HOW MUCH MONEY HAVE YOU WASTED ON G-CLOUD?
|
|
- Sherman Joshua Newman
- 8 years ago
- Views:
Transcription
1 Winning on G-Cloud & The Digital Marketplace 6 TIPS FROM SUCCESSFUL SUPPLIERS HOW MUCH MONEY HAVE YOU WASTED ON G-CLOUD? As of 2 February, there were a total of 1,852 suppliers registered on the G-Cloud frameworks, advertising some 19,966 services. However, only 476 suppliers had actually taken an order, for a little over 1,000 services. The other 1,376 suppliers had expended energy and money on securing a place on the framework, but had received no sales whatsoever. Just 476 Get Orders 1,852 Registered G- Cloud Suppliers 0m IN REVENUE WITH 41M WASTED BID COSTS 467m IN REVENUE WON 14M IN BID COSTS Figure 1 - Registered G-Cloud suppliers and revenue IT S TIME TO CHANGE THINGS 1
2 INTRODUCTION In 2011 the government established a framework agreement called G-Cloud. G-Cloud was intended to act as a marketplace for public authorities to buy cloud IT services, including application development, hosting and subscription software. Qualifying suppliers were listed in an online catalogue called the Cloudstore (now being replaced by the Digital Marketplace). Any public body could purchase from it. Kelvin Prescott, Director, Newbury Management Consultants The G-Cloud framework is recompeted roughly every six months, but with a duration of two years for each award. This means that at any one time there can be up to four live frameworks in operation. In 2013 the government issued policy guidance that public bodies should use Cloud as their default delivery model for IT services. The best way for public bodies to comply with this guidance is G-Cloud. The qualification threshold for the G-Cloud framework is relatively low - making it easy for small and medium sized businesses, and those with little public sector experience, to obtain a place on it. So they have done, eagerly anticipating the flood of opportunities that would come their way. On the surface, G-Cloud is ideal for both buyers and suppliers. Buyers gain an easy route to purchase from a large range of suppliers, using a framework that complies with the EU procurement regulations. Suppliers have ready access to a wide pool of customers who can view their services and procure using a standard process. IN PRACTICE THE MAJORITY OF SUPPLIERS ON G-CLOUD HAVE WASTED THEIR TIME AND MONEY. This whitepaper provides insight and analysis from successful suppliers. The ones who are making consistent sales on G-Cloud, and who will continue to prosper as services are migrated onto the Digital Marketplace. It s time you joined them, winning business and delivering the great products and services that your public sector customers want to buy from you. 2
3 HOW TO WIN ON G-CLOUD 1. ANALYSE THE MARKET FIRST Before deciding whether G-Cloud is a viable route to market for you, you need to understand: 1. Whether your target customers are currently using it, and if so which ones 2. What products and services they are actually buying. Adoption of G-Cloud is on the increase at the time of writing this paper (February 2015), but even so the level of awareness of its availability is limited. Some organisations have adopted it enthusiastically, but in other areas procurement teams have not even heard of it, let alone understood how they can use it to procure ICT services. Adoption varies widely by sector. At the end of 2014, central government spend made up 80% of the total, compared with just 5% from local government. The Cabinet Office issue regular updates providing information about orders placed on G-Cloud, but the data set is large and unwieldy. This makes it hard to interpret whether your target customers are using it, or for what purpose. Figure 2 - Govspend.org.uk provides an interactive reporting service on G-Cloud spend Fortunately, there are a number of websites available that provide management information and reporting capability on G-Cloud. Foremost of these is www. govspend.org.uk, an opensource initiative that extracts spend data provided by the Cabinet Office and converts it into an interactive reporting tool. It allows you to query different lots, customer groups, suppliers and spend information, as well as providing monthly analysis of trends in buying behavior. 3
4 2. OFFER WHAT YOUR TARGET CUSTOMERS ACTUALLY WANT SIMPLY PUTTING AN OFF THE SHELF PRODUCT ONTO THE CATALOGUE ENCOURAGES A RACE TO THE BOTTOM. YOU HAVE TO CUSTOMISE YOUR OFFER. This may sound self evident, but its clear that most companies on G-Cloud are NOT offering what customers want to buy. If they were, then there wouldn t be 18,000 product offerings languishing on Cloudstore without the benefit of a single order between them. and services that customers bought through other contracts. This enabled customers to extend the value of investments they had already made, even if their original procurement route wasn t available to them. A large number of suppliers describe G-Cloud as a route to market, but in practice what they have done is take boilerplate collateral, adjusted the format to match the Cloudstore requirements, published it and then sat back waiting for the orders to roll in. Neil Cruden, formerly Public Sector frameworks manager at Dell observed: putting only off-the-shelf service offerings onto the catalogue doesn t always work. It encourages a race to the bottom where customers will select solely on the basis of price. We found that we were able to obtain good results by joining up our G-Cloud consulting service offerings with products Before deciding on your G-Cloud submissions you need to answer the following questions: 1. Who are my target customers, and what specific types of product are they likely to want from this framework? 2. What other routes to market exist, and how will my G-Cloud submission complement them? 3. What is the trigger that would cause my customers to use G-Cloud? Expiry of a current contract? New project requirements? 4. How do I ensure that my customers know that my service is available and that they can make use of the framework to access it? 4
