Selling to Local Government

Facilitator – Alex Haslam MCIPS

Retired Civil Servant – Ex Cabinet Office (TBA)

• Office of Government Commerce (OGC)• HM Treasury• Adviser to French Ministry of Finance on Procurement Cards

• Formerly Contracts Consultant within NHS CfH, NHSIA & Four NHS Trusts (Birmingham)

Currently Procurement Adviser to Bromsgrove District & Redditch Borough Councils

• Member of SOPO Executive Committee• Member Regional Strategic Procurement Board

40 + Years International experience in Private & Public Sector Procurement

Worcestershire & Warwickshire Districts Procurement Group

Redditch Borough CouncilBromsgrove District CouncilWychavon District Council

Malvern Hills District CouncilWyre Forest District Council

Worcester City CouncilWarwick District Council

North Warwick District Council

Where to find Council Opportunities

Websites - www.redditchbc.gov.uk & www.bromsgrove.gov.ukLook under “Business” then “Tenders & Contracts”

Then “Current & Forthcoming Contracts”

Also Contracts Finderwww.contractsfinder.businesslink.gov.uk

Also Worcestershire Procurement HubWorcestershire.gov.uk/etendering/

Also finditinworcestershire.com

Also westmidlandsiep.gov.ukLook at ‘Suppliers Corner’

Where do you look ?

Procurement organisations/routes used by local government

Consortia;

‘PRO 5’ Comprising; Yorkshire Purchasing Organisation (YPO)Eastern Shires Purchasing Organisation (ESPO) West Mercia Supplies (WMS)Central Buying Consortium (CBC)North Eastern Purchasing Organisation (NEPO)

Also; Buying Solutions (The Government Procurement Service)E Marketplaces - IDeA Marketplace

Need to know

You need to understand how they go about their business, their processes:

What their business is

What are their goals

What they buy - How they buy

Internal rules and regulations

The Procurement Strategy

Contracts Procedure Rules

Thresholds – How they affect the Procurement Route

The Tender Process

PQQ’s (Pre-Qualification Questionnaires)

ITT’s (Invitation to Tender)

External rules and regulations

EU Regulations (mainly Public Contracts Regulations 2006)

Section 135 Local Government Act 1972

What do the rules apply to?

Operational Drivers to improve procurement

Consequences of the Spending ReviewVFM/ Best Value

Continuous improvement of service deliveryPublic Demands as taxpayers & customers

Budgetary constraintsInspection Regimes e.g. (CPA) (CAA)

Rising costsCompetition for suppliers

Political will

Economic Impacts

Councils will consider;

Regeneration

Use of Local suppliers and SMEs

LM3 (Multiplier)

Training and skills development

Environmental Impacts

Councils will consider:

Use of materials and resources – including non-renewable

resources

Energy consumption

Emissions from transport

Options for reuse, recycling and other waste disposal issues

Lifecycle analysis of products – manufacture, use and disposal

Social Impacts

Councils will consider;

Impact on local communityLocal labour clausesEquality and DiversityEthnic responsibility

Employment conditions

And Finally……….

We are available by appointment to help any company understand and complete Pre

Qualification Questionnaires – we cannot guarantee you will be successful with your

PQQ but we can at least make sure it is not rejected for avoidable reasons