too generic as opposed to personal

Procurement nt Opini inions

▪ How important is the proposal in selecting your supplier? ▪ What is your opinion of the quality of the bids you receive? ▪ What is one piece of advice you would give prospective bidders?

▪ Answer –

• The proposal is the moment of truth

which captures the essence of what a contractor will do for them. Narrows down the field of suppliers ▪ Really varies! ▪ Prepare a proposal that exceeds the specification and gets under our skin  5% 5% Exc Excel ellen ent  10% 10% V Very ery Good  15% % Satisfacto ctory/M /Medi diocr cre  Res est, j jus ust p plain awful ul !!

Key M Must st do’s in in any ny b bid id

▪ You have the right people in the team ▪ Have a great Executive Summary ▪ Meet or exceed all their requirements stated in the bid ▪ Their aspirations must be clearly visible in your bid ▪ The client must see themselves throughout the bid (or how they imagine they look)! ▪ Evidence that you know your proposed client’s ethos ▪ Must understand the NAO of the customer.

Conte tents ts

• f

a winni inning ng a answ nswer

▪ All aspects of the question have been covered ▪ You have recognised the importance of the question to them ▪ Clear benefits and outcome ▪ High quality evidence/proof ▪ The answer is personal to them not generic

The T Truth uth

▪ Focus

• n

what sets ts yo you a apa part ▪ Lim imit the he s spin! in!! ▪ Clien ents w will b buy uy from y you if they f feel eel they ey can w work rk w with you! u! ▪ A gr grea eat b bid may w win y you the c contract ▪ But ut i integri egrity a and trus rust in you a and your ur bus usines ess w will ret etain it!

“Only 60%

• f

companies retain contracts

• n

a rebid, in many cases this drops to less then 50%”

They w y will respe spect yo you more f for yo your ho hone nesty! y!

1. Clients want their suppliers to develop a deeper understanding of their business needs and personal motivations. 2. Clients want their suppliers to be more proactive. 3. Suppliers that collect and act on client feedback have stronger client relationships

• Trust

= Good Relationship

• Understanding
• Responsiveness
• Delivering on promises

Cleaning & Hygiene Suppliers Association “CHSA”

Driving up Standards

Established in the late 1970s to provide manufacturers with the opportunity to connect with distributors of janitorial products. Launched the first of the respected Accreditation Schemes in the late 1990s.

Run by our members for our members, we represent all the major manufacturers and distributors supplying cleaning and hygiene products in the UK.

Manufacturing members are the industry leaders

• Cromwell Polythene
• Europackaging
• Polaris Plastics
• Scot Young Research
• Robert Scott & Sons
• Ramon Hygiene
• Charles Bentley & Son
• Harrison Wipes
• Numaticrrison Wipes
• Numatic
• Kimberly-Clark Professional
• SCA Hygiene Products
• Metsa Tissue
• Northwood Hygiene
• Diversey
• Proctor & Gamble
• Deb
• Selden
• GoJo
• Bpi Recycled Products

Distributor members are the industry leaders

• Bunzl Cleaning & Hygiene Supplies
• Jangro*
• Nationwide*
• Arco
• Maxima Group*

* Groups of small to medium sized independent distributors

The challenge faced by the maturing market in the 90s

• Soft tissue products narrower or shorter
• Refuse sacks not fit for purpose
• Cotton mops lacking absorbency and with

variable weights Buyers weren’t getting what they paid for!

This prompted the CHSA to introduce its Accreditation Schemes

Our Standards, Your Guarantee

Accreditation Schemes

• Soft Tissue Scheme established in 1997
• Plastic Sack Scheme in 2000 and Mop

Scheme in 2007

• Accredited Distributor Scheme to be

launched in 2017

• Owned & managed by CHSA Council

through Accreditation Scheme Chairman and elected panels of manufacturers from each of the Schemes

Accredited Products Ensure

 Consistency of supply: customers receive what they order  Accurate labelling: customers get what they pay for  Fully audited manufacturers. What is on the box is in the box!

