Winning Public Sector Contracts
A Guide for Professional Services Companies.
Aim
We run tailored in-house seminars for Architects, Engineers, Solicitors and Accountancy Practices to help you improve your opportunities to win contracts for the supply of Professional Services to the Public Sector. We also run open public sector procurement seminars in the Dublin area, the next event is taking place on 11th May. For more information on this and other events click here. Our in-house and open workshops are accredited for CPD with each professional body.
Content
Professional Services Companies must now focus on and develop new business, and many may not be aware of the opportunities in the area of public sector procurement.
Those who are may respond to the pre-qualification Questionnaire or Tender document by completing it without fully appreciating the genuine realistic opportunity they have of getting this valuable work. They might be casual in their answers to the questionnaire thinking that they have little chance in being successful. Even those who treat these opportunities seriously may lack the insight into the typical criteria used by the Public Body when assessing Tenders submitted, and may not focus on or best demonstrate (‘market’) themselves for what the Public Body are looking for in a firm.
This course will firstly provide an overview of the EU Directives and Statutory Instruments that govern public procurement in Ireland. Having learned the rules of the game, it is important to look at what your firm can do to improve its potential for success in a bid or proposal. The skills in putting together winning bids and proposals is critical to the success of any practice and delegates will have the opportunity to develop these skills.
Speaker: Wayne Dignam BA BAI MEngSc MBS MIEI, is a Director of Tender Team and has many years experience as a consultant in public sector procurement in a diverse range of organisations, including managing live proposals, training teams, benchmarking and developing an organisation’s proposal capability. Wayne has successfully delivered such seminars with the CIF, Engineers Ireland, and The Bar Association.
Course Programme
1. The rules:
- European Directives covering public procurement
- Statutory Instruments in Ireland
- How they affect the process and the responsibility on the Contracting Authority
- What your rights and obligations are as a supplier of services
2. The eTendering and Achilles websites:
- How to use it to manage requests for tenders
- How to register as a supplier of accountancy services
- How to register for alerts and manage documentation
3. Typical assessment criteria that Contracting Authorities use:
- Basic principles of tender criteria
- Typical tender criteria
4. Demonstrating technical capability within your practice:
- Demonstrating value for money
- Compatibility and adaptability to Contract
- Fields of practice that are relevant to the Contract
- Relevant experience and past performance
5. Selling your proposed personnel for the contract:
- Should be organised according to the Contract
- Tailoring CVs for key positions
- Using capability and skills matrices
6. Developing your cost model:
- How to present cost data
- Deciding the price-capability tradeoff
- Differentiate Value and Price
7. Managing the process within your firm:
- Kick-Off Meetings
- Putting the tender together
- Reviews
8. A typical tender example:
- A Review of a recent tender from etenders.ie
For more information on our courses, please get in touch with us today.
