T4 ct procurement_training_presentation

30/04/2013 Copyright - Tendering for Contracts Training (1997 - 2012) 1
Open
Procedures
JA Procurement Activity is based on EU / JA Government Procurement Directives
Public
Awareness
Equal
Treatment
Procurement is based on;

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Copyright - Tendering for Contracts Training (1997 - 2012)
SUSTAINABLE STRATEGIES
Which leads to
 Sustainable Business
Training that develops
 Cross-Functional Abilities
Leading to
 Better Customer / Supplier Relationships
Leading to
 Improvement in Management Effectiveness
Leading to
 Improved Business Operations
Leading to
 License to Tender

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EU Directives
JA Government
Procurement
Directives
 Directives to Government Departments , Local Authorities
and all Public Agencies
 EU Procurement Directives ensures SME participation in
Public Procurement activities through Open Tendering
Processes and Procedures
 The promotion of New Open procurement policies by JA
government
 JA Government procurement directives, policies and
procedures
NEW OPPORTUNITIES

INDIVIDUAL COMPANIES
& SMALL FIRMS
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CONSULTATIONPARTNERSHIP
IMPROVE SME
SURVIVAL RATES
IMPROVE ABILITY
ASSIST SME’s WHO WISH
TO TENDER
PARTICIPATION
DEVELOP INITIATIVES THAT
SUPPORT BUSINESS
INCREASE INVOLVEMENT
PARTNERS / STAKEHOLDERS
COMPETITION IN THE KEY
AREAS
MAXIMISE THE CORE VALUES
THROUGH

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CLEAR VISION
 To be a Preferred Supplier
TRAINING & SUPPORT THAT PROVIDES
 Services that Surpass Needs
 Improve Customer Satisfaction
 Improve Company Abilities
 Quality Goods - Service - Product
 Employee Training to meet Needs
CUSTOMER GOALS
 Provide Better Value for Money
 Provide Quality Products / Service
 Product / Service Innovation
INTERNAL GOALS
 Supply Customer Requirements
 Provide Relevant Information
LEARNING GOALS
 Continuous Improvement
 Product / Service Innovation
 Empowering the Enterprise
FINANCIAL GOALS
 Improvement in Performance
 Improvement in Cash Flow
 Improvement in Profitability
MISSION STATEMENT?

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Explain how you can bid for contracts projects, either on your own or
through a consortium, and much more.
The procurement sector spends a huge amount each year and is always looking
for new suppliers.
Our course is meant for those who own or work in a small business and wish
to develop new revenue streams from public or private sector contracting.
MARKET SECTORS
Our course shows where to find opportunities within the public and private sector,
Explain the pre-requisites of public and private sector contracting,
However small your business, there are always opportunities to supply this
market.

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 Clear
 Delivered on time
 Concise
 Well Organised
 Accurate
 Error Free
 Lively and Interesting
 Reader focussed
 Written with Authority
 Contain Persuasive Contents
WHAT IS PROCUREMENT?
Because procurement is not the same as
purchasing , you will have to work as a team,
you have to focus on winning that particular
opportunity right from the pre-qualification
stage. Documents must be;
Public procurement is the a process of the acquisition goods,
products, services, and works by a public authorities. Transactions
of this nature are public undertakings and governed by legal
regulations

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PROCUREMENT ETHICS
Procurement should be conducted by ethical standards and lawful procedures.
Ethics is a moral principle or framework of what is good and bad. Its application in
the procurement process enhances fairness in public finance management and
ensures that durable materials are procured at affordable prices.
Whether it is vehicles for officials of government or managers in the private sector,
the procurement and purchasing process must be in compliance with the Public
Procurement Law.
Ethical procedures are; fairness, transparency, integrity, best value for money, and
delivery of quality and quantity at an affordable price and at the right time.
The resources of the country should benefit all , it is important that procurement be
done in compliance with ethics and law so that citizens have a taste of the benefits
and not just few persons.
Our approach aims to build procurement supplier capacity and increase the level of
professionalism among procurement suppliers .

