supplier procurement journey sharing how to get the most value … · supplier procurement journey...

Supplier procurement journey – Sharing how

to get the most value from your procurement

process…. or

What happened, you didn’t bid?

• Introduction to Angloco as an SME:

Brief history, capabilities, divisions, support, product range.

• The bid process and decisions:

Bid / No Bid, PIN -PQQ, Clarifications, Submission, Scoring

Feedback,

• The journey so far:

The role of frameworks

The good the bad and the ugly

Improvements made and yet to do

• Q&As

What happened, you didn’t bid?

Managing Director

Angloco Limited

President

Mist-Tech Sp.zo.o.

(Kielce, Poland)

FSF Procurement Hub member and

NFCC Procurement liaison point

FIA Export Council member

FIRESA Council member

Alistair Brown

Status: Private, family owned

Formation: 1965 - MBO 1986

Factory Size: 46,000 sq. ft. + warehouse

Employees: 106 (+ c. 20 vacancies)

Sales: ‘18-19 £12.5M GBP – ‘19-20 est. £25M+

Vehicles: ‘18-19 65, ‘19-20 est. 100+

The UK’s longest established builder of fire vehicles

Angloco

Angloco – Batley,Yorkshire

Leeds Bradford Airport: 15 miles

London KX to WWG: 2 hours

HQ / main factory

Service Support

Serial production

DFRP assembly Vehicle storage/

Resilience fleet

Small Vehicles Division

(Under construction)

Markets

70+ countries

Africa

Caribbean

Far East

Middle East

UKTI Campaign

Export – collaboration opportunity

Angloco - Three DivisionsDesign and Manufacture of Angloco Fire

Fighting Vehicles / Special Systems

Distribution of Products Manufactured by

Specialist Partners

Service Support - Training, After-Sales

Service, Refurbishment, and Spare Parts

Manufacture - VehiclesDesign and Manufacture of Angloco Fire



Specialist Partners



Design – innovation every time

Design

Unique Fire Fighting Systems

Fire and Rescue Boats

DistributionDesign and Manufacture of Angloco Fire



Specialist Partners



Distribution

Distribution – MoD foam project

• c. 2 million

liters of foam

• 160 vehicles

to convert

• 24-7 Supply

and support

ServiceDesign and Manufacture of Angloco Fire



Specialist Partners



20 service personnel inc. 15 FSEs

24 / 7 (30+ years) helpline and response

Global response – 65+ countries

UK fire telematics pioneers (25+ years)

Service

Service - Reactive

Scheduled Support Contracts• UK

• Middle East

• Caribbean

• South America

• 12, 6 or 3 monthly

visits

• With or without

local support

• Fully fixed cost or

as required

Refurbishment

User Training

Operational Training

Reserve, resilience & second life

VFM, ethical, anti-trojan disposals

Bid overview

• Bid / No Bid Meeting

Dynamic / Weekly Meeting Reason for decision recorded

Typically 100+ active “credible” tenders

Bid overview

Decisions based on remaining available bid team resource vs. effort required

chance of success, production capacity, estimated margin etc.

Most will be declined - blacklisted or problem customer go to the bottom

Bid overview

• Web portals

Typically 60 – 80 web portals to monitor and respond via

“Tracker” type software / contracts used but far from fool proof.

PIN - PQQ

• PIN

Not hugely helpful.

Opportunity may go on the register but practically there is little to be

done without a spec.

Timeframe so vague and flexible space is not allocated

Too late to engage with the customer in a meaningful way

More useful to get a 3 - 5 year plan from FRS.

• PQQ

Often seen as a formality but can be weighty

If used to filter can be viewed as confirmation of a preselected

outcome.

Clarifications

Can feel like a game of Guess Who – responses are often bizarre and can feel

computer generated. By this point the walls have seriously gone up

Serious gameplay afoot – suppliers will try to use to “box in” customers or block

other bidders

Do we / don’t we ask? – largely suppliers expect any CQs are issued to all

bidders. Commerciality is not recognised – sometimes published without consent.

Improving – but still often little time to reposition after a game changer late on

.

Scoring / Feedback

• Scoring

Suppliers will normally read this bit first.

If its not clear how to win what’s the point of bidding

Wildly different values and approaches

CQs in relation to this receive some of the most robotic replies

• Feedback

Should be a valuable learning opportunity for both supplier and customer.

More often radio silence if a request for further details.

The Good the Bad and the Ugly

Good –

Open, transparent, early prior engagement with suppliers on the

framework – site visits, findings shared

Draft spec. out early for comment.

Scoring easily understood

Plenty of time between stages – esp. after CQs

Copious constructive feedback face-to-face


Bad –

Little or no official prior engagement

Beware user trials - if FF lead can be farcical – suppliers often

prevented from attending. Is that even safe?

CQs that close days (or less) before submission – often unanswered


Ugly –

If you continue to ask questions, you’ll never do business with this Brigade

again.

Procurements that go ahead despite suppliers pointing out serious

anticompetitive behaviour

• Proliferation of frameworks - May 2015

Complaint on behalf of UK vehicle manufactures via FSF / APPG

Adding cost, dividing the same pie for no extra reward and open to

manipulation

• Benefits

Streamlined, easy to monitor, single PQQ, poss. unified terms,

• Risks

PQQ acts as a gate after which… price and delivery only

Ability to sift on quality reduced – remedied with bizarre scoring


• Enabling vs. catalogue style

• Multi-supplier vs. single supplier

• Appropriateness

Enabling / Multi Supplier for vehicles – Yes

Catalogue for foams - No


• If one thing:

Prior engagement, prior engagement, prior engagement!

Take the time to pick our brains

Suppliers are a vast resource of knowledge and know how – but over to you to spot

the geezers!

And finally:

• D&S vehicles – well done!

• FCTP Team – well done!

Improvements

Thank you

supplier procurement journey sharing how to get the most value … · supplier procurement journey...

Documents