Procurement

We have collected and collated a number of tips on winning and retaining procurement contracts from successful suppliers within the social economy;

Internal

• Ensure that you have a quality service
• Ensure that you have competitively priced your product/service
• Ensure that you state clearly what the advantages and benefits are for purchasing from you
• Keep thinking of ways to improve your service/product
• Ensure that you have all the required policies and procedures in place – if not this will be the easiest way for a purchaser to disqualify you
• Have a short and simple business plan ready in case you are asked for one
• You must be, and must be seen to be, passionate about your product/service
• If the supply contract paperwork is complicated or intimidating – don’t be afraid to ask for assistance

External

• Research! Research! Research
• Network extensively – with other suppliers, umbrella bodies, local charities and within the purchasing environment, i.e. local authority, PCT etc.
• Keep a continuous dialogue going with the purchaser – keep reminding them how ell you are doing and keep asking them about likely future requirements/ changes
• Attempt to anticipate changes in service or changing requirements and ensure that the purchaser knows that you are able to bring new services/ products on stream to meet the changing requirements
• Lobby the purchaser/local politicians/MP’s
• Get your service written into the strategy document/business plan for the local authority
• Promote your service as widely as possible – make yourself a permanent fixture in the local landscape

Finally: Remember – They need your services/products

Uday Thakkar