WINNING PUBLIC SECTOR CONTRACTS FRIDAY 27 TH February Council Chamber, County Hall
WINNING PUBLIC SECTOR CONTRACTS Welcome and Introduction Oisin Geoghegan Head Of Enterprise
GOVERNMENT REVIEW OF PROCUREMENT AND APPLICATION IN FINGAL Paul Reid Chief Executive Fingal County Council
WINNING PUBLIC SECTOR CONTRACTS Fingal Fearghal Reidy Director Local Government Strategic Procurement Centre
Outline Why work with the public sector? How is public procurement structured? What supports are available for small businesses? Opportunities in 2015
WHY WORK WITH THE PUBLIC SECTOR?
Did you know? The public service will spend around €8.5 billion on goods & services every year that's roughly €23.5m every day An estimated €3.5bn Capital Expenditure In 2014 local authorities spent c. €4.17 billion
Organising The Public Service Multiple public bodies buying similar goods and services Speak with ‘One Voice’ Value for Money for the tax payer Establishment of the Office of Government Procurement All public service procurement
Professional Services Local Government • Minor Building Works & Civils Facilities Management and • Maintenance Plant Hire Health Utilities • Medical Professional Services ICT and Office Equipment • Medical and Diagnostic Equipment Marketing, Print and Stationery • and Supplies Travel and HR Services • Medical, Surgical and Pharmaceutical Supplies Fleet and Plant • Defence Managed Services • Defence and Security Education Veterinary and Agriculture Laboratory, Diagnostics and Equipment
Advantages of winning a public sector contract: • Continuous demand Income • Local/regional stream • Prompt payment • Business improvement Source: Are tenders on your Radar?
HOW IS PUBLIC PROCUREMENT STRUCTURED?
What is procurement? Procurement refers to all activities involved in the process of buying goods, services or works
Principles guiding Public Procurement Equal treatment Transparency Mutual of tenderers Recognition Non- Proportionality discrimination
Legal Background European Treaties European Directives National Rules & Guidelines Common Law Local Guidelines & Circulars
WHAT SUPPORTS ARE AVAILABLE TO SMALL BUSINESS?
New Directives Already A Government Policy Not yet law – but policy Aimed at supporting SMEs Smaller lots Consortium or joint bids Greater use of open tendering Reduced turnover requirements Support innovation
Support Additional support and training available: Local Enterprise Office Enterprise Ireland Intertrade Ireland
Tender Advisory Service Operational from 1 st February, 2015 Objectives – Support SMEs Answering general queries Channelling more complex queries to contracting authorities Suggest improvements or changes if applicable Contact www.procurement.ie or tenderadvisoryservice@ogp.ie
OPPORTUNITIES IN 2015
OGP Pipeline Category Q1 Q2 Q3 Q4 Professional Architectural Services Financial & Economic Solicitors (Local Architectural, Quantity (Local Government) Consultancy Services Government) Surveying and Services Engineering Services Legal Services (ETBs) Solicitors Advisory Consultancy Services Advisory Consultancy Services Uniforms Cleaning Products & Cleaning Products & Cleaning Products Facilities Equipment Services Management Laundry Services Catering Waste Waste Security Services Pest Control Document Management Uniforms Standard PPE Lift Maintenance Footwear Fire Alarm Services Boiler Maintenance
OGP Pipeline Continued Category Q1 Q2 Q3 Q4 Utilities Electricity Electricity Mini Energy Advisory Electricity Mini Competition Contract Competition Natural Gas Gas Mini Competition Electricity Mini Electricity Mini Gas Mini Competition Competition Competition Gas Mini Competition Gas Mini Competition Fuels Advisor ICT ICT Research Advisory Application Licencing Enterprise Virtualisation Desktop Software Solutions CRM Mailroom Equipment Security monitoring and ERP Solutions analysis software Enterprise Backup Telecoms (Lease Line) Mobile Services Local Area networks Wide Area Network Computer Peripherals PCs, Notebooks, VOIP Network Tablets, Thin Clients Equipment ICT Professional Services