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What must I do
to improve my
prospects as a
Supplier?
Relationships Brand Value
How can I satisfy
my clients?
Do I have a
quality culture?
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Can I
manage the
contract?
What I need
to do to get
good result?
THE OBJECTIVES

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THE STAKEHOLDERS

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 Clearly determine the objectives, goals and needs
 Ensure that you can meet the requirements of the contract.
 Follow-up with calls and a visit
 Assess the profitability of the contract
 Prepare and check that your proposals meet their needs
 Submit the proposal and if not successful
PROPOSAL WRITING

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RISK MANAGEMENT

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PRE - QUALIFICATION

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QUESTIONNAIRE SCORING

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EVALUATION PROCESS
Describe each step in the evaluation of a real-life proposal written in response to a
high risk, high value RFP.
 Scoring the proposals
This Process Includes;
 Imposing upset levels
 Evaluating the cost
 Developing a short list
 Negotiating the contract
 Requesting best and final offers
 Using references/past performance
Describe how the Evaluation Team scores each proposal.
Describe the issues and problems every proposal writer must deal with to survive the
Evaluation Process
 Interviewing suppliers

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These three tips are examples of how you can avoid Consortium pitfalls.
 Research Your Prospective Partner: Know their niche and clients , explain how
you fit into their corporate structure; show examples of past performance .
 Register Your Company and Capabilities: on both the Central Contractor
Registry and on your selected Partner supplier diversity portals
 Know What Your Partners Want To See: Focus your presentation on their
priorities – concentrate on business they want to win -- their clients’ priorities or
problems they want to solve.
Companies that are new to government contracting can increase their
chances of success by forming Consortiums .
CONTRACT FRAMEWORKS
A Consortium is a good way to build a track record, keep market entry costs
down and increase chances of success.
A Consortium is a formal agreement with other small firms for the sole
purpose of winning the contract.

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Audience:
 Individual/Owner/Director of any small firm – this may
be a plumber, house repairman, electrician, painter,
mini-cab driver for transporting children to school, IT
companies, in short, any small to medium enterprise.
Modules:
1. Tendering for Contracts Overview
2. Tendering for Contracts Process
3. Managing Quality in the Contracting Process
4. Marketing Products & Services
5. Contract Project Management
Course Description:
This course provides detailed training to firms who wish to enter
into public sector tendering and procurement sector, it enables
firms to be successful by facilitating and empowering their entry
through the provision of high quality training materials. material.
Course Objectives
 Identify tenders as they are announced.
 Respond to tender notices effectively.
 Research, prepare, and submit public sector tenders.
 Implement quality management systems.
 Marketing goods - products and services effectively to public
& private sector.
 Managing contract project contracts efficiently.
TRAINING DESCRIPTION

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 Researching, preparing and presenting perfect documentation,
 Improved contractor performance at lower costs.
Our programme is aimed at firms who wish to win new business from the
procurement sector, our programme addresses both public and private sector
contracting procedures on the same principles, i.e.:
OUTCOME SUMMARY
 Marketing Goods - Services or Products,
 The management of a contract project,
 The implementation of quality management systems
Our programme facilitates:
 Access to a wider range of quality suppliers
 Achieve cost savings in each contracting section
 Avoid negative public relations and / or comments
 Contractors will be more committed to providing quality products or services
 Both sides better able to establish and manage procurement 0bjectives.

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PROGRAMME LOGIN

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MODULE OVERVIEW

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Third, it must permit mapping of any stakeholders specific model for instructional
systems design and development into itself. Stakeholders must be able to see how
their own model of instructional design is reflected by the reference model they hold
in common.
WHAT ARE THE SPECIFIC FEATURES OF A
“SCORM COMPLIANT ELEARNING TRAINING PROGRAMME?”.
The features offer the potential for making eLearning interoperable, accessible,
durable, maintainable and adaptable. This is explained in more detail in the
overview of the SCORM documentation, that document states that: “There are three
primary criteria for a reference model such as SCORM;
First, it must articulate guidelines that can be understood and implemented by
developers of learning content.
Second, it must be adopted, understood and used by as wide a variety of
stakeholders as possible, especially learning content and tool developers and their
customers.
EDUCATIONAL FRAMEWORK
(SCORM) MODALITIES