Independent Inspection

• Independent Inspector, Martin Yates
• Members visited repeatedly each year
• Products selected from warehouse and occasionally

production line

• Label compliance, dimensions, drop test,

absorbency

• Quality systems audited

– Members need to be vigilant with their own systems

• Failure to comply may result in expulsion

Inspector at work

Scheme Performance: reporting

Scheme Performance: reporting

Scheme Performance: reporting

Label compliance 2016 by severity - (Target is 100%)

Confidential code

Member ranking Major issues only Total Labels sampled Number Non compliant Total Green Total Amber Width/Length

• r Count

% Compliant all issues % Compliant excluding minor issues Member xxxx7

1

38 100% 100% Member xxxx10

1

26 100% 100% Member xxxx9

1

27 100% 100% Member xxxx1

1

24 1 1 96% 100% Member xxxx14

1

25 100% 100% Member xxxx16

1

25 2 2 92% 100% Member xxxx5

1

29 5 5 83% 100% Member xxxx4

1

30 1 1 97% 100% Member xxxx2

1

27 3 3 89% 100% Member xxxx17

1

21 4 4 81% 100% Member xxxx13

1

25 100% 100% Member xxxx6

1

14 100% 100% Member xxxx12

13

25 5 4 1 80% 96% Member xxxx15

13

26 3 1 1 88% 96% Member xxxx8

15

29 6 4 2 79% 93% Member xxxx3

16

23 2 2 91% 91% 776 56 46 8 93% Percentage non-compliant 7% 6% 1%

First and Second visits combined-2016 93% of all labels fully compliant with the standard compared to only 91% in 2015 99% of all labels have no major label issues compared to 98% in 2015

Scheme Performance: reporting

Product compliance (Square Area) -2016

Scheme member

Member ranking Major issues only

First audit Sample Qty Green Amber Red Total % compliant % compliant (excluding minor)

Member xxxx12 1 7 100% 100% Member xxxx4 1 7 100% 100% Member xxxx7 1 6 100% 100% Member xxxx5 3 7 1 86% 100% Member xxxx15 3 7 1 86% 100% Member xxxx17 3 7 1 86% 100% Member xxxx16 7 7 2 71% 100% Member xxxx6 9 6 2 67% 100% Member xxxx2 13 8 4 50% 100% Member xxxx10 8 10 2 1 70% 90% Member xxxx13 10 10 3 1 60% 90% Member xxxx3 11 7 2 1 57% 86% Member xxxx9 11 7 2 1 57% 86% Member xxxx14 16 10 5 2 30% 80% Member xxxx8 15 10 2 4 40% 60% Member xxxx1 14 7 1 2 1 43% 57%

Total 123 28 12 1

67% 89%

Percentage 23% 10% 1%

2016 First visits (Square Area)

Figures for products tested that were fully compliant with square area are almost identical to those found in 2015 (66% compared to 67%) Products tested found to have Major and or Critical deficiencies in square area were again almost identical to those found in 2015 (89% to 90% Square area target agreed for 2016 is 80% excluding minor

Admittance demands commitment

• An initial audit

– Full product range – Quality assurance processes

• Four audits in year one

– They must maintain the standard achieved to join

• Regular audits thereafter

‘We stand for standards’

• Buyers are increasingly calling on the

CHSA to audit products prior to the contract award and throughout its term to ensure it meets and continues to meet the specification

• Most recently the Welsh National

Procurement Service called in the CHSA’s Independent Inspector to test tendered products

We can help you

• We can support your testing

procedures

• Independent inspection of the

product you’re buying

• Assessment of your supplier(s)’s

QA systems

• We can continue to test product
• nce your nominated supplier is

appointed

Even easier

• Specify CHSA Accredited product in your

tender document

• Or specify your contractor supplying cleaning

services use only cleaning & hygiene products that have been Accredited

Be confident what’s on the box is in the box

• Invite your suppliers or your contractors to

join the CHSA

The CHSA: Driving up Standards