SELLING INTO SELLING INTO FURTHER EDUCATIONFURTHER EDUCATION

PRESENTERSPRESENTERS

RAY POXON – AOC FE TEAMRAY POXON – AOC FE TEAM

JULIE-ANN GARTON - CPCJULIE-ANN GARTON - CPC

AIMS OF SESSIONAIMS OF SESSION

SECTOR OVERVIEWSECTOR OVERVIEW CULTURAL BARRIERSCULTURAL BARRIERS LEGISLATIVE BARRIERSLEGISLATIVE BARRIERS GOVERNMENT EFFICIENCY TARGETSGOVERNMENT EFFICIENCY TARGETS WORKING WITH COLLEGES / CONSORTIAWORKING WITH COLLEGES / CONSORTIA DO’S AND DON’TSDO’S AND DON’TS USEFUL LINKSUSEFUL LINKS

OVERVIEW OF THE SECTOROVERVIEW OF THE SECTOR

Colleges provide a rich mix of academic Colleges provide a rich mix of academic

and vocational education. and vocational education.

As autonomous institutions incorporated by Act of As autonomous institutions incorporated by Act of Parliament they have the freedom to innovate and Parliament they have the freedom to innovate and

respond flexibly to the needs of individuals, respond flexibly to the needs of individuals,

business and communities.business and communities.

(SOURCE: AOC)(SOURCE: AOC)

OVERVIEW OF THE SECTOROVERVIEW OF THE SECTOR

There are currently 352 Colleges in England and 425 There are currently 352 Colleges in England and 425 in the UK as a whole - these are listed below:in the UK as a whole - these are listed below:

Number of Colleges in England (April 2010):Number of Colleges in England (April 2010):

228 General Further Education Colleges (GFE) 228 General Further Education Colleges (GFE) 94 Sixth Form Colleges (SFC) 94 Sixth Form Colleges (SFC) 16 land-based Colleges (AHC) 16 land-based Colleges (AHC) 4 art, design and performing arts Colleges (ADPAC) 4 art, design and performing arts Colleges (ADPAC) 10 special designated Colleges (SD) 10 special designated Colleges (SD)

OVERVIEW OF THE SECTOROVERVIEW OF THE SECTOR

RegionsRegions

East MidlandsEast Midlands Eastern RegionEastern Region Greater LondonGreater London North WesternNorth Western Northern IrelandNorthern Ireland Northern RegionNorthern Region

ScotlandScotland South EasternSouth Eastern South WesternSouth Western WalesWales West MidlandsWest Midlands Yorkshire & HumbersideYorkshire & Humberside

UNDERSTANDING THE UNDERSTANDING THE CULTURAL BARRIERSCULTURAL BARRIERS

FE is not profit orientatedFE is not profit orientated Vocational Values and primary loyalty is to Vocational Values and primary loyalty is to

academic subject / disciplineacademic subject / discipline Academic and operational freedom defendedAcademic and operational freedom defended Us and Them attitudesUs and Them attitudes

UNDERSTANDING THE UNDERSTANDING THE LEGISLATIVE BARRIERSLEGISLATIVE BARRIERS

Public Contracts Regulations 2006 (SI 2006/05)Public Contracts Regulations 2006 (SI 2006/05)

Contracting Authorities MUST tender via OJEU Contracting Authorities MUST tender via OJEU requirements where aggregated spend for is above requirements where aggregated spend for is above £156,442 (for duration not known, calculate over 4 £156,442 (for duration not known, calculate over 4 year period)year period)

Outcome of OJEU exercise must be published Outcome of OJEU exercise must be published

UNDERSTANDING THE UNDERSTANDING THE LEGISLATIVE BARRIERSLEGISLATIVE BARRIERS

EU - Single Supplier ContractEU - Single Supplier Contract

One-off procurementOne-off procurement Ongoing supply goods / services (4 yrs max)Ongoing supply goods / services (4 yrs max) Works (threshold £3.9M)Works (threshold £3.9M)

UNDERSTANDING THE UNDERSTANDING THE LEGISLATIVE BARRIERSLEGISLATIVE BARRIERS

EU - Framework AgreementsEU - Framework Agreements

Often Consortia generatedOften Consortia generated Specify that a Framework Agreement is being awardedSpecify that a Framework Agreement is being awarded Contracting Authorities – College or ConsortiaContracting Authorities – College or Consortia Duration (max. 4 years)Duration (max. 4 years) Estimate the quantity and value of the works / services / Estimate the quantity and value of the works / services /

goodsgoods Minimum number of suppliers should be 3Minimum number of suppliers should be 3

UNDERSTANDING THE UNDERSTANDING THE LEGISLATIVE BARRIERSLEGISLATIVE BARRIERS

Are the terms ‘Sufficiently Specific’?Are the terms ‘Sufficiently Specific’?

Further competitionFurther competition

All capable suppliers on framework must be invited to All capable suppliers on framework must be invited to quotequote

The criteria laid down in tender must be usedThe criteria laid down in tender must be used Fairness / transparencyFairness / transparency

GOVERNMENT EFFICIENCY GOVERNMENT EFFICIENCY TARGETSTARGETS

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 GOVERNMENT EFFICIENCY TARGETSTARGETS

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 COLLEGESHOW TO WORK WITH COLLEGES

Regularly Check the relevant websites for AdvertsRegularly Check the relevant websites for Adverts Find out when current deals expire – keep noteFind out when current deals expire – keep note Don’t bother trying if a new EU contract has Don’t bother trying if a new EU contract has

been let – it just irritates the purchasing officersbeen let – it just irritates the purchasing officers Educate your sales forceEducate your sales force Identify the decision maker(s) / gatekeepers Identify the decision maker(s) / gatekeepers

HOW TO WORK WITH COLLEGESHOW TO WORK WITH COLLEGES

How to help the college buyers:How to help the college buyers:

Following initial contact leave a respectable time before Following initial contact leave a respectable time before contacting againcontacting again

Use email rather than telephoneUse email rather than telephone Find out who decision makers are for your commodity areaFind out who decision makers are for your commodity area Focus marketing – do not use scattergun approachFocus marketing – do not use scattergun approach

HOW TO WORK WITH COLLEGESHOW TO WORK WITH COLLEGES

It is possible to become “approved” via due It is possible to become “approved” via due process for lower values or infrequent supplyprocess for lower values or infrequent supply

Use the FE and HE customers you have as Use the FE and HE customers you have as referencesreferences

If there is an approval process do it – but it may If there is an approval process do it – but it may not guarantee any businessnot guarantee any business

Once approved by one institution it gets