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(T4CT) - ACADEMIC MAP:

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(T4CT) - ACADEMIC MAP:

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 Better Training Programme Design
 Better Programme Training Delivery
 Better Training Programme Management
 Better Student Knowledge Management
 Better Analysis of Reports and Results
 Effective Course Feedback and Updates
 An Accredited eLearning Environment
E-LEARNING BENEFITS

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COMMERCIAL PROSPECTS

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INVESTING IN PEOPLE

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BALANCED SCORECARD

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The procurement profession needs more entry-level positions to broaden
the pool of potential entrants in the future.
This was the view of David Smith, commercial director at the Department for Work and
Pensions and CIPS president, speaking at a roundtable hosted yesterday by recruitment
agency Barclay Meade.
“What we’ve tended not to have as a profession is enough entry-level jobs,” he said.
“We have roles that are above entry-level and that brings an expectation of either
experience or some form of educational qualification, that acts as a barrier.”
Smith, whose presidential theme is to encourage the next generation of procurement
professionals, said the situation had improved but more needs to be done to enable
young people and those wanting to go straight into the workforce to enter
procurement.
“Things have changed but we still haven’t created entry points to the procurement
sector that can attract those without the best degrees .” “ Learning can be vocational
training online or at a desk, to help people enter the profession.” Read More Here
PROCUREMENT ARTICLE 

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SWOT ANALYSIS

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JOBS : PROPOSAL MANAGER
To include all negotiations, jointly with the Tendering Manager. ... To coordinate
with Contracts / Insurance, in reviewing the prime contract documents and ...
To assume overall responsibility for managing, co-coordinating and administering of
the Company’s proposal effort on all selected proposals.
Including; - the BID/NO BID approval cycle through to submittal of the BID to the
Client,
incorporating the pre-bid stages of definition, planning, conceptual engineering,
procurement, construction and start-up,
including operation and maintenance requirements, risk assessment, estimating
and interpretation and clarification with others on contractual, commercial and
technical terms and conditions,
including the required deliverables in compliance with the RFP.

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PEOPLE in PROCUREMENT
jobs in Procurement

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Training Induction Process SME Learning Plans SME Support
At the end of this course, the
following subjects will be covered in
detail
Online eLearning materials including
handouts
SME support will include completing specific Tender
Proposal Documents
1- Establish Course Objectives ~
Tendering for Contracts
Researching and developing client
contacts of possible contract clients
Discussion of any previous tender submission presented
2- Defining individual SME Market
Sectors
Assistance with acquisition of contracts
tender database
Discuss contract management and supervisory skills
3- Unravelling complex problems in
relation to Finance and Contracts
Tender proposal design and
development
Discuss presentation practices and best practice
procedures and techniques
4- The processes involved in the
implementation of ISO 9000 – 14000 -
2000
Technical, procedural and administrative
processes
Discuss human resource management
practices and procedures
5- Best Practice in the Management of
Projects ~ The essential best practice
guide
Communication (verbal and written)
using word-processing, project planning
software and quality management
systems
Discuss the Implementation of quality systems – including
various quality management software solutions
6- Marketing your Products and
Services for (contracts) ~ The (8)
steps process
Use of computer systems
in marketing including the Internet ~
Applying good management practice
to projects
7- Discuss the concept of the
Mentoring Process
Organisational issues, provide individual
learning and support plans
Assessment of effectiveness of training, using feedback
questionnaire’s
CRITICAL SUCCESS FACTORS

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PROCUREMENT PROCESS
 Notification
In short, it provides notification of tenders to the suppliers.
 The tendering or bidding phase:
Covers the preparing of an offer by a potential supplier
 The Awarding phase:
This phase begins with the opening of the tenders. After checking the
contents of tenders, the winning tender is selected.
 The Execution phase.
After the contract is awarded, the contract shall be executed by both
parties the contracting body and the successful bidder.
Localization Issues

