Supplier Development Programme

"The high profile opportunities on offer have raised expectations but how accessible are these opportunities for most organisations? Being local, other than convenient, is no ticket to the game or guarantee of any business. Public bodies are now governed by strict European Directives and Scottish Law that obliges them to generate appropriate levels of competition for the contracts being tendered. The harsh reality is that many organisations involved in these tender competitions will be unsuccessful! So how can an organisation decide if this is a market they can realistically be successful in or improve their chance of success?"

"The increased emphasis on regulations and more rigorous procurement procedures in public bodies means that decisions should become rationale and objective in terms of how tender exercises are managed. However, procurement can still be a very emotional process especially when you are unsuccessful. Expect some hard knocks on the way through but try to learn and think like your customer, understand the rules and what is important from the customers perspective and you will be able to identify gaps or deficiencies within your own organisation and improve your chances of competing and winning public sector business."

Martin Murphy, SCMG

1. Identify appropriate opportunities.
2. Match opportunities with your core business or service offering.
3. Thoroughly examine advertised Contract Notices.
4. Are you ready for public procurement?
5. Identify any mandatory requirements?
6. Every prequalification is the same but different!
7. Attend Briefings or participate in any interaction.
8. Understand your own capability and capacity.
9. Can you collaborate with others to compete?
10. Know when not to bid!