5 3. INTEGRATE THE USE OF G-CLOUD INTO YOUR SALES PROCESS G-Cloud can provide new opportunities with new customers, but it is most useful for your second sale not your first. Some customers will purchase a particular product or service, often on a trial basis or via an existing prime contractor. They evaluate it, conclude that it is a good thing, and then put together a business case for a more substantial investment. service, although in practice it may be indistinguishable from the bespoke version that has already been accepted. 1. The customer makes a business case to buy in greater volume. 2. Lo and behold, the service is available on G-Cloud, and the procurement manager is able to confirm that this is an acceptable way to buy. WE HAD A COUPLE OF YEARS OF GETTING NOTHING FROM G-CLOUD, THEN THIS GAP IN PROVISION OCCURRED AND THEN SUDDENLY A LOT OF CUSTOMERS STARTED TO NEED TO USE IT. It is rare indeed, for a customer to make even a small purchase solely on the basis of a catalogue entry. Even with direct handholding and support from a knowledgeable account manager, the probability of regular sales is low. So, in practice the most successful approach towards a G-Cloud sale is this: 1. the sales team engages with the customer 2. a small bespoke proposal is submitted and accepted through the customers CURRENT preferred procurement route 3. the quality of the service is confirmed by the customer. IN THE BACKGROUND, the supplier submits an updated G-Cloud catalogue that includes a standard version of the This has one key implication: you have to integrate the use of G-Cloud into your sales process. This means a regular, and structured process of feeding back from the sales teams on what product offerings should be incorporated into the catalogue, so that your effort is targeted on things that your customers actually want to buy. Suzanne Angell from Actica Consulting explained: Most of our G-Cloud business comes from people who have already heard of us. There was a gap in framework provision between the expiry of the old BuyingSolutions framework and the start of the ConsultancyOne framework. So a lot of our existing or historic customers switched over. We had a couple of years of getting nothing from G-Cloud, then this gap occurred and suddenly a lot of customers started to use it. Of course, once they had become familiar with it and understood how straightforward it was, they then used it for new requirements. 5
6 4. OPTIMISE YOUR DIGITAL MARKETPLACE SUBMISSION The Cloudstore is being replaced by the Digital Marketplace to make it more user friendly, but the process of searching for potential suppliers, assessing their suitability, and then selecting them continues to be labour intensive. If you think that it s difficult finding a customer who will use G-Cloud, take a moment thinking about their experience of searching for a supplier! There are thousands of products and suppliers, and they have to evaluate the suitability of all relevant catalogue entries and clarify the fitness for purpose of each offer before they can place orders. HOW DO THEY CHOOSE? In many cases they will simply search for a keyword, as they would on ebay, and then invite further information from the suppliers that come up on the list. This is why it is essential that you optimise your Cloudstore submissions. For example, imagine that you are offering enterprise architecture services. If a potential customer were to search Cloudstore for these keywords they would (as of June 2014) come up with 33 pages of responses! Imagine trying to wade your way through 33 pages of product offerings trying to identify the ones that are suitable. Would you expect your customer to do this? So how do you improve your chances of being selected? There are a number of strategies, including treating your Cloudstore submission like an exercise in Search Engine Optimisation. This means ensuring that you have included every possible keyword that a customer may use within your service description. In the Enterprise Architecture example, one company came out at the top of page one of the search results. Their two-page service description contained 18 repetitions of the words Enterprise Architecture. Now, this is not necessarily the best, or only strategy to adopt. Search results are randomized during each search! However, if your customer is looking for companies with enterprise architecture expertise then you need to ensure that your company s name will come up on the list. The G-Cloud buyers guide requires users to conduct a keyword search in order to create the long list of potential service offerings that meet their needs. If you don t include all possible keywords within your submission, then you may not even appear on the long list. 6
