Transcript SELLING INTO FURTHER EDUCATION

SELLING INTO
FURTHER EDUCATION
PRESENTERS
RAY POXON – AOC FE TEAM
JULIE-ANN GARTON - CPC
AIMS OF SESSION
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SECTOR OVERVIEW
CULTURAL BARRIERS
LEGISLATIVE BARRIERS
GOVERNMENT EFFICIENCY TARGETS
WORKING WITH COLLEGES / CONSORTIA
DO’S AND DON’TS
USEFUL LINKS
OVERVIEW OF THE SECTOR
Colleges provide a rich mix of academic
and vocational education.
As autonomous institutions incorporated by Act of
Parliament they have the freedom to innovate and
respond flexibly to the needs of individuals,
business and communities.
(SOURCE: AOC)
OVERVIEW OF THE SECTOR
There are currently 352 Colleges in England and 425
in the UK as a whole - these are listed below:
Number of Colleges in England (April 2010):
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228 General Further Education Colleges (GFE)
94 Sixth Form Colleges (SFC)
16 land-based Colleges (AHC)
4 art, design and performing arts Colleges (ADPAC)
10 special designated Colleges (SD)
OVERVIEW OF THE SECTOR
Regions
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East Midlands
Eastern Region
Greater London
North Western
Northern Ireland
Northern Region
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Scotland
South Eastern
South Western
Wales
West Midlands
Yorkshire & Humberside
UNDERSTANDING THE
CULTURAL BARRIERS
 FE is not profit orientated
 Vocational Values and primary loyalty is to
academic subject / discipline
 Academic and operational freedom defended
 Us and Them attitudes
UNDERSTANDING THE
LEGISLATIVE BARRIERS
Public Contracts Regulations 2006 (SI 2006/05)
 Contracting Authorities MUST tender via OJEU
requirements where aggregated spend for is above
£156,442 (for duration not known, calculate over 4
year period)
 Outcome of OJEU exercise must be published
UNDERSTANDING THE
LEGISLATIVE BARRIERS
EU - Single Supplier Contract
 One-off procurement
 Ongoing supply goods / services (4 yrs max)
 Works (threshold £3.9M)
UNDERSTANDING THE
LEGISLATIVE BARRIERS
EU - Framework Agreements
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Often Consortia generated
Specify that a Framework Agreement is being awarded
Contracting Authorities – College or Consortia
Duration (max. 4 years)
Estimate the quantity and value of the works / services /
goods
 Minimum number of suppliers should be 3
UNDERSTANDING THE
LEGISLATIVE BARRIERS
Are the terms ‘Sufficiently Specific’?
Further competition
 All capable suppliers on framework must be invited to
quote
 The criteria laid down in tender must be used
 Fairness / transparency
GOVERNMENT EFFICIENCY
TARGETS
All colleges to achieve a target of at least of 50%
of their available non pay spend to be let through
“collaborative” arrangements by 2010/11
GOVERNMENT EFFICIENCY
TARGETS
Collaborative” means:
 Via consortia type contracts (e.g. CPC!!)
 Via Buying Solutions contracts
 Via Local Council contracts
 Via collaboration with other colleges
 Via collaboration with local or regional groups
HOW TO WORK WITH COLLEGES
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Regularly Check the relevant websites for Adverts
Find out when current deals expire – keep note
Don’t bother trying if a new EU contract has
been let – it just irritates the purchasing officers
Educate your sales force
Identify the decision maker(s) / gatekeepers
HOW TO WORK WITH COLLEGES
How to help the college buyers:
 Following initial contact leave a respectable time before
contacting again
 Use email rather than telephone
 Find out who decision makers are for your commodity area
 Focus marketing – do not use scattergun approach
HOW TO WORK WITH COLLEGES
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It is possible to become “approved” via due
process for lower values or infrequent supply
Use the FE and HE customers you have as
references
If there is an approval process do it – but it may
not guarantee any business
Once approved by one institution it gets easier
If a rival has won the tender wait until next time
trying to break the deal is counter productive
HOW TO WORK WITH COLLEGES
 Offer online ordering
 Offer GPC (VISA) / Company Credit Card facility
 Offer Consolidated invoicing
HOW TO WORK WITH CONSORTIA
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Existing Frameworks
New Frameworks
Contract Management
Do not rely on past experience
HOW TO WORK WITH CONSORTIA
 Membership listings
 All members should get CPC pricing automatically by using
Consortium suppliers
 Order through the supplier as normal
 All Supplier sales and ordering contacts available via the
website
 Website also includes links to suppliers catalogues and
usually, their Consortium price lists.
 Contact the CPC contract manager in the event of a
problem which cannot be resolved
 Local and regional supplier involvement
DO’S AND DON’TS
DO
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Check the college website
Check the Consortia website
Visit AOC website
Check In-tend etc. regularly
Respond to Further Competition requests
Let us know if your staff change
Keep good records of all contacts
Be innovative
Offer your best deal first time
DO NOT
 Assume that you do not have to fully complete
documents, just because we know who you are
 Assume that business will land in your lap
 Cold call - phone or visit
 Bombard with unsolicited emails
 Clog our email with images / graphics
 Expect us to train your staff
 Don't undermine your competitors - it's not professional
 Don't offer hospitality to prospective clients
One Members experience of cold calling….
USEFUL LINKS
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www.cpc.salford.ac.uk
www.aoc.co.uk/en
www.supply2.gov.uk/
http://ted.europa.eu/TED/main/HomePage.do
http://www.ogc.gov.uk/procurement_policy_and_application_of_e
u_rules_eu_procurement_thresholds_.asp
https://in-tendhost.co.uk
AND FINALLY…
QUESTIONS