OGP Pipeline Continued Category Q1 Q2 Q3 Q4 Marketing, Print Polling Information Beef Certificates Promotional Events Envelope Contract Cards Framework & Stationery Print Shared Services Secure Print General Print Frameworks Framework Advertising Creative Advertising Media Media Frameworks Buying Framework Travel, Transport Taxis (Dublin) Travel Insurance Towing Services Courier / Pouched Mail & HR Services Towing Services Garda Employee Assistance Cash in Transit Services FOI Training Car Hire Health & Safety Training Staff Learning & Development Selected Bus Services New Fleet Framework Plant Framework Feet & Plant Shuttle Bus HSE Galway Translation & Business Support Managed Interpretation Services Services Services
Local Government Pipeline Q1 Q2 Q3 Q4 Bitumen 2016 (LA) Fuels (LA) Energy Retrofit (LA) Asbestos (LA) Plant Hire 2016 (LA) Deep Energy Retrofit (LA) Asbestos (OPW) Asbestos (Dept. of Education) Building Works (HSE Non Acute) Voids (LA) Building Works (HSE - Acute) Plumbing Services (LA) Temporary Accommodation (LA) Electricial Services (LA) Building Refurbishment (OPW) Mechanical Services (HSE - Acute) Asbestos (HSE) Pavement Management Survey (LA) Mechanical Services (HSE - Non Acute) Temporary Accomodation (Dept. of Education) Electrical Services (HSE - Acute) Electrical Services (HSE -Non Acute)
BEST OF LUCK!
Life’s A Pitch 12 Tender Tips Information Seminar Fingal County Council Peter Brennan Friday 27th February 2015
Tip No. 1 Put the client’s needs at the centre of your proposal / solution
Tip No. 2 Address the client’s ‘underlying needs’ by going beyond mere compliance with the Request for Tender (RfT)
Tip No. 3 Use clear, jargon-free language so that you avoid confusion Remember, the client does not speak ‘your’ language…
Tip No. 4 Propose a compelling solution that captures the client’s attention and sets your bid apart from the competition
Tip No. 5 Communicate your solution to the client in terms of BENEFITS , not generic features
Tip No. 6 Buyers are always seeking to reassure themselves that the supplier can deliver what they propose – an experienced team will demonstrate your capability to deliver better than anything else
Tip No. 7 Be open to the concept of partnership / consortium bidding in order to deliver on every aspect of the client’s requirements Be sure that you choose your partners carefully!
Tip No. 8 Be strategic in your pricing model – think what is going to be important to the client Look carefully at sub-criteria for pricing…
Tip No. 9 Clients view past performance as one of the best indicators of future performance – be sure to use relevant, high quality reference sites in your bid
Tip No. 10 Read and re-read the tender documentation, keep ahead of legislation and know what you can and cannot do within the tendering process
Tip No. 11 Keep the awarding body “on side” by making your bid easy to navigate Consider using tabbed dividers to split your document into logical sections
Tip No. 12 Prepare an engaging document that commands attention and presents a professional image Include the use of tailored graphics and styles
AND… …just in case, we will give you a lucky number 13!
Tip No. 13 Write a powerful but concise Executive Summary Decision-makers usually start with this and it forms an early impression of you and your proposal – it should summarise your bid from the client’s perspective Always assume that the reader knows little or nothing about the proposed project
Thank You Peter Brennan peter@bidmanagement.ie www.intertradeireland.com
HOW MICRO BUSINESSES CAN ENGAGE WITH Brian Murray Procurement Officer Fingal County Council procurement@fingal.ie
Why work with Fingal County Council Fingal County Council spends around €60 million per annum on goods & services – Revenue expenditure only. Fingal operates procurement processes in a transparent and fair manner in accordance with EU, Government, National and local requirements.
Thresholds Less than €25,000 : (€50,000 for Works) Quotations requested (RFQ) Subject to local guidelines – 3 written quotes sought Greater than €25,000: (€50,000 for Works) Advertise on eTenders website (RFT/ EOI) Note: figures above are excluding VAT
EU Thresholds Advertise in OJEU Public Body Works Supplies / Services Central €5,186,000 €134,000 Government Non-Central €5,186,000 €207,000 Government Utilities €5,186,000 €414,000
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