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Low carbon opportunities

Tuesday 21 November 2017

DOING BUSINESS WITH DEFENCE3

PHILIP MARGERISON

MOD Outreach Presentation

DOING BUSINESS WITH THE

UK MOD/DEFENCE

Contact details via:

Email: [email protected]

Tel: 0151 242 2000

Website: www.contracts.mod.uk


What MOD spends to provide

and sustain military capability

• Fifth biggest Defence Budget in the world. MOD is UK industry’s biggest

customer.

• £178Bn on equipment and support in the next 10 years

• In FY 2015/16 approx £20 Bn spent with third parties on a wide range of

products & services – amounts to 40-45% of total Government spend with

third parties

• Direct spend with SMEs in FY 2015/16 of £762M with over 4,900 different

SMEs

• MOD achieved 18% spend on SMEs through supply chain.

• Technology – ISS

• Equipment – DE&S

• Infrastructure - DIO

• Common Goods and Services - CCS

The areas we work in cover

KEY SUPPLIERS TO DEFENCE

• Boeing

• BAE Systems

• Rolls Royce

• Lockheed

Martin

• Airbus

• Capita

• Thales

• Qinetiq

• Leonardo

• Babcock

• Serco

• AWE

• MBDA

• HP

4

WHY CHOOSE US?

• We spend approximately £20Bn per annum with UK Industry

• We are making it easier for small business to win contracts

• We are making public sector procurement simpler

• We are committed to continuously developing our commercial

expertise and seeking innovative solutions for our customers

5


Contracts placed:

In FY 2015/16 approximately 1,700 new contracts with a value of £13.5Bn

• Approx 60% valued at less than £100K

• 7,500 contractors with extant contracts

• Approx 1,500 Commercial Officers in the overall MOD acquisition

organisation


Approach

• Reasonable Opportunities to Compete

• Impartiality & Consistency

• Confidentiality

• EU Public Procurement Regulations

• Advertise Requirements

Measures to Increase Opportunities for SMEs to

Participate in Govt Procurement

• Abolition of PQQs for requirements below £100K – adopted new common core PQQ

across Govt

• ‘Mystery Shopper’ service so business can tell Govt where there are still issues

• Simplifying the contracting process, in particular for SMEs – introduction of

standardised & simplified terms & conditions for less complex requirements below

£250K

• Set up of an £800M Innovation Fund to harness entrepreneurship & ingenuity of the

private sector aimed at helping UK to maintain an operational edge over its

adversaries.

10

Commercial Toolkit

• Available to MOD staff & industry

• Contains guidance on a wide range of commercial policy topics, DEFCONs,

DEFFORMs etc

• Available via the Acquisition Systems Guidance

• www.gov.uk/acquisition-operating-framework (free use, requires no-cost

registration)

• Commercial Toolkit;

https://www.aof.mod.uk/aofcontent/tactical/toolkit/content/defcons/defcon.htm

• Select either ‘Guidance Topics’; ‘DEFCONs’ or ‘DEFFORMs’

Defence Suppliers’ Service11

http://www.gov.uk/acquisition-operating-framework

https://www.aof.mod.uk/aofcontent/tactical/toolkit/content/defcons/defcon.htm

Cyber Security

• From 1 January 2016 MOD will require suppliers to have Cyber Essentials

certification in place. This will apply to all new contracts

• Covers transfer of MOD identifiable information, as defined in DEFCON 531, from

customer to supplier or generation of information by supplier specifically in support

of an MOD contract

• Requirement for all potential suppliers to have Cyber Essentials certificate by

contract start date & for annual renewal

• Requirement to be flowed down supply chain where sub-contracts satisfy same

criteria

• Trade Associations informed & will flow down requirement to members & their

supply chains

• Information on Cyber Essentials at www.cyberessentials.org.uk


DCO/Supplier Portal

• Launched a refreshed Supplier Portal hosted on DCO Platform

• Sign posts procurement opportunities; highlights policy and

process

• Provides links to relevant supporting bodies, research

establishments and funding streams

• Launched Twitter Feed (@defenceproc) – aimed specifically at

providing information and support to new and prospective

suppliers to Defence

Advertising MOD’s Requirements

MOD routinely advertises:

• All its competitive and non-competitive, ‘warlike’ and ‘non-warlike’ requirements for

goods & services valued at £10,000 and above are advertised free of charge, on the

Defence Contracts Online (MOD DCO)/Supplier portal (www.contracts.mod.uk)

• MOD DCB magazine available on subscription starting at £325 pa

• Requirements which meet the relevant criteria of EU Public Procurement Regulations &

are above relevant thresholds also advertised in Official Journal of the European Union