7 5. HELP YOUR BUYERS CREATE THE PROCUREMENT AUDIT TRAIL Although further competition is not permitted under G-Cloud, there is still a procurement process required for each buyer. This has five steps, and must be documented in order to provide evidence that they have followed the required process. Your sales teams need to understand this process, and be able to explain it to buyers so that they can be confident that the process is lawful, and to remove any worries or concerns that they may have about the procedure itself. Some suppliers have even produced simple how to guides to explain what keywords to use when searching the Cloudstore, and what sorts of questions to ask during the Assess/Award stage. Ensure that you provide a named point Figure 3 - The buying process for G-Cloud DO YOU KNOW THIS PROCESS? DOES YOUR SALES TEAM? They should. G-Cloud offers a great advantage to most public sector buyers: it is a legally compliant procurement route that allows direct award without a further competition. This reduces the cost and time required to appoint suppliers substantially, compared to the previous frameworks and to a formal OJEU process. However, buyers still need to follow the defined process for long listing and shortlisting potential suppliers, and maintain a proper audit trail to prove that they have done so. of contact for clarifications. Although Cloudstore is intended to operate on the basis of a catalogue, in practice there are often questions that the customer needs to ask before making a commitment. The buyer s guide allows users to request further clarification on aspects of your offer, to help them make the final decision on who to purchase from. In the case of Specialist Cloud Services, that clarification can be in a form similar to a mini tender. And don t forget that Crown Commercial Service has a strong incentive to promote the use of these frameworks. They can, and will, assist you in educating potential buyers about the process of using the Cloudstore, as well as providing assurance that the framework fully meets all of the required procurement regulations. 7
8 6. MAKE SURE THAT YOUR TERMS AND CONDITIONS ARE PUBLIC SECTOR FRIENDLY Finally, one element of the purchasing process that needs attention is your terms and conditions. G-Cloud and other frameworks are set up on the premise that suppliers should offer their standard terms and conditions, and that customers will accept these rather than negotiate a bespoke set of terms. This dramatically reduces the time required to contract with you, and also enables orders to be placed without the need for further competition. Crown Commercial Services state in their procurement process that bidders should simply operate on their standard terms. So that s what you should do, shouldn t you? No, absolutely not. Although you can do this, and you will get onto the framework, it is foolish to think that your customers will sign up without reading those terms. The procurement manager within your customers organisation will be very concerned with them, and in the Assess phase of the G-Cloud buying process will ask for clarification on any aspects that they are uncomfortable with. If they perceive that your standard terms are too onerous or one-sided, or that there is a significant risk to them as buyers, then they will simply go elsewhere. The same flexibility that allows them to award contracts directly to any G-Cloud supplier also means that they have greater choice. Therefore, it is strongly in your interest to ensure that the terms you use on G-Cloud are as close as possible to the current public sector standards as you can get. If you have established public sector business then you will already have been required to accept these terms on other contracts. You should understand whether and how to deliver services in accordance with them. Remember also that your terms and conditions are junior to the G-Cloud framework terms and conditions. If there is a difference (e.g. a lock in period) then the G-Cloud terms have precedence. If you have signed up to the G-Cloud terms, it doesn t make practical sense to have conflicting terms in your own terms and conditions. It will just put buyers off. DON T GIVE THE CUSTOMER A REASON TO PERCEIVE A RISK WHERE NONE EXISTS 8
9 CONCLUSION G-Cloud and the Digital Marketplace represent one of the great opportunities to develop a successful business supplying to the public sector. However, to capitalise on it requires a change in mindset and approach. Many companies are wasting that opportunity, risking irrelevance as their competitors establish a firm pipeline of repeatable business with customers who appreciate the advantages that G-Cloud provides. If you have put effort into obtaining a place on G-Cloud, I hope that this whitepaper has identified some ways in which you can stop wasting time and start achieving real sales. Feel free to share this with any colleagues or companies who you think may find it useful. You have my permission to pass the content on to anyone, provided that it is not altered. If you would like to explore ways to improve the performance of your public sector business, then feel free to get in touch. Kelvin Prescott ABOUT NEWBURY MANAGEMENT CONSULTANTS Newbury Management Consultants helps IT businesses and organisations to dramatically improve their performance. We specialise in business development, commercial strategy and bid management. For further information and the latest insights see or follow Kelvin Prescott on NEWBURY MANAGEMENT CONSULTANTS LTD IS REGISTERED IN ENGLAND NO PO BOX 6234, READING, RG19 9HD. 9
G-Cloud. http://www.publicsectorshow.co.uk/ Lifting the digital cloud
G-Cloud http://www.publicsectorshow.co.uk/ Lifting the digital cloud Public Sector Show 23rd June 2015 Suzanne Williams G-Cloud Category Lead Crown Commercial Service Lucy Belsey G-Cloud Category Manager
More informationGetting the most from Contracts Finder
Getting the most from Contracts Finder A guide for businesses and the public May 2012 What s in this guide What s this guide for?...2 What s on Contracts Finder...2 Searching for notices the basics...2
More informationG-Cloud and the Digital Marketplace. G-Cloud and the Digital Marketplace. The opportunity for small businesses
1 G-Cloud and the Digital Marketplace The opportunity for small businesses 2 Contents What is G-Cloud?... 3 Businesses and services... 4 Adding your services... 5 How the public sector uses the Marketplace...
