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Ten Top Tips for Tendering

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training. Ten Top Tips for Tendering. Helen Marini. Baxter Marini Ltd. training. 1. GET THE RIGHT LEGAL STRUCTURE. Can you trade in your present form? ... – PowerPoint PPT presentation

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Title: Ten Top Tips for Tendering


1
Ten Top Tips for Tendering
  • Helen Marini
  • Baxter Marini Ltd

2
1. GET THE RIGHT LEGAL STRUCTURE
  • Can you trade in your present form?
  • Do your governing documents restrict you in any
    way?
  • If youre unsure, get proper advice

3
2. IS EVERYONE ON BOARD?
  • Trustees, management boards etc
  • Staff
  • Volunteers
  • Clients

4
3. FOCUS!
  • The right opportunities
  • be very clear about what you want to do
  • be realistic about value
  • register with www.supply2.gov
  • dont waste time looking at contracts you
    couldnt possibly win
  • check out local authority thresholds

5
4. POLICIES PROCEDURES
  • Prepare them before you start tendering, e.g.
  • health and safety policy
  • environmental policy
  • equal opportunities policy
  • Are they good enough? Have them checked
  • Other documents insurance cover, accounts,
    references, certificates….

6
5. TAP INTO SUPPORT
  • Choose wisely theres a lot available
  • Look for How to Supply publications
  • Identify your weaknesses, then find help to
    correct them

7
6. BE BUSINESSLIKE
  • Use robust language
  • Youre not selling out just selling
  • Ensure your staff have business skills
  • Develop relationships with procurement officers
  • Know your market

8
7. START A RESOURCE BANK
  • Always ask for feedback
  • Keep good answers
  • Collect case studies
  • Keep all Policies and Procedures up to date and
    to hand
  • Start a reference library

9
8. KEEP UP TO DATE
  • ..with legislation
  • …with third sector developments
  • …with government, DTI, local authority support
  • …with local initiatives, community strategies,
    HAVS training

10
9. THE RIGHT LANGUAGE
  • Know the difference between SLAs and Contracts
  • …between income, funding and grants
  • …between profits and surpluses

11
10. BE REALISTIC
  • If you fail to deliver on a contract no more
    public sector work
  • If you DONT prepare, you could over-stretch the
    organisation
  • If you DO prepare and win contracts you can
    achieve sustainability

12
11. DEVELOP A STRATEGY
  • Identify your strengths, USP
  • Check out the competition
  • Be innovative
  • Consider partnership working
  • Take part in local discussions, networks, groups
  • Be positive!

13
Thank you and goodbye!
  • Helen Marini
  • Baxter Marini Ltd
  • helen_at_baxtermarini.co.uk
  • Procurement for Social Enterprises
  • Policies and Procedures
  • Health and safety
  • Assertiveness and motivational training
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