(OJEU) and ‘Contracts Finder’ portal as well as on the MOD DCO portal

• MOD requirements valued at below £10K are not advertised centrally and are generally

procured on a local or regional basis


http://www.contracts.mod.uk/



• Contract Notices

• Contract Bidders’ Notices

• Competitive/Non-competitive Contract awards

• Sub-Contract Opportunities

• Addendum


mailto:[email protected]


Guide to Contract Notices

Contract NoticesIdentification number

Expressions of Interest deadline

Issuing branch

Summary

QA Standards


Dynamic Pre-Qualification Questionnaire


• Launched in September 2013 as part of MOD DCO portal (www.contracts.mod.uk)

• Allows MOD commercial staff to create an electronic PQQ – issued as part of

contract notice

• Potential suppliers will express an interest in the requirement by completing DPQQ

online

• Saves up to 28 days by combining two parts of procurement procedure

• Reduces effort to create and complete a PQQ as suppliers can store information

on their capabilities on MOD DCO portal



Contract Bidder

Tender No.

ITT Issue Date

Deadline

Issuing Branch

Summary of Requirements

Issued To



Non-Competitive

Contract Awards

Issuing Branch


Contract No.

Awarded To

.

19


Competitive

Contract awards

Issue date

Issuing branch


Awarded to

20


Supplier Information Database (SID)

• SID accessed via www.contracts.mod.uk website

• Companies can submit their profiles free of charge

• SID available to MOD acquisition staff as a resource to help draw up a tender

list/source a product or service

• Over 8,000 companies have submitted their profiles to the SID

• By logging their profile on the SID, it does not guarantee that companies will be

invited to tender for MOD requirements



Contracts Finder Portal

• Overseen by Crown Commercial Services (CCS)

• Search across central Government & wider public sector for contract opportunities over

£10K

• Find out future opportunities

• Search for details of previous tenders & contracts

• Free to use; easy search facility; provide free e-mail alerts

• £52Bn contract notices in last 12 months; £177Bn forecast contract opportunities over next

6 years

• Updated early 2015

• Accessed via https://www.gov.uk/contracts-finder

• Contact details – Service Support Team e-mail [email protected]

https://www.gov.uk/contracts-finder



DOING BUSINESS WITH DEFENCE OUTREACH TEAM(formerly the DEFENCE SUPPLIERS’ SERVICE)

Part of Supply Chain Development section of the Strategic Supplier

Management (SSM) Team

Doing Business with Defence Enquiries:



Tel: 0151 242 2000



Doing Business with the Defence Outreach Team

• The Doing Business with Defence Outreach Team, is the MOD focal point for the

provision of advice and guidance to companies (often SMEs) that are interested in

doing business with Defence

• As well as providing a help desk facility, as part of its ‘outreach’ service, its staff also

attends various exhibitions, seminars and ‘meet the buyer’ events across the UK.

They also give ‘selling to the MOD’ presentations on how and where to access MOD

tender and contract opportunities

Information Pack

25

Defence & Security Exports:

Support for SMEs

Howard GibbsHead, Small Business UnitDIT Defence & Security Organisation

The Benefits of Exporting

Influence

• Defence Diplomacy; Strategic Relationships• Enhance Co-Operation/Interoperability

Defence/Security Procurement benefits

• Spread industry’s fixed overheads: reduce costs• Maintain key sovereign capabilities• Fill lulls in domestic product

• Retain skills• Industry cannot succeed alone

Defence and Security Export Market Top Level Numbers, 2016

2

The UK posted a strong performance in exports of products and services, winning

£10.2Bn of new defence and security business.

£4.3BnUK SECURITY EXPORTS

(5th largest exporter)

17%SHARE OF GLOBAL EXPORTS

2nd largest exporter

(10 year rolling average)

34%SHARE OF GLOBAL

CYBER MARKET

£5.9Bn UK DEFENCE

EXPORTS

9%SHARE OF GLOBAL

DEFENCE EXPORTS -2016

(4th largest exporter)

49%DEFENCE ORDERS

WON IN MIDDLE EAST

3

Our core markets are reviewed annually and we discuss with industry their strategic priorities to help determine

where to locate our resource to best serve industry. Current core markets are:

Where DSO focuses:

Australia India Poland

Bahrain Indonesia Qatar

Belgium Italy Saudi Arabia

Brazil Japan Singapore

Brunei Kuwait South Africa

Canada Lithuania South Korea

Chile Malaysia Sweden

Colombia Mexico Thailand

Denmark Netherlands Turkey

Finland New Zealand United Arab Emirates

France Norway United States of America

Germany Oman

SMEs – Strengths and Challenges

STRENGTHS CHALLENGES

• Innovative Concepts

• New Technology

• Build to print solutions

• Track record of quality, cost, delivery

• Proactivity

• Self-sufficiency

• Making best use of availableservices

• Supply chain access

Support Delivery - 1

Web Based Regional Marketing

Military Support

Support Delivery - 2

OperationsExhibitions, Conference,

Workshops, etc.