More informationOutsourcing. Knowledge Summary
Knowledge Summary Outsourcing P&SM professionals should have the knowledge and skills required to manage the outsourcing process and to advise colleagues of the most appropriate solution to obtain best
More informationA Guide to Buying E-learning Services
A Guide to Buying E-learning Services Table of Contents Introduction:...2 Step One: Understand your Goals...2 Step Two: Research the Marketplace...3 Step Three: Narrow the Field...3 Step Four: Formal Documentation...4
More informationChoosing the right online collaboration tool
A PUBLIC SECTOR GUIDE Choosing the right online collaboration tool - Your essential checklist If it s collaborative, it s in Kahootz A PUBLIC SECTOR GUIDE 1 Choosing the right online collaboration tool
More informationHow to do Business with the London. Borough of Sutton
How to do Business with the London Borough of Sutton February 2013 1 About this guide This guide has been developed to assist businesses wishing to sell their goods and services to the Borough. Contents
More informationHOW TO BUY FROM G-CLOUD AND CLOUDSTORE A GUIDE FOR BUYING ORGANISATIONS
white paper HOW TO BUY FROM G-CLOUD AND CLOUDSTORE A GUIDE FOR BUYING ORGANISATIONS EXECUTIVE SUMMARY There has been much talk of cloud services, G-Cloud and Cloud First in recent months, but what does
More informationJoint Bidding Guide. 9. Opportunity Assessment. prepared for Leaders of Potential Consortia and Bid Managers
Joint Bidding Guide 9. Opportunity Assessment prepared for Leaders of Potential Consortia and Bid Managers Figure 1.1 The Joint Bidding Cycle Key Chapter for Both Sides 1. Introduction Chapter for Supply
More informationGuidance on Framework Agreements
1. Introduction Guidance on Framework Agreements The purpose of this document is to provide guidance to public purchasers on the operation of framework agreements as provided for under current public procurement
More informationOutsourcing. Definitions. Outsourcing Strategy. Potential Advantages of an Outsourced Service. Procurement Process
CIPS takes the view that the outsourcing of services to specialist providers can often lead to better quality of services and increased value for money. Purchasing and supply management professionals should
More informationCONFIGURABLE COMMODITIES
Buyers Guide This guide is to help you buy services from G-Cloud using the CloudStore. The guide is made up of general guidance, a worked example and links to other resources. It s best to skim through
More informationOpen Source, Open Standards and Re Use: Government Action Plan
Open Source, Open Standards and Re Use: Government Action Plan Foreword When Sir Tim Berners Lee invented the World Wide Web in 1989, he fought to keep it free for everyone. Since then, not everyone in
More informatione-procurement A Guide For Suppliers
e-procurement A Guide For Suppliers 1. Introduction Background The Government has given councils targets for the implementation of e-procurement and for benefits to be achieved from e-procurement. These
More informationProcurement Tools. Brief 11. Public Procurement. January 2011. Framework agreements Electronic auctions Dynamic purchasing systems C O N T E N T S
Brief 11 January 2011 Public Procurement Procurement Tools C O N T E N T S Framework agreements Electronic auctions Dynamic purchasing systems www.sigmaweb.org This document has been produced with the
More informationKey facts to consider when selling your business
Key facts to consider when selling your business Overview You will find limited information within the public domain on the subject of selling a small or medium sized business. This lack of information
More informationQuestions and answers relating to Open Procedure EMA 2012-37-ED Online Strategy and Interface Design
27 June 2013 EMA/352562/2013 Questions and answers relating to Open Procedure EMA 2012-37-ED Online Strategy and Interface Design Table of contents Questions and answers... 2 Document history... 6 7 Westferry
More information3.2 TENDER FOR THE SUPPLY, INSTALLATION, AND SUPPORT OF A PROCURE TO PAY AND CONTRACT MANAGEMENT SYSTEM (CF2012066; MK:DW)
Council Meeting, 28 August 2012 Section 3.2 - Page 3 3.2 TENDER FOR THE SUPPLY, INSTALLATION, AND SUPPORT OF A PROCURE TO PAY AND CONTRACT MANAGEMENT SYSTEM (CF2012066; MK:DW) Responsible Director: Marilyn
More informationThe SME Engagement Handbook
The SME Engagement Handbook The purpose of this document is to help microbusinesses and small to medium enterprises ( SMEs ) interact more effectively when bidding to supply goods or services to larger
More informationHow To Sell Gcloud To Local Authorities
Selling G-Cloud services to Local Authorities the next big opportunity July 2015 (G-Cloud Market data used May 2015) Contact Address DeNové LLP, 1 Northumberland Avenue, Trafalgar Square, London WC2N 5BW
More informationEverything you need to know about G-Cloud and the Digital Marketplace
Everything you need to know about G-Cloud and the Digital Marketplace A guide for public sector organisations Contents What is the G-Cloud and the Digital Marketplace? Why use the G-Cloud and the Digital
More informationA guide on how to do business with Stockport NHS Foundation Trust. Procurement Buying In to Buying Locally
A guide on how to do business with Stockport NHS Foundation Trust Procurement Buying In to Buying Locally Contents Page Introduction 3 Aim of the guide 4 Corporate Citizenship more than a hospital 4 The
More informationCABINET. 24 March 2015
CABINET 24 March 2015 Title: Procurement of Electricity and Gas Supplies Report of the Cabinet Member for Finance Open Report with Exempt Appendix 4 Wards Affected: All Report Author: Andrew Sivess Group
More informationGUIDE ON HOW TO DO BUSINESS WITH LIVERPOOL JOHN MOORES UNIVERSITY
GUIDE ON HOW TO DO BUSINESS WITH LIVERPOOL JOHN MOORES UNIVERSITY PRODUCED BY LIVERPOOL JOHN MOORES UNIVERSITY PROCUREMENT SERVICE First Issued - ISSUED 11 th February 2011 VERSION 5.0 updated 13/04/15
More informationBecoming Tender Ready
Becoming Tender Ready Difference Between Procurement & Tendering Procurement is the process of acquiring goods, works and services, covering both acquisition from third parties and from in-house providers.
