Master slide deck from the Lancashire SME workshop - NHS procurement towers at Farington Lodge Hotel, Farington on Thursday 16 May.

1. Healthcare Business
Connect Lancashire
Understanding and accessing
the NHS Procurement Towers
16th May 2019
@lhhub
@innovationnwc

2. Agenda
• National vs local procurement landscape
• What the towers are?
• Access points to the towers
• Products and service that are a priority in the towers
• Services not in the towers (Future Operating Model)
• Top tips for tendering
• SMEs who have experience accessing the Towers
• Q&A with the speakers

3. Some introductions . . .
• Steve, David at the IA and Maria from LU
• Our key note speakers – Sharon and Simon
• On your tables take 20 seconds each – first name and
your product or service in less than 20 words

4. So why are we here?
• To identify business opportunities in the NHS
• To win contracts and grow your business
• Who is making money selling stuff to the NHS or social care?
• Has anyone applied for a contract through the Proc Towers?
• Types of products and services in the room?

5. Context – NHS Procurement
• Nearly £6B is spent on goods annually (hospital consumables,
high cost devices, capital equipment and common goods)
• Maximise ability to leverage buying power across NHS
• Modernising the NHS SC infrastructure and promoting efficient
procurement & distribution Standardisation of products
• Objectives of centralised approach
• Aim for annual savings of £615M by 2022/23
• Aim for 80% of spend by this route

6. Department of Health & Social Care
Future Operating Model (FOM)
Only 40% of the NHS’s £5.7bn spend goes through NHS Supply Chain!
The FOM Ambition is to double this to 80%!

7. Future Operating Model Category Towers

8. SCCL – Supplier Engagement
• Supplier Relationship Management team
• events covering a variety of topics/audiences thro’ year
• 4th June hosting an SME event in Nottingham
• SME Event Details, registration amy.hoath@dhsc.gov.uk
• Dedicated area for suppliers to access Supplier Portal
• Supplier Newsletters and pages for New Suppliers to register
• Review the Categories Page to assess whether their portfolio fits within
scope for NHSSC.
• New & innovative medical product they can approach Health Tech
Connect; here
• Supplier FAQ sheet

9. Procurement Portals
• NHS
– https://nhsengland.bravosolution.co.uk
– https://www.supplychain.nhs.uk
– https://www.gov.uk/contracts-finder
– https://www.the-chest.org.uk
– Standard contracts
• OJEU
– Tenders Electronic Daily - http://ted.europa.eu
– Good for intel – historical records
– All stages published – Intention, Tender and Award
• Non OJEU is by client/region
– NW CHEST - https://www.the-chest.org.uk

10. Top tips for tendering
Steve and Sharon

11. Here’s the basics . . .
• Know your topic! Be compelling
• Know your audience! Be persuasive
• Plan. Prepare. Practice!

12. Some tips and tricks
• It the topic is boring – make it interesting!
• If its complicated – make it simple
• Use data and evidence to be compelling
– Seat belts save life's. Fact!
• Use stories and examples to be persuasive
– Make sure your kids always were their seat belts
• Be authentic
• Invite the audience to remember 3 things

13. Bid/No Bid Assessmentand Checklist
1.Donotallocateascoreifwehavenoinformationorinsight
2.Lowerthan50%nosubmission
3.Higherthan50%submissionorproceedwithfurtherresearchintoopportunity
Score
OpportunityInformation 1 2 3 4 5 6 7 8 9 10
1 Isthisbusinesswehavetargetedasbeingcoreandvitaltoretain? 0
2 Isthisbusinesswehavetargetedasanareaofgrowthinourcommercialstrategy? 0
3 Havewespenttimeinthelast12mthspreparingforthisopportunity? 0
4 Whatareourrelationshipslikewiththecommissioners? 0
5 Ifwearetheincumbenthowwellareweperforming? 0
6 Ifwearenot,whatdoweknowaboutthereputationandperformanceoftheothre/currentprovider? 0
7 Howwelldoweknowthepatch-town/city? 0
8 Iftherearenewtowns/citiesaspartofthistenderhowwelldoweknowthepatch-town/city? 0
9 Iftherearesignificantchangestothespeccanweprovidealltheelementsofthespec? 0
10 Dowehavethecapacityandtimetorespondformallytothistender? 0
11 Ifwewin,dowehavethecurrentcapacity(staff/estates)todeliver? 0
12 Ifpartnersareneeded,whatarethestrengthofthosepartnerships? 0
13 DowehaveaUSP/differentiatorsthatimprovesouroddsofwinning? 0
14 Whatisourabilitytomitigateanyrisk-political/financial/clinical/reputational? 0
15 Whatarethefinancialcontractandcommercialtermsandconditions. 0
16 Whatisthelikelihoodofwinningthisbusiness? 0
TotalScore: (Maximum of160ifallquestions answered) 0
0
0%
Low/Negative/Weak
NO
Medium/Neutral/Impartial
NOTSURE
High/Positive/Strong
YES

14. Week 1 Week 2 Week 3 Week 4
Bid Management Process
Receive and review documents
Kick off meeting for bid team
Bid no Bid
Define service model
Select question authors
Writers guide
Winning themes
Project plan
Executive summary
First draft
Clarification questions
First draft of price
Second bid team meeting
Second draft
Amber review
Clarification questions
Second draft of price
Second bid team meeting
Final draft
Red review
Final edit
Formal sign off
Submission

15. Top Tips
Technical Procurement or Common Sense?
• Pre- market engagement – get involved, get to know your customer
• Read the specification, read the specification, read the specification
• Give us what we want – NOT what you think we should have or what you want to
sell…..is this the right opportunity for you?
• Understand the scoring matrix – points make prizes
• Answer every question and in full
• If you don’t understand – ASK – do it via the portal & monitor portal
• Don’t use generic answers – cut and paste…!
• Word count – don’t do beyond…
• Scrutinise your costs – the evaluators will – make sure the numbers add up
• Follow instructions, don’t change templates or provide promo material
• Try to understand the market, your competition, benchmarking, USP
• https://www.star-procurement.gov.uk/Suppliers/Docs/STAR-Procurement-Top-Tips-for-
Tendering-May-2019.pdf
• https://www.star-procurement.gov.uk/Suppliers/Docs/STAR-Procurement-Glossary-of-
Terms-May-2019.pdf

16. Q & A