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PROCUREMENT PROCESS
 Contracting Authorities Procedure
The contracting authorities must choose between three different procedures for
the awarding of contracts.
 Open procedure:
All interested suppliers, contractors or service providers may tender.
 Restricted procedure:
Only those suppliers, contractors or service providers invited to
participate by the contracting authority may submit a tender.
 Negotiated procedure:
Direct discussions and negotiations take place between the contracting
authority and one or more suppliers.
Consortiums – Bidding Teams – No Bid Contracts

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COMPETITIVE DIALOGUE
 Periodic Indicative Notice (PIN):
Contracting authorities are required to publish a PIN setting out details
of future contracts.
 Request for Proposals:
Outlines a general framework and invites you to make proposals for the
type of product or service which you could offer.
 Calls for expressions of interest:
Ask you to express your interest in supplying a certain type of
product or service.
 Invitations to tender:
Ask you to submit a bid for a specific product or service,
typically used for products and services such as, e.g. printing,
cleaning, studies, computer supplies.
Framework Agreements – Preferred Suppliers

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Legal requirements:
The definition of a contractor wishing to submit a tender for the award of a public
contract comprises any legal or natural person involved in supplies, construction and
services activities.
It also includes private consortia, as well as joint ventures or groupings.
(1) is bankrupt
(2) is subject of proceedings for a declaration of bankruptcy
(3) has been convicted for an offence concerning his professional conduct
(4) has been guilty of grave professional misconduct
(5) has not fulfilled obligations relating to social security contributions
(6) has not fulfilled obligations relating to the payment of taxes
Contracting authorities may impose a requirement as to the form and the legal
status of the contractor that wins the award.
Eligibility Requirements
In principle there are automatic grounds for exclusion when a contractor,
supplier or service provider
Community Benefits/Issues/Etc

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HOW CAN I ADD VALUE?

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MARKET SECTORS

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QUESTIONS & ANSWERS!

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Accident and health services.
Accounting and auditing services.
Acupuncture and chiropractor services.
Administration services.
Adult and other education services.
Advertising and marketing services.
Advertising campaign services.
Advertising consultancy services.
Advertising management services.
Advertising services.
Aircraft-operation services.
Airport engineering services.
Airport slot coordination services.
Air-traffic control services.
Ambulance services.
Architectural and related services.
Assessment centre services
PRODUCTS / GOODS / SERVICES
Business and management consultancy
Business & management consultancy
Business services: law, marketing,
Business consulting, recruitment,
Business printing and security.
Calculation & monitoring of costs.
Career guidance services. -
Child allowances.
Cleaning Services.
Company health services –
Compulsory social security services.
Construction consultancy services.
Construction-related services.
Consulting services for water-supply
Waste consultancy.
Courier services.
Customer satisfaction survey.
Customer servicesBuilding facilities management services.
Building consultancy services.
Business analysis consultancy services.

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PRODUCTS / GOODS / SERVICES
Customer-care services.
Customer-loyalty programme.
Data-Processing services.
Dental practice and related services.
Design consultancy services.
Development consultancy services.
Disability benefits.
Education and training services.
Electricity distribution and
related services.
Energy and related services.
Energy-efficiency consultancy services.
Energy-management services.
Environmental engineering
consultancy services.
Event services.
Exterior cleaning work for buildings.
Family allowances.
Financial and insurance services
Roof maintenance work.
Safety consultancy services.
Services provided by blood banks.
Services provided by medical laboratories.
Services provided by medical personnel.
Sewage, refuse, cleaning
Environmental services.
Sickness benefits.
Staff development services.
Statistical services.
Supply services of personnel
Supporting and auxiliary transport services;
travel agencies services.
Technical testing, analysis and consultancy
services.
Telephone and data transmission services.
Training services.
Unemployment compensation benefits.
Urban planning and landscape
Water distribution and related services.