More informationFRAMEWORK BRIEF. Document Storage, Scanning & Related Services
FRAMEWORK BRIEF Document Storage, Scanning & Related Services FRAMEWORK OVERVIEW HealthTrust Europe s (HTE) Document Storage, Scanning and Related Services framework agreement offers a simple and compliant
More informationSupplier Assurance Framework Good Practice Guide
Supplier Assurance Framework Good Practice Guide Version 2.0 February 2015 1 P a g e V e r s i o n 2. 0 F e b 1 5 Contents INTRODUCTION... 3 SUPPLIER ASSURANCE FRAMEWORK OVERVIEW... 4 USING THE STATEMENT
More informationConsultant Selection Policy for Building Infrastructure Consulting Services (Effective April 1, 2007)
Consultant Selection Policy for Building Infrastructure Consulting Services (Effective April 1, 2007) 1.0 SCOPE This policy applies to the procurement of consulting services contracted directly by the
More informationGUIDANCE ON PROVISIONS THAT SUPPORT MARKET ACCESS FOR SMALL BUSINESSES
Crown Commercial Service - Delivering value for the nation through outstanding commercial capability and quality customer service THE PUBLIC CONTRACTS REGULATIONS 2015 GUIDANCE ON PROVISIONS THAT SUPPORT
More informationREGISTERS OF SCOTLAND SUPPLIER GUIDE TO PROCUREMENT
REGISTERS OF SCOTLAND SUPPLIER GUIDE TO PROCUREMENT 1. PURPOSE The purpose of this Guide is to provide suppliers with information and guidance on Purchasing and the Procurement function at Registers of
More informationmybpos are a leading provider of business support services based in the UK
mybpos are a leading provider of business support services based in the UK 1 Introduction to mybpos 2 Services 3 Workforce Management 4 Payroll 5 Contractor Pool 6 Relocation 7 Contractors 8 IT Support
More informationDelivering e-procurement Local e-gov National e-procurement Project Overarching Guide to e-procurement for LEAs
1. Introduction Background The National e-procurement Project (NePP) and Centre for Procurement Performance (CPP) are working to support and enable schools to meet their e- Government targets and to gain
More informationVersion Author Revisions Made Date 1.6 David Sharkey Executive Board 27 March 2012 2.0 Robin Hunt
Purchasing Policy Originator name: Section / Dept: Implementation date: Date of next review: Related policies: Policy history: Robin Hunt Procurement 1 December 2013 Finance Regulations, Purchase Card
More informationHow to do Business with the Province of British Columbia
How to do Business with the Province of British Columbia Every year, the B.C. Government buys a wide range of goods and services from businesses of all sizes and types. Your business could be one of them.
More informationCoaching your inside sales team to improve online lead conversion
Coaching your inside sales team to improve online lead conversion Five essential tips to help them get better results As a marketer, you do the best you can to cultivate and prioritize leads so they are
More informationThe Ultimate Guide to B2B Telemarketing
The Ultimate Guide to B2B Telemarketing Contents What is Telemarketing?... 3 Data...4 What data do you need?...5 How to keep your data clean...6 The telemarketing campaign messaging... 7 The call...9 How
More informationTHINK. CLOUD VENDORS. December 9 th 2014. Level39 One Canada Square Canary Wharf London E14 5AH. Venue: Tele: www.thinkcloudvendors.
THINK. CLOUD VENDORS December 9 th 2014 Venue: Tele: Level39 One Canada Square Canary Wharf London E14 5AH 0203 668 3600 www.thinkcloudvendors.com Day Summary 08:30-09:00 Coffee, Registration & Networking
More informationSage 50 Accounts. What is Sage 50 Accounts?
Sage 50 Accounts What is Sage 50 Accounts? What is Sage 50 Accounts? Sage 50 Accounts is market-leading accounts software designed to help you manage your finances. Keep track of sales, expenses and profit,
More informationRISQS FAQs. About RISQS. services provided by
services provided by RISQS FAQs About RISQS RISQS, formerly known as Achilles Link-up, supports the GB Rail industry in the management of supply chain risk. The scheme has been developed to provide a service
More informationBetter Practice Contract Management Framework
Better Practice Contract Management Framework Better practice element Comment: What is required and why Governance Agencies contract delegations are clear and consistent with general financial delegations
More informationOverview. Service Description: BCP & DR Strategy (L6)
Service Description: BCP & DR Strategy (L6) Government Enterprise Architecture Specialists T: 07966 457 571 E: peter@vision-ist.net Overview Visionist will help your organisation develop a Business Continuity
More informationASSOCIATION OF INDEPENDENT SCHOOLS OF NSW BLOCK GRANT AUTHORITY GUIDE TO PROCUREMENT PROCESSES
ASSOCIATION OF INDEPENDENT SCHOOLS OF NSW BLOCK GRANT AUTHORITY GUIDE TO PROCUREMENT PROCESSES CAPITAL GRANTS PROGRAM / BUILDING GRANTS ASSISTANCE SCHEME Background Non government schools accepting the
More informationLSB Procurement Framework
LSB Procurement Framework Introduction Procurement covers the typical purchase of services, supplies and works required to enable project delivery and to manage the infrastructure. The Services Board (LSB)
More informationHow to Do Business with the Scottish Ambulance Service
How to Do Business with the Scottish Ambulance Service March 2015 How to do business with the Scottish Ambulance Service A Guide for Suppliers Overview This guide is to provide practical help for suppliers,
More informationGetting ahead online. your guide to. GOL412_GBBO brochure_aw5.indd 1 10/2/10 10:10:01
