Posted on 15-10-2010 at 08:00
Tender Writing Specialist
Green Tender Writing Specialist
Interestingly, many people forget the sheer range of different types of work that Councils and other public sector bodies put out to tender. Everything from gas maintenance to window cleaning, from training to physiotherapy may go down the PQQ and tender route. Too many people do not understand how it works, many complain and many give up. In this article the owner does complain but because he has had the strategic nous required to see what his company needs to win tenders he has been successful. He is unusual, most firms cannot afford to hire a dedicated PQQ and tender writing team but it does show you can grow your business by using PQQ and tenders to win work in the public sector.
For most companies specialising in public-sector work, these are anxious times. But with local authorities and other green space managers under a legal obligation to maintain safe and healthy tree populations, the two are not unduly worried.
"A lot of capital projects will stop," says fellow founder Andy Toms, who looks after winning new work and oversees existing contracts for the company. "But the tree budget with most local authorities is miniscule, so a 10 per cent cut will save them next to nothing compared to something like education."
Of greater concern to the two is the sheer palaver of bidding for public sector work. "There's no discrimination - even for a £60,000 contract, there's a huge amount of hoop-jumping in the procurement process," says Toms.
"In a way it's great for us - we have three people working on this full-time and send back huge documents. It makes it hard for smaller companies to get a foothold though. They ask ludicrous questions even with the PQQ (pre-qualification questions) that comes with the invitation to tender - it's very onerous."
Gristwood adds: "We had never heard of a procurement department until five years ago. There are questions on contingency plans and security policy that even we need outside help on. But once we win work, we tend to keep hold of it. We have looked after Hertsmere's trees for 30 years."
Indeed, the company is looking to expand in order to service future contract wins. It plans to open a regional base in Devon and is even eying up Ireland. "It wouldn't be worth it for an £80,000 contract," says Gristwood. "But we will put in a new base to cope with larger jobs."
However, the company is no shoo-in when tenders come up, he says. "We don't cut corners - health and safety is the top priority. But doing it all properly costs a fortune and we have lost out to others that put in the cheapest bid rather than the best. Bidders will price at 20 per cent under cost, hoping to make up the difference by picking up other public and domestic work in the same area."
Toms adds: "We don't shirk on training and systems." With a suite of certifications - 9001, 14001 and 18001 - as well as being Arboricultural Association-approved contractors, the company can get through most "hoops".
However, not all the £50m of work on the company's books consists of tree maintenance. It has also found a niche in helping local authorities plant the trees of tomorrow.
Read original
For most companies specialising in public-sector work, these are anxious times. But with local authorities and other green space managers under a legal obligation to maintain safe and healthy tree populations, the two are not unduly worried.
"A lot of capital projects will stop," says fellow founder Andy Toms, who looks after winning new work and oversees existing contracts for the company. "But the tree budget with most local authorities is miniscule, so a 10 per cent cut will save them next to nothing compared to something like education."
Of greater concern to the two is the sheer palaver of bidding for public sector work. "There's no discrimination - even for a £60,000 contract, there's a huge amount of hoop-jumping in the procurement process," says Toms.
"In a way it's great for us - we have three people working on this full-time and send back huge documents. It makes it hard for smaller companies to get a foothold though. They ask ludicrous questions even with the PQQ (pre-qualification questions) that comes with the invitation to tender - it's very onerous."
Gristwood adds: "We had never heard of a procurement department until five years ago. There are questions on contingency plans and security policy that even we need outside help on. But once we win work, we tend to keep hold of it. We have looked after Hertsmere's trees for 30 years."
Indeed, the company is looking to expand in order to service future contract wins. It plans to open a regional base in Devon and is even eying up Ireland. "It wouldn't be worth it for an £80,000 contract," says Gristwood. "But we will put in a new base to cope with larger jobs."
However, the company is no shoo-in when tenders come up, he says. "We don't cut corners - health and safety is the top priority. But doing it all properly costs a fortune and we have lost out to others that put in the cheapest bid rather than the best. Bidders will price at 20 per cent under cost, hoping to make up the difference by picking up other public and domestic work in the same area."
Toms adds: "We don't shirk on training and systems." With a suite of certifications - 9001, 14001 and 18001 - as well as being Arboricultural Association-approved contractors, the company can get through most "hoops".
However, not all the £50m of work on the company's books consists of tree maintenance. It has also found a niche in helping local authorities plant the trees of tomorrow.
Read original
