Transcript Supply Chain: The Secrets of Success

Supply Chain: The Secrets of Success
Speaker: Christine Brown, Owner / Principal
Future Excel
www.futureexcel.co.uk
Overview
• Challenges faced by the supply chain and practical information
on how:
• organisations can effectively sell their skills to Primes,
• ensure they don’t become ‘bid candy’,
• prepare for delivery of contracts; and
• navigate the on-going challenges faced in the successful
retention of contracts.
• Relevant to those seeking to build relationships with Prime
Contractors and those with current contracts who want to
maintain and develop existing relationships.
• Reflect on further developments / opportunities for subcontracting.
Speaker: Christine Brown
•
•
•
•
•
Worked in the employment and skills arena for nearly 20
years.
Represented the private, public and third sector.
Experience of procuring services and building large and
diverse supply chains.
Business development experience including securing
contracts with Prime Contractors.
Currently supporting SME’s and community based
organisations in their strategic development including
securing new business / partnership opportunities.
Context
• Shift in policy with introduction of Employment
Related Services Framework and prime contracting
models.
• Work Programme specifications included requirement
to evidence a diverse and experienced supply chain
including the third sector.
• On-going debate around the extent of the
engagement and participation of third sector and
small organisations.
The Challenge to the Supply Chain
Chris Grayling Minister for Employment sound bites:
“Sub contractors need to better sell their skills to Prime Contractors”
(Inclusion Event: Tapping into Talent March 26 2012)
“not sentimental about who does what….. Yes it is survival of the
fittest. But it is also survival of the best”
(Work Programme a year on – a revolution is underway: Institute of
Economic Affairs May 30 2012)
The voluntary sector “holds all the cards”
(The Report BBC Radio 4 May 29 2012)
The Real Challenge for the Supply Chain
• Figuring out what prime contractors want and getting
them to notice you.
• Getting ‘match fit’ and building capacity to meet the
stringent requirements of welfare to work
commissioning and delivery regimes.
• Latter point recognised by ERSA in their 10 point plan for
supply chain.
Securing a contract
The Building Blocks
•
•
•
•
•
•
•
•
Track record – demonstrate experience and competence
Good quality management Information / performance
data
Benchmarking
Quality operational systems / standards / accreditations
Skilled and motivated workforce / capacity
General organisational housekeeping
Robust financial records – narrative
Provide high quality evidential based information
Securing the contract
The Competition Edge / Stand out from the Crowd
•
•
•
•
•
•
•
Identify your Unique Selling ‘Proposition’ USP
Raise your profile – “create a buzz”
Multi-channels of communication (marketing)
Key factor– building relationships
Networking opportunities
Connections – meaningful, mutual and matter
Know your customer - do your research
Securing the contract
The Competition Edge / Stand out from the Crowd
Example Case Study
Closing the Deal
• Fully understand the delivery and financial model
• Good financial modelling
• Know your cost bases and minimum
requirements
• Cash flow requirements
• Secure profiles and payment details
• Relevant pre-contract documentation
• Don’t be afraid to negotiate
• Merlin Standard
Maintaining & Building the Relationship
• Recognise that each provider manages subcontractors differently
• Understand fully the performance and quality
management framework
• Continue to build relationships
• Establish clear lines of communication and regular
feedback
• Use a buddy system
Future Opportunities
• Not just about the formal procurement timetable.
• Extension of the MWRA programme due to policy
change
• Increased numbers / changes in customer profile
within the Work programme
• Changes to supply chain due to under-performance
• Inclusion of innovation within delivery models
For further discussion and information contact:
Christine Brown
Email:
[email protected]
Tel:
07791157037
Twitter:
@CBFutureExcel
www.futureexcel.co.uk