1 Getting ahead online your guide to GOL412_GBBO brochure_aw5.indd 1 10/2/10 10:10:01 2 Welcome to Getting British Business Online Whether you re totally new to the Internet or already have a website,
More informationHarnessing the power of credit reference data for effective collections and recoveries. A White Paper from Equifax
Harnessing the power of credit reference data for effective collections and recoveries A White Paper from Equifax Contents Introduction page 3 Four Key Steps page 4 Determining Residency Status page 5
More informationThe Competitive Dialogue:
The Competitive Dialogue: A powerful tool to procure Value for Money PPP Projects Respa Conference on PPPs 23&24 June 2014, Danilovgrad, Montenegro Today s presentation Introduction and background What
More informationAARNet submission to the Australian Computer Society Cloud Protocol Discussion Paper. James Sankar, Alex Reid August 2013
AARNet submission to the Australian Computer Society Cloud Protocol Discussion Paper James Sankar, Alex Reid August 2013 AARNet, Australia's Academic and Research Network (AARNet) is the not- for- profit
More informationHow To Get A Contract From The Taxman
Procuring Professional Services Buying Support www.buyingsupport.co.uk Procuring Professional Services What are they? Why are they needed? The 7 Steps to Best Value 2 What are Professional Services? Management
More informationSupplier Introduction to the New ACS Procurement Portal
Supplier Introduction to the New ACS Procurement Portal February 2014 Powered by DecisionMAX Software 1. Table of Contents 1. Introduction 2. About the Aged & Community Services Association 3. Procurement
More informationDepartment of Health PFU & PPP Forum. Benchmarking and market testing in NHS PFI projects. Code of Best Practice
Department of Health PFU & PPP Forum Benchmarking and market testing in NHS PFI projects Code of Best Practice This Code of Best Practice provides guidance and advice on good practice to NHS Trusts, Project
More informationLGRF. Procurement Probity Plan. July 2012
LGRF July 2012 When to develop a : A probity plan is best used for any procurement of medium complexity and size and above. A probity plan can be implemented without use of a probity advisor/auditor. Description
More informationLength of Contract: 2 months (with an option to extend for a further 5 months).
1. Introduction The Joint Workplace Solution (JWS) team will shortly complete the migration of some 2000 users from SharePoint 2007 to 20 and alongside this a programme of developing a series of line-of-business
More informationPage 97. Executive Head of Asset Planning, Management and Capital Delivery
Page 97 Agenda Item 7 Report to: Strategy and Resources Committee Date: 16 December 2013 Report of: Executive Head of Asset Planning, Management and Capital Delivery Ward Location: Not applicable Author
More informationCONTRACTS STANDING ORDERS (CSOs) 2015 / 2016 CSO 2015-6 1
CONTRACTS STANDING ORDERS (CSOs) 2015 / 2016 CSO 2015-6 1 PART 3G Contracts Standing Orders 2015/16 Definitions Aggregation is the combining together of the total contract value from separate contracts
More informationGOVERNMENT OF LESOTHO CHARTER FOR SMALL AND MEDIUM SIZED ENTERPRISES
GOVERNMENT OF LESOTHO CHARTER FOR SMALL AND MEDIUM SIZED ENTERPRISES November 2006 Forward The vast majority of all businesses in Lesotho are small and medium sized enterprises (SMEs). The Government of
More informationGovernance of the Business Transformation Partnership Responsible Officer: Executive Director (Business Development)
Meeting: Cabinet Date: 6 October 2005 Subject: Governance of the Business Transformation Partnership Responsible Officer: Executive Director (Business Development) Contact Officer: Portfolio Holder: Key
More informationFRAMEWORK BRIEF. Document Management Services
FRAMEWORK BRIEF Document Management Services FRAMEWORK OVERVIEW HealthTrust Europe s (HTE) Document Management Services framework agreement offers a simple and compliant route to market for the procurement
More informationDate: 7 February 2013
Item No. Report title: Classification: Open Ward(s) or groups affected: From: Date: 7 February 2013 Meeting Name: Deputy Leader and Cabinet Member for Housing Management GW2: Leasehold and Ancillary Properties
More informationHow to Tender for our Work
Pembrokeshire County Council Cyngor Sir Penfro How to Tender for our Work Parc Cenedlaethol Arfordir Penfro Pembrokeshire Coast National Park COLEG Sir Benfro Pembrokeshire COLLEGE March 2014 Contents
More informationSUBJECT: FRAMEWORK AGREEMENT FOR THE PROVISION OF VIDEO CONFERENCING EQUIPMENT
REPORT TO INDIVIDUAL CABINET MEMBER FOR FINANCE, LEGAL AND ICT 29 FEBRUARY Key Decision YES Forward Plan Ref No Corporate Priority ALL Cabinet Portfolio Holder: Date of Decision/ Referral to O&S Cllr David
More informationesynergy Solutions G-Cloud Buyers Guide
esynergy Solutions G-Cloud Buyers Guide Contents Page What is G-Cloud 2 Frameworks 2 Digital Marketplace the catalogue of services 3 Change Programme 3 Change in mind-set 4 Contracting 5 Change Journeys
More informationTop Tips for Successful Tendering
June 2012 Successful Tendering Guide Top Tips for Successful Tendering Contents Is your business ready? 1 Be prepared 2 Bid or No Bid 4 Prepare a bid plan 5 Focus on what the Buyer wants 6 Pricing 7 Prepare
More informationDOING BUSINESS WITH NHS EDUCATION FOR SCOTLAND
DOING BUSINESS WITH NHS EDUCATION FOR SCOTLAND A SUPPLIER S GUIDE Quality Education for a Healthier Scotland V4 Produced by: The NES Procurement Team commissioning@nes.scot.nhs.uk January 2012 INDEX 1.
