Smes And Public Contracts In The Uk

Small and medium-sized enterprises in the UK have a realistic chance of winning public contracts

. However, to make it happen they need to prepare a response that matches precisely the requirements mentioned in the ITT document. Read on to find out how you can do that.

Public sector tenders in the UK are open for small and medium-sized organisations. Government policy encourages smaller businesses to participate in public tenders, so it is important that you study the tender document in detail and prepare a reply which projects you as a potential supplier.

Your response must be set out in the same order as their notice document, with any additional information appropriately indexed. It must be timeous, compliant to the requirements delineated and clearly detailed. Use your companys accreditation, if any, to underline your commitment to quality. If your company does not have an accreditation, you need to support your assurance of quality with the demonstration of training systems and quality control mechanisms in your enterprise.

For a realistic chance of success, it is important that you are well versed with the process and practices used by the authority. Moreover, you need to be aware of the legislative frameworks within which a public authority must function as well as the criteria against which a response will be evaluated.

The presentation of information in a tender response has a role to play in the evaluation. You must know how to promote your companys expertise for a particular job without being voluminous in your response. Make sure that you comply even with the minute details and seek a complete debrief after the tendering exercise regardless of your success.

Before you begin preparing your response, ask the notifying authority to provide their Standing Financial Instructions and Standing Orders. These are publicly available documents and there wont be any issue if you file a request regarding it. Several public bodies in the UK could also provide you with Selling to the Authority guides, providing in-depth information on their procurement process.

When you receive the ITT document, produce a tender timescale diary and appoint a tender manager to ensure that you adhere to it. The manager will duplicate the copies of the document and distribute these to the people in the tender response team. It is the job of the tender manager to assign different aspects of the tender to the appropriate people in the team and co-ordinate with them to prepare the response. If you require clarification on a given point in the ITT document, you must contact the issuing authority.

If you decide to decline the tender for whatever reason, inform the issuing authority immediately. Provide them with the reasons for your decision and express a desire to be considered for future contracts.

When you are ready with the response document, check and recheck it to ensure that it is error-free. It is advisable to get it cross-checked by an experienced colleague.

Most responses are turned down because they do not conform to the aforementioned requirements rather than because of price or quality-related issues. It is therefore important to ensure that your responses to public tenders are clear, timely and precise.

by: Fiona Campbell

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