Selling to Local Government
Facilitator – Alex Haslam MCIPS
Retired Civil Servant – Ex Cabinet Office (TBA)
• Office of Government Commerce (OGC)• HM Treasury• Adviser to French Ministry of Finance on Procurement Cards
• Formerly Contracts Consultant within NHS CfH, NHSIA & Four NHS Trusts (Birmingham)
Currently Procurement Adviser to Bromsgrove District & Redditch Borough Councils
• Member of SOPO Executive Committee• Member Regional Strategic Procurement Board
40 + Years International experience in Private & Public Sector Procurement
Worcestershire & Warwickshire Districts Procurement Group
Redditch Borough CouncilBromsgrove District CouncilWychavon District Council
Malvern Hills District CouncilWyre Forest District Council
Worcester City CouncilWarwick District Council
North Warwick District Council
Where to find Council Opportunities
Websites - www.redditchbc.gov.uk & www.bromsgrove.gov.ukLook under “Business” then “Tenders & Contracts”
Then “Current & Forthcoming Contracts”
Also Contracts Finderwww.contractsfinder.businesslink.gov.uk
Also Worcestershire Procurement HubWorcestershire.gov.uk/etendering/
Also finditinworcestershire.com
Also westmidlandsiep.gov.ukLook at ‘Suppliers Corner’
Where do you look ?
Procurement organisations/routes used by local government
Consortia;
‘PRO 5’ Comprising; Yorkshire Purchasing Organisation (YPO)Eastern Shires Purchasing Organisation (ESPO) West Mercia Supplies (WMS)Central Buying Consortium (CBC)North Eastern Purchasing Organisation (NEPO)
Also; Buying Solutions (The Government Procurement Service)E Marketplaces - IDeA Marketplace
Need to know
You need to understand how they go about their business, their processes:
What their business is
What are their goals
What they buy - How they buy
Internal rules and regulations
The Procurement Strategy
Contracts Procedure Rules
Thresholds – How they affect the Procurement Route
The Tender Process
PQQ’s (Pre-Qualification Questionnaires)
ITT’s (Invitation to Tender)
External rules and regulations
EU Regulations (mainly Public Contracts Regulations 2006)
Section 135 Local Government Act 1972
What do the rules apply to?
Operational Drivers to improve procurement
Consequences of the Spending ReviewVFM/ Best Value
Continuous improvement of service deliveryPublic Demands as taxpayers & customers
Budgetary constraintsInspection Regimes e.g. (CPA) (CAA)
Rising costsCompetition for suppliers
Political will
Economic Impacts
Councils will consider;
Regeneration
Use of Local suppliers and SMEs
LM3 (Multiplier)
Training and skills development
Environmental Impacts
Councils will consider:
Use of materials and resources – including non-renewable
resources
Energy consumption
Emissions from transport
Options for reuse, recycling and other waste disposal issues
Lifecycle analysis of products – manufacture, use and disposal
Social Impacts
Councils will consider;
Impact on local communityLocal labour clausesEquality and DiversityEthnic responsibility
Employment conditions
And Finally……….
We are available by appointment to help any company understand and complete Pre
Qualification Questionnaires – we cannot guarantee you will be successful with your
PQQ but we can at least make sure it is not rejected for avoidable reasons