More informationPROCUREMENT & LOGISTICS DEPARTMENT
PROCUREMENT & LOGISTICS DEPARTMENT Tender/OJEU Procedure Overview This procedure applies to all purchases over 50,000 not covered by existing contracts and should be followed in conjunction with the Tender/OJEU
More informationCABINET. 24 April 2012. Title: Term Contract for Maintenance, Repair and Minor Works on Security and Protection Systems
CABINET 24 April 2012 Title: Term Contract for Maintenance, Repair and Minor Works on Security and Protection Systems Report of the Cabinet Member for Finance and Education Open Report Wards Affected:
More informationHIGHLANDS AND ISLANDS PATHFINDER BROADBAND PROCUREMENT: APPOINTMENT OF PREFERRED SUPPLIER
ARGYLL AND BUTE COUNCIL STRATEGIC POLICY COMMITTEE CHIEF EXECUTIVE 20 JULY 2006 HIGHLANDS AND ISLANDS PATHFINDER BROADBAND PROCUREMENT: APPOINTMENT OF PREFERRED SUPPLIER 1 SUMMARY This report updates the
More information11/23/2011. PPC Search Advertising. There are Two Key Parts to any Search Engine Marketing Strategy. 1. Search Engine Optimisation (SEO)
PPC Search Advertising Adrian Feane Effective PPC Campaigns and 5 Case Study & Summary Slide There are Two Key Parts to any Search Engine Marketing Strategy. Search Engine Optimisation (SEO). Pay Per Click
More informationMarketing Automation And the Buyers Journey
Marketing Automation And the Buyers Journey A StrategyMix White Paper By Jonathan Calver, Managing Director, StrategyMix About this Paper This paper will first introduce you to the principles and concepts
More informationQuick Guide: Managing ICT Risk for Business
Quick Guide: Managing ICT Risk for Business This Quick Guide is one of a series of information products aimed at helping small to medium sized enterprises identify and manage risks when assessing, buying
More informationHow to gain accreditation for a G-Cloud Service
www.ascentor.co.uk How to gain accreditation for a G-Cloud Service Demystify the process As a registered supplier of G-Cloud services you will be keenly aware that getting onto the G-Cloud framework does
More informationEuropean Structural & Investment Fund Employment & Skills Information Session
European Structural & Investment Fund Employment & Skills Information Session 27 August 2015 Welcome House Keeping: No Fire Drills Planned Quiet Room Front of Level 2 Mobile Phones: Switch off / silent
More informationProcurement Reform Bill : Consultation response from the Scottish Fair Trade Forum
The Scottish Fair Trade Forum 1 2 Thistle Court Thistle Street Edinburgh EH2 1DD Procurement Reform Bill : Consultation response from the Scottish Fair Trade Forum Overview The Forum welcomes this timely
More informationHow To Sell Your Home Quickly At No Cost To You
How To Sell Your Home Quickly At No Cost To You Proven Step-By-Step Strategies For Selling Your Home, Land Or Property Quickly At No Cost To You Brought to you by: How To Use This Special Report This special
More informationG-Cloud Service Definition. Atos Digital Marketing Specialist Cloud Services
G-Cloud Service Definition Atos Digital Marketing Specialist Cloud Services Atos Digital Marketing SCS Atos Digital Marketing is a range of services to help customers develop and promote their digital
More informationBeyond Business File Sharing
A PRACTICAL GUIDE Beyond Business File Sharing 8 features that take you further If it s collaborative, it s in Kahootz A PRACTICAL GUIDE 1 Why do you need file sharing software for your business? Perhaps
More informationG-Cloud Service Definition Lotus Notes to Microsoft SharePoint Migration Discovery Service
G-Cloud Service Definition Lotus Notes to Microsoft SharePoint Migration Discovery Service Lotus Notes to Microsoft SharePoint Migration Discovery Service This service provides an opportunity to review
More informationAPPENDIX A (CFO/263/09) Merseyside Fire & Rescue Service ICT Outsourcing Procurement Support. Final Report
Merseyside Fire & Rescue Service ICT Outsourcing Procurement Support Final Report Version 1.1 Oct 2009 Contents 1. Executive Summary...3 2. Context and Background...3 3. Deliverables and Value Added...
More informationContract Standing Orders and Procedure - A Guide For Council Employees
Hampshire County Council Constitution Part 3:F Contract Standing Orders 1. Interpretation 2. Status of, and Compliance with, Contract Standing Orders 3. Approval to Commence Procurement 4. Contract Value
More informationSupporting the local economy in Surrey. 14 th June 2012
Supporting the local economy in Surrey 14 th June 2012 Surrey Based Suppliers Opening up business opportunities in Surrey. Andrew Forzani Head of Procurement and Commissioning Agenda 6.30pm Welcome by
More informationExecutive Decision Report
Executive Decision Report The Council s Finance & HR Systems Decision to be taken by: City Mayor Decision to be taken on: 26 th March 2015 Lead director: Director of Finance/Director of Delivery, Communications
More informationContractors Guide to Choosing an Accountant
Contractors Guide to Choosing an Accountant Genie Accountancy have produced this guide to illustrate the importance of selecting the correct accountant, an accountant who will strive to support your business
More informationEuropean Commission Green Public Procurement (GPP) Training Toolkit - Module 1: Managing GPP Implementation. Joint procurement.
