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Invest NI So you want to win a tender?

Invest NI So you want to win a tender?. Invest NI Presentations. Fiona Lavery Food and Drink Tendering Initiative Export Skills and Knowledge Workshops Mandy Mills Tenders Alert Service Eleanor Butterwick CompeteFor. Fiona Lavery – Trade Development Services.

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Invest NI So you want to win a tender?

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  1. Invest NISo you want to win a tender?

  2. Invest NI Presentations • Fiona Lavery • Food and Drink Tendering Initiative • Export Skills and Knowledge Workshops • Mandy Mills • Tenders Alert Service • Eleanor Butterwick • CompeteFor

  3. Fiona Lavery – Trade Development Services Food & Drink Tendering Initiative

  4. Food & Drink Tendering Initiative Need identified within Invest NI to help food &drink companies: • Develop skills • Increase sales • Develop business, via successful tendering

  5. Food & Drink Tendering Initiative • Programme designed around existing products, eg Export Workshops, consultancy support • Focus on providing participants with skills, knowledge and a tangible output – a tender blueprint • Format – workshops, one-to-one mentoring, identification of opportunities

  6. Food & Drink Tendering Initiative Outcomes: • Development of supporting processes and administration for the 11 participants • Total value of public sector tender wins £7.9 million • Total value of potential public sector business £9 million • Reported private sector/retail wins • £18.3 million • Joint venture partnerships between participants

  7. Export Skills & Knowledge Workshops • A series of one day workshops aimed at helping businesses develop and strengthen their export skills • Hosted by a team of trainers with practical export experience • Workshops are open to all export focussed companies • Book online at www.investni.com/export workshops.com • Cost £75 per workshop

  8. Core Export Knowledge • Workshops are divided into two elements:- • Core Export Knowledge – designed for senior personnel involved in the planning, delivery and management of the export process • They involve a series of 3 workshops • Targeting Your Export Markets • Researching Your Export Markets • Developing Your Export Markets

  9. Essential Export Skills These workshops are aimed at those who have operational responsibility for export business or senior staff who want a more thorough understanding of the processes and practicalities of exporting. Current series includes: • Introduction to Tendering • Advanced Tendering & Proposal Preparation • Winning Sales • Sales Prospecting & Successful Tendering • Key Account Management • Managing Agents & Distributors • Advanced Negotiation Skills

  10. Mandy Mills – Business Information Services Tenders Alert Service

  11. Purpose • To alert companies to current tenders • To help them assess the market for their products/services • To give advice on other sources of support for selling to government

  12. Why it’s important • Large range of potential sources • Very time-consuming to search regularly • Missing a tender invitation cuts off a potential revenue stream for 2 – 3 years

  13. 2010 Survey Results 59 companies in Northern Ireland secured business worth over £239 million through 117 contracts: • 2 in Europe • 22 in ROI • 30 in rest of UK • 73 in NI

  14. Core service Profile matched daily against tenders published in Europe • Can restrict to NI • 8,000 tenders weekly • Results emailed • Sources include European Journal, e-Tenders, Scottish Procurement, Contracts Finder, CPD • £100 plus VAT per annum • Over 160 clients

  15. Other Aspects of the Service • Market analysis tools allow companies to identify key buyers, key competitors, market size • Plugged in to public procurement ‘network’ • Solving problems • Access to other sources of support

  16. Business Information Centre • Company Databases • Construction Project Tracking Databases • www.glenigan.com • www.barbour-abi.com • http://www.cisireland.com • Market Research

  17. Contact: Business Information Centre Enterprise Europe Network NI Web: http://www.enterpriseeuropeni.com Tel: 028 9069 8135 E-mail: bic@investni.com

  18. CompeteFor - accessing London 2012 and other business opportunities Eleanor Butterwick, Trade Team, Invest NI

  19. CompeteFor: Supplier and Buyer Process The London Business Network and equivalent agencies across the UK Buyer Engagement Team and contractual obligation to participate London2012.com/business Buyer Supplier Buyer Registration Supplier Registration Build Profile Input Opportunities Datingagency • Single registration for multiple opportunities • Wide range of contracts of different sizes • Business Support from Business Link • Transparency on who is winning what • Free and easy to use • 80,000 published companies • 1,800 NI companies • Opportunity to extend and diversify supply chain • New & Innovative Suppliers • Supports CSR objectives • Enables procurement best practise • Helps comply with Section 106 Agreements

  20. Why CompeteFor? • £9bn spend approx • £6bn Infrastructure (ODA) • £700m Delivery (LOCOG) • circa 6,000 tenders awarded so far • circa 100 open tenders • £15bn Crossrail Projects • Also being used by Metropolitan Police/ OPLC/ London Boroughs etc

  21. LOCOG Procurement categories - Over 300 individual tenders so far

  22. Sports • Archery Equipment • Rowing Equipment • Canoeing Equipment • Boat Charter • Boat Manufacturer • Marine Engines • Fitness/Gym Equipment • Cycling Equipment • Weight Lifting • Equestrian Equipment • Show Jumps – Equestrian Arena • Horses (Modern Pentathlon) • Aquatics Equipment • Shooting Equipment • Sailing Equipment • Medical Equipment

  23. Catering • The largest peacetime catering operation in the world! • 14 million meals • 833 concessions • 10 million cups of coffee and about 4 million tea bags (including sales to spectators) • Food quantities in the Olympic Village: • 25,000 loaves of bread • 232 tonnes of potatoes • More than 82 tonnes of seafood • 31 tonnes of poultry items • More than 100 tonnes of meat • 75,000 litres of milk • 19 tonnes of eggs • 21 tonnes of cheese • More than 330 tonnes of fruit and vegetables • 2.7 million bananas

  24. CompeteFor – the supplier registration process - 45 minutes, but free to register and publish a profile!

  25. Accreditations needed • Mandatory • Quality/Equality/Health and Safety • Demonstrated evidence • Sustainability and Environmental policies

  26. Manually search for opportunities...

  27. Awarded contracts • Over £40m awarded to 40 NI companies (note no marketing clause) • Opportunities now to supply to LOCOG Tier one suppliers – e.g. Food; Gifts, etc • 307 LOCOG awards so far and 43% awarded to SMEs • Permanent Legacy Bridge – Lagan Construction • Basketball Arena – McAvoy Group • Shirts (London Fire Service) – Hunter Apparel • Kitchen Textiles license - Ulster Weavers • Fire Doors - Powershield Doors

  28. Some issues to consider • Does your company have the time and resources to track 2012 and similar opportunities? • Do you have one person who identifies opportunities? • Team to prepare bids? Get feedback if unsuccessful? • Are you promoting your companies to the supply chain partners apart from through CompeteFor? E.g. website and promotional materials which demonstrate full capabilities, accreditations and case studies/reference projects? • Are you prepared to set up an office presence in GB/London? • Are you prepared to put staff on the ground for business development/sales and to build relationships with contractors?

  29. Contacts and help Eleanor.butterwick@investni.com Gillian.glass@investni.com Patrick.mcnally@investni.com Invest NI supported adviser to assist with Global Games tender bids

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