Ever wondered how the public sector employs all its staff? Or how the bins are cleared every week? Who supplies the NHS stationery, staff or even salt? Attend our Tender to Win programmes and this time next year, it could be you!

Who can tender?

If you are considering tendering, there are a few questions that you need to ask in order to establish whether tendering is a viable option for your organisation. For instance, it is good to consider the following:

• Who is the client:

Get background information about the organisation to whom you wish to supply. Do they have a good reputation of paying on time; are they easy to work with? Do you have the right products/services to suit their requirements? Do you understand issues such as, Quality Standards, Equal Opportunities, Health and Safety and can you meet the standards?

• Size of the project:

Is the contract too big/ small for your organisation to participate? Do you have the capacity to deliver on time and within budget?

• Timing:

Do you have sufficient time to complete a bid proposal and to deliver the product to your client? It is important to be realistic about time constraints, it is better to miss out on a bid than to submit a rushed, shabby proposal or worse, an inferior product/service.

• Location:

Is it feasible for your company to supply the goods and/or service to your clients required location? For instance, if you are a recruitment agency offering temp staff, gaining contracts in the area that your supply staff reside would be wiser than trying to cover the whole of London. If your staff are hired locally, they may take jobs far away but arrive consistently late to your clients premises.

• Previous Experience:

Several contracts require you to demonstrate that you have extensive experience. Any references you have from previous clients to support your bid will aid your chances of success tremendously.

• Prestige of Project:

Is the project likely to boost your company image and profile? Is the project something you would be proud to be associated with?

• The competition:

It is best to carry out a SWOT analysis (Strengths, Weaknesses, Opportunities and Threats) of your competition. Are they offering their service at a better value and quality than you can, are they faster, more financially stable etc than you? If you find that the answer to any of these is not encouraging; contact us to help you strengthen your weaknesses and identify and minimise your threats.

What to do now:

If you are considering tendering for a contract and would like our support, contact us and we can give you one to one advice suited to your needs.

Our invaluable consultancy service can also help you prepare your bid- free of charge.

You can learn more about writing bids and tendering for contracts by attending our training programmes which cover the following:

1. Understanding the public sector procurement process
2. The tendering process
3. Diagnosis of your procurement capability

The PDP also provides useful tips about sourcing profitable contracts, as well as enjoy an unrivalled networking opportunity.

Tendering Eligibility Criteria:

Aside from the questions listed above, each organisation will have their specific eligibility criteria regarding the organisations they invite tenders from.

For further information, contact the respective organisation to which you wish to supply your good and/or services. Their procurement division will give you clear guidelines as to what they particularly expect from their suppliers.

You must adhere to those guidelines for a good chance of success.

A fool's guide to tendering:

How to find tendering opportunities:

The Internet:

Use key words: 'Procurement', 'contract' and 'tenders' in a search engine
• Local authority websites
• www.business-business.co.uk
• www.tendersdirect.co.uk
• www.tendermatch.com
• www.supplyinggovernment.gov.uk

Press:

• Local press
• Trade press
• Local Government chronicles
• Contrax weekly-available from www.bipcontracts.com

Cold calling:

• Call your local authority procurement office

Tendering Procedures:

There are 3 types of tendering:

1. Open Tendering:
   
   A one-stage process where all interested service providers submit their bids in response to an advert in the local press.
   
   
2. Restricted Tendering:
   
   A two stage process where interested parties are evaluated then successful candidates are short listed. This then goes through an evaluation exercise for the purpose of inviting bids.
   
   
3. Negotiated Tendering:
   
   Where the funded bodies under special circumstances negotiate with one or more suppliers of their choice.

What can you tender to supply?

These are some examples of products and services public sector organisations buy:

Your products may differ significantly from these, but it is worth checking with your prospective clients if they are in the market for your goods/services.