Slide 1
Welcome
Slide 3
Chairman’s
Opening Address
Slide 5
John Colling
SELLING TO GOVERNMENT
"TREATY BACKGROUND"
"The Treaty’s Single
Market provisions..."
"The directives have
been amended..."
"Under proposals
adopted by the..."
"The Directives require
implementation in..."
"The Directives provide
for"
"UK LEGISLATION"
"COVERAGE"
"COVERAGE"
"THRESHOLDS (excluding
VAT):..."
"EXCLUSIONS"
"CONTRACT AWARD
PROCEDURES"
"CONTRACT AWARD
PROCEDURES"
"NEW CONTRACT AWARD
PROCEDURES"
"REVIEW SYSTEMS"
"SOME CASES"
"WEB-SITES"
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An Illustrative example
using Contract Ward Supplies
The Current System
Contract Ward
Supplies
Under the New System
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Summary
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Selling to Local Government
The Local Government Market
Council’s Legal and other
Obligations
The Tendering
Process Summarised
The Process in Detail (I)
The Process in Detail (II)
Why do they do that?
Making Life Easier (I)
Making Life Easier (II)
Some Do’s and Don’ts for
Suppliers
More Do’s and
Don’ts
for Suppliers
Modernisation
Slide 98
Do’s and Don’ts of Tendering
"Know that public
sector is..."
"Remember"
"Questionnaires"
"Basic information most
commonly requested"
"Expressions of
Interest and Invitations..."
"Pre-Tender Meetings"
"Pre-Tender Meetings"
"Pre-Tender Meetings"
"Basic Tips for
Expressions of..."
"Basic Tips for
Expressions of..."
"Basic Tips for
Expressions of..."
"Are your tenders
addressing Government..."
"Tenderers’"
"Winning tenders:"
"Debriefs"
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Government Driver:
Front Line Services
Positioning:
(location, location, location)
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"Photocopiers,"
Positioning:
HMG SPEND
"Communities/Networks/User
Groups"
"SME (…better value?)..."
"Quick wins – go to..."
Slide 127
Thank you
Slide 129
SELLING TO THE MoD
SELLING TO THE MoD
POTENTIAL - 1
MoD REQUIREMENTS
You name it…...
POTENTIAL - 2
NPPO
General Stores Commodity Groupings
SELLING TO THE MoD
PEOPLE - 1
PEOPLE - 2
SELLING TO THE MoD
PROCEDURES - 1
PROCEDURES - 2
PROCEDURES - 3
PROCEDURES - 4
SELLING TO THE MoD
POINTERS - 1
POINTERS - 2
INITIATIVES
QUESTIONS
Slide 149
Thank you for Attending