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BETTER VALUE SUPPLIER
One of the biggest hurdles facing small business when planning to bid for a contract is
the fear that they will be regarded as ‘too small’ to be considered as a potential
supplier to a major public or corporate body.
Tendering for Contracts Training provides a course that explains ways in which small
companies can develop successful and profitable relationships with contract
providers.
To raise awareness of the value for money that small firms can offer,
 To explore the issues that can make it difficult for SME’s to win new business,
 Set out some ideas about how help can be provided.
Smaller supplier....better value? - it’s purpose is;
Suppliers play an important part in the government’s core business, more than 50% of
the private sector workforce is employed in small firms, and the number of small firms
is increasing, but they are finding it increasingly difficult to compete for public sector
contracts.
Here is a booklet

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WHAT IS A SMALL FIRM?
There are two definitions of a small firm, definition (a) consists of firms with up to 50
employees.
A diverse group of businesses fall into this category, ranging from sole traders to
substantial, established firms - including start-ups and social enterprises.
Definition (b) is associated with ‘Small or Medium Enterprise’ (SME) - this
encompasses a wider range of businesses, having up to 250 employees.
Although SMEs may not be in a position to be a prime contractor, there are
opportunities for them to be sub-contractors, particularly where they can provide
specialist products or services.
The choice of specific sub-contractors is a commercial decision and usually rests
with the prime contractor.
It is however appropriate to consider the supplier’s sub-contractor management
arrangements and ensure there is visibility of the supply chain.
Here is a booklet Standardization, Challenge and Opportunity

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CONTRACT MANAGEMENT

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This course offers practical advice to organisations of all sizes on how to go about
entering the public and private sector marketplace. Examining in detail some of the
key issues contractors should consider when selling to this marketplace, these include
the increasing need to consider issues linked to the Sustainability Agenda –
Whether you are an existing or aspiring supplier to the public or private sector,
our will equip your organisation for future success. programme
If you are pursuing any management courses – our programme will provide
additional pathways to your success.
COMPETITIVE ADVANTAGE
Facilitating SME’s access to public procurement:
Small and medium-sized enterprises are a unique source of innovation and
competition and account for 99.8% of the total number of enterprises in most
countries
Procurement policy allows firms to strengthen their competitiveness and enables
them to contribute more towards employment and growth.

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SCORM COMPLIANCE
- 1, Accessible - 2, Interoperable - 3, Durable - 4, Reusable

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PILOT WORKSHOPS

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TRAINING PROCEDURES

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SUPPORT THE TRAINER

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CAPITALISING ON PEOPLE

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TRAINING MODULE

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ACCREDITATION

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Each learner receives;
 Access to the (6) Modules online,
 A 290 page (5 section workbook
 120 pages of support materials
 powerpoint & video presentations
 Free monthly procurement newsletters
 an assigned Verifier / Mentor
 on successful completion,
 A Certificate of Completion
 or
 Accredited Diploma
CERTIFICATION

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TRAIN THE TRAINER
SUCCESS
TEACH
INSPIREVISSION
TEAMWORK
MENTOR
LEADERSHIP
GOALS
MOTIVATE

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g) Career development, promotion possibilities, improved
job or promotion possibilities for participants;
a) Enhanced Competitiveness by cutting cost;
b) About 25% savings on supply & purchase expenditure of companies
and organizations;
c) About 75% supply lead time reduction;
d) Improved performance and better relationship between suppliers and
contract providers;
e) Better logistics, supply management and spend management;
f) Increased ability to take advantage of emerging opportunities
in international markets;
h) Accredited Diploma / Certificate
EXPECTED BENEFITS

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SUPPORT DOCUMENTATION

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(26) T4CT Support Persons(*)
SME JOB CREATION

