Winning Public Sector Contracts

Winning Public Sector Contracts

This guide seeks to explain the complex processes by which the government buys, in the UK and Europe, and some of the thinking that lies behind them.

Public sector buying differs substantially from commercial buying, but once you understand the principles that the public sector procurement system is based upon, selling to it isn’t more difficult, just different.

This guide shows you where the formal procurement rules can be bent (but not broken) and where the process can be harnessed to gain competitive advantage.

Contents

Introduction

  • What this guide does and how it works
  • Cabinet Office and the Office of Government Commerce

The buying environment

  • The Official Journal of the European Union (OJEU)
  • Fundamental Principles of public sector buying
  • How the procurement and evaluation processes work

The political scene

  • Introduction to political analysis
  • Identifying the targets and influence
  • Approaching influential people and making it happen

Market intelligence

  • Discovering and harnessing market intelligence

Qualifying the opportunity

  • Sixfold position analysis tool and how to use it

Responding to the PQQ

  • Purpose of the PQQ and the standard PQQ contents
  • Strategies for dealing with and getting past the PQQ stage

Responding to the ITT

  • Key to responding
  • Competitive environment

Presentation stage

  • What’s actually happening at this stage?
  • Timing, outline agenda, preparing to convince the evaluators
  • Presentation traps

Win when you lose

  • Strategies if you think you might lose
  • If you are the winner

Conclusions

  • Lessons learned
  • Top traps to avoid and top tips for winning

Price

  • £550 plus VAT for the guide
  • £600 plus VAT for our package deal. As well as the paperback guide, this package includes a soft copy that you can circulate, along with a deck of the key exhibits and data that you can add to your internal training materials.

How to buy

To purchase this guide please email .(JavaScript must be enabled to view this email address) or call 020 3353 4890.