Web-Based Support

• www.gov.uk/dit-dso

• Get help to sell your products/services

• Find Export Opportunities

• Regulations and Restrictions

• Country Briefings and Reports

• Defence/Security Events/Exhibitions

• News and Updates

• Links/Routes to wider DIT services

• [email protected]

http://www.gov.uk/dit-dso

Direct DSO Support

• Routine UK and in-country desk officer support

➢ Advice➢ Specific work in support➢ Being other resources to bear if appropriate

• Project support for strategic opportunities

➢ Specialised DSO support to help overcome barriers and deliver success

The Supply Chain

• Closer working relationship with larger companies and at senior level

• Aim is for a strategic performance review between the two organisations

• Wider, more frequent engagement with UK SMEs is a key objective

• ‘Meet the Technologist’

Summary

• Our web-based material offers Government support to a

much broader range of SMEs

• SMEs need to become more proactive and self sufficient in

order to succeed

• Maximise use of website advice, information and support

before approaching DSO for more specific services

• All of DSO’s military and civilian capability remains available

to UK SMEs when necessary

Contact

Howard Gibbs

020 7215 8204

07776 457936

[email protected]

Visit www.iasme.co.uk or call 03300 882 752

Cyber Essentials

Chris Pinder, IASME


Our credentials

We are an

Accreditation

Body for

Cyber Essentials

We own the

IASME (+ GDPR)

governance

standard

We have over 2,000

companies certified

to

Cyber Essentials


What is Cyber Essentials?

Certification

Government backed

5-a-day!


Your 5-a-Day!!

Access Control

Secure Configuration

Updating Software

Malware Protection

Firewalls / Routers


Two levels

Bas

ic • Self completed

• Board level sign-off

• Independent assessment

Plu

s • Vulnerability test

• Onsite audit


Who goes for Cyber Essentials?


In summary

A few small technical changes will prevent 80% of cyber attacks

Cyber Essentials is relatively simple yet very effective

IASME governance certification offers a next step towards information assurance

Secure your business, secure contracts, secure compliance

It is a scheme/ a standard – it is a minimum!


Thank you

[email protected]

www.iasme.co.uk@IASME1

The IASME Consortium


http://www.iasme.co.uk/

What events are coming up?

• 23 Jan - The Hive – Future of Online Marketing

Book via www.business-central.co.uk/events/future-online-marketing

• 29 Jan - Winn Advanced Manufacturing Round Table – Hive

Book via www.business-central.co.uk/events/winn-advanced-manufacturing-

roundtable

• 30 Jan - Agri Tech Round Table

Book via www.business-central.co.uk/events/winn-agri-tech-roundtable-2

• 15 Feb – The Food for Thought Event (Woodshires & Peninsula)

Book via www.eventbrite.co.uk/e/food-for-thought-event-tickets-42199815785

• 28 Feb - Money Money Money WiNN Event

Book via www.winn-hub.com

10 May - Business Race for Redditch Teams of 4 £200

http://www.business-central.co.uk/events/future-online-marketing

http://www.business-central.co.uk/events/winn-advanced-manufacturing-roundtable

http://www.business-central.co.uk/events/winn-agri-tech-roundtable-2

http://www.eventbrite.co.uk/e/food-for-thought-event-tickets-42199815785

http://www.winn-hub.com/

Blue Orchid Events

*Enterprising Worcestershire – No. of workshops running including Intellectual

Property, Leadership and management, Innovation and growth, legal essentials and

marketing.

• 19 January - Intellectual Property

• 24 January - Performance Improvement

• 31 January - Legal Essentials

One to one sessions available. *There are ERDF eligibility rules to this project.

Enterprise For Success - Programme can help 121 with clients as well as workshops

including marketing, bookkeeping and various other aspects. First networking seminar

taking place on 24 January on Social Media in Kidderminster.

Applies to all business located in North Worcestershire, all FREE.

Book direct or with Worcestershire Business Central – see stand today.

Full details for each can be found on the event listing on

FinditinWorcestershire or ask a member of our team.

Next Breakfast Event

20 February – Be Cyber Secure to Win Contracts

Online bookings open at www.finditinworcestershire.co.uk

Showcase your business – secure your exhibition stand today – see a Findit team member

http://www.finditinworcestershire.co.uk/

Thank you for attending today

Special thanks to our presenters and exhibitors – please stay and network

Feedback forms – please take the time to complete as your opinion really

matters to us

Pre-booked one to one‘s taking place at front near stage

See you next month.

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