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CONTRACTING PROCEDURES
The procurement processes should be properly managed by following the law because
it is a sensitive sector and uses the largest percentage of any nation's income.
Procurement bodies should be sensitise to all stakeholders on what the law demands
of them, this will help reduce procurement corruption.
Political interference in the procurement processes is one of the major causes of
inefficiency in the delivery of public contracts.
Most of the time, politicians want to have a say on who gets the tender, even if the
contractors are not the best bidder.
Political influence was one of the major factors for the increase in procurement costs
and corruption.
The skills learnt from our training will help participants stand up to those who
want favours and enable them to act ethically
The laws in most countries have good policy guidelines and regulations, but fall
short on the implementation of ethical procedures.
 Read Contract Notices #3 Read Case Study #1  Read Case Study #2

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CURRENT & FUTURE
Tendering for
Contracts Training
Implementing Quality
Management Systems
Managing Small
Projects
Selling to the Public &
Corporate Sectors
Ethical Procurement
Online eProcurement
Framework Agreements
Competitive Dialogue
Procure to Pay

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PROCUREMENT TIPS

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 Pauline Hedges, Surrey Chamber of Commerce
Many small to medium sized businesses in Surrey would welcome the
opportunity to bid for the lucrative contracts put out by the public bodies and
government agencies in the county but lack the knowledge of where those
tenders are offered and the expertise to complete the forms.
 Business Link - Business Development Advisor
Your package on Tendering for Public Sector Contracts provides comprehensive
information for business owners who are too busy to attend public courses.
 British Gas Chief Procurement Officer
Being a specialist in the field of procurement for the last 20 years and with my
British Gas Chief Procurement Officer hat on, I believe this to be an excellent
on-line training programme.
BUSINESS COMMENTS

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In (1997), Lloyd Sewell (Director of Tendering for Contracts Training)
identified the crucially important need for the effective training of
individuals and firms who wish to become suppliers to public sector
agencies. He developed and successfully delivered a series of
workshops. Programme refinement lead to endorsement by SFEDI in
2004 and obtained an Innovation Grant from the Department for Trade
& Industry in 2005.
Programme Objectives were; -
To overcome the perennial ‘chicken and egg’ dilemma in procurement supplier
capability.
 by providing effective accredited training and support that enables learners
to
tender for, win and manage contract projects successfully and profitably.
How?
BRIEF PROFILE

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BUSINESS EXPERTISE
 the University of Greenwich – Lecturer (IT) for business start-up
 Business Plan development for start-up client
 Business start-up and diagnostic services for enterprise agencies
 Business diagnostic for garment manufacturing company
 Tendering for Contracts training workshops
 Internet software evaluation consultant
 Web site design and consultancy
QUALIFICATIONS
 Business Development Trainer
 Member of The Institute of Business Consulting
 Grad diploma (IT)
 MBA - the University of Greenwich(*)
 Registered Business Consultant
 British Credit Union Consultant
 Registered (Protocol National) Lecturer
EXPERTISE /QUALIFICATIONS

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Tendering for Contracts Training provides online tendering and procurement training
that enables firms identify and benefit from new business opportunities in the private
and public .
Our training has been specifically developed to assist small firms bid for contracts
both in the private or private sector, respond to invitation to tender notices, tender
for contracts, respond to request for proposals, prepare and submit tender
documents, implement quality management systems, effectively market products
and services and efficiently manage contract projects.
Testimonial
As a procurement specialist for over 20 years, I believe this to be an excellent on-line
training programme, suitable for both managers / owners of firms and individuals, it
prepares them to tender for contracts with confidence, and develop new business
through effective training that enables profitable engagement in the tendering and
procurement process.
(Former Chief Procurement Officer, Centrica Plc.)
SUMMARY

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PROCUREMENT ARTICLES

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Thank you for viewing our presentation on Training for Public & Private
Sector Contracts .
You can preview the Tendering for Contracts course, it can be shown as part of the
presentation session.
The following URL provides access to the overview;
http://www.tfc-training.com/elp/index.htm
http://www.tfc-training.com/sales.htm
END
For more information – Contact:
Lloyd Sewell - Director (T4CT)
Tendering for Contracts Training
11 Sandhurst Crescent
Kingston 6
Jamaica
Tel : 1876 366 4972
enquiries@tfc-training.com
CONCLUSION

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