Title of the presentation | Date | 1

How to win
Public Sector Contracts
Toni Saraiva Enterprise Europe – EISC ltd

European Commission
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Enterprise and Industry
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Who we are

Based in Southampton

Small business – 2 employees +

Part of EU network: Enterprise Europe
600 offices around EU – 30 in UK

Help with procurement,

Finding partners in the EU,
Finding out about grants
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The buyers

Wide Range!

• Local Authorities
• Emergency services
• NHS
• Education organisations
• Central government
• Utilities

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What is being bought

• Coaching / training/ education Construction
• Transport services Sport equipment
• Furniture Legal activities
• Security
• Recruitment
• Electricity / plumbing services
• Printing / marketing / Design / Web
• Healthcare products and services
• Cleaning Services and products
• Trees / flowers / landscape maintenance
• IT servicesPLACE
and products
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How does the buying take place?

Basingstoke buying…
Below £25 000 No minimum
£25 000 to £75 000 3 tenders
£75 000 to £139 893 5 Tenders
Above £139 983 Formal tender process
(EU Threshold)

www.basingstoke.gov.uk
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Ted.europa.eu

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www.supply2.gov.uk

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www.competefor.com

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www.businessportal.southeastiep.gov.uk

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www.winningtenders.eu

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LOT NO 2
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TITLE: Static Guarding at Town Depot
1) SHORT DESCRIPTION:
The provision of out of hours static guarding at the Town Depot site
within Southampton.
The figure below is an estimated annual range.
SECTION
Estimated I: CONTRACTING
cost excluding VAT: AUTHORITY
Range:
I.1) IV.3.4)
between
NAME, 45 000Time-limit
and 55 000 GBP.
ADDRESSES for receipt
AND CONTACT of
tenders or requests to participate:
POINT(S):
LOT NO 4 10.7.2009 - 12:00
Southampton City Council, 3rd Floor, Park House,
TITLE: Training Services
102 -DESCRIPTION:
1) SHORT 108 Above Bar Street, Contact:
www.southampton.gov.uk/supplysouthampton,
The delivery(was published
of training services,on 3rdonJune)
both and off site. Trainees will
Attn:
include, but Linda Sharp,to,UK-Southampton
not be limited Town Sergeants andSO14 7DT
training will. include,
but not be limited
Tel. +44 to: Customer Service; Health and Safety; SIA CCTV
Licence: SIA SecurityE-mail:
2380832471. Licence; First Aid and DDA.
Estimated cost excluding VAT:
linda.x.sharp@southampton.gov.uk.
Range: between 5PLACE
000PARTNER’S
and 20 000 GBP.
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What do you need?

• Policies

• Certifications

• Referrals

• Some organisation
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Summary of tips
• Know the purchasing guidelines
• Get on supplier /standing lists
• Don’t go for every contract / be realistic / know the
competition / know the client
• Read the documents
• Reply to what is being asked / don’t lie!
• Respect deadlines
• Be prepared to invest time & money
• Don’t expect to win everything
• Long term strategy
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Thank you for your attention!

- Toni Saraiva
- toni@eiscltd.eu

- 023 80 20 61 62

- www.eiscltd.eu / www.winningtenders.eu

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