European Commission Green Public Procurement (GPP) Training Toolkit - Module 1: Managing GPP Implementation Joint procurement Fact sheet Toolkit developed for the European Commission by ICLEI - Local Governments
More informationTop tips for online campaign optimisation
Contents 1. The best laid plans... 3 2. Playing to the right audience... 3 3. Quality not quantity... 4 4. You only get out what you put in.. 4 5. Less is more... 5 6. Did you get my message?... 6 7. If
More informationInternational Payment and Risk Management Solutions business.westernunion.co.uk
Moving Business Forward International Payment and Risk Management Solutions business.westernunion.co.uk Moving your business forward with a trusted leader We enable companies of all sizes to send and receive
More informationPROGRAMME OVERVIEW: G-CLOUD APPLICATIONS STORE FOR GOVERNMENT DATA CENTRE CONSOLIDATION
PROGRAMME OVERVIEW: G-CLOUD APPLICATIONS STORE FOR GOVERNMENT DATA CENTRE CONSOLIDATION 1. Introduction This document has been written for all those interested in the future approach for delivering ICT
More information10 Ways to Increase Your Recruitment Business Leads. World Class Staffing & Recruitment Software
10 Ways to Increase Your Recruitment Business Leads World Class Staffing & Recruitment Software Contents Page 10 Ways to Increase Your Recruitment Business Leads 3 1. Question Time 4 2. Update Candidate
More information6 Steps to Marketing. yourself as a contractor. a 6 step guide to marketing your services to agencies and end clients...
6 Steps to Marketing yourself as a contractor. a 6 step guide to marketing your services to agencies and end clients... Freestyle Contractor - the complete contracting solution! In these difficult economic
More informationTo join Achilles UVDB, visit www.achilles.com/uvdb, call +44 (0)1235 861118 or email enquiries@achilles.com
UVDB Achilles UVDB FAQ s About Achilles UVDB What is the Achilles UVDB Supplier Information Management Service? Achilles UVDB is the community for the UK utilities industry. It enables the utilities sector
More informationHow to Improve your next Software Purchase
How to Improve your next Software Purchase Sub-title here How to Improve your next Software Purchase One of the big areas of concern for growing businesses is How do we choose the right software and supplier
More informationsuccessful email marketing design
successful email marketing design At Bigfork we are saddened to see so many marketing emails with poor content and design. These things ruin click-through rates and bore most folk into unsubscribing. This
More informationDeploying the Enterprise Cloud
Deploying the Enterprise Cloud Tim Hancock Publication date: October 2012 Deploying the Enterprise Cloud Many enterprises now recognise that the benefits outweigh the risks in Cloud adoption. However,
More informationSo you think you ve got RPO?
So you think you ve got RPO? Are you getting enough of the right candidates? Are you measuring what good looks like? Do you have an EVP? Do you have a social media strategy? Do you have attrition or employee
More information10 Digital Marketing Tips for Travel Agencies and Suppliers. 10 tips to grow your real estate agency with digital marketing.
10 Digital Marketing Tips for Travel Agencies and Suppliers 10 tips to grow your real estate agency with digital marketing page 1 INTROduction Quentin, onq & the ebook About Quentin Quentin is the Chief
More informationADVERT POSITION: SPECIALIST: CONTRACTS MANAGEMENT JOB LEVEL: 6 DURATION 3 YEAR CONTRACT LOCATION: NATIONAL OFFICE PORTFOLIO: DSU
ADVERT POSITION: SPECIALIST: CONTRACTS MANAGEMENT JOB LEVEL: 6 DURATION 3 YEAR CONTRACT LOCATION: NATIONAL OFFICE PORTFOLIO: DSU PURPOSE: To lead and facilitate effective organisation-wide contracts development,
More informationGETTING CUSTOMERS ONBOARD:
GETTING CUSTOMERS ONBOARD: 6 STAGES TO ENSURE YOUR SAAS FREE TRIAL CONVERTS A Xander Marketing White Paper The SaaS Marketing Agency INTRODUCTION For SaaS businesses, providing a free trial is one method
More informationProcurement of a Grants Management Software System. Specification
Procurement of a Grants Management Software System Specification Summary Winchester City Council wishes to procure a software to support the administration, management, promotion and reporting of its various
More informationHume Community Housing Association MARKETING COMMUNICATIONS SPECIALIST
Position Title: Reports To: Marketing Communications Specialist CEO initially Department: Business Services Direct Reports: NA Location: Fairfield or Parramatta Position Purpose: This position is responsible
More informationDigital Continuity in ICT Services Procurement and Contract Management
Digital Continuity in ICT Services Procurement and Contract Management This guidance relates to: Stage 1: Plan for action Stage 2: Define your digital continuity requirements Stage 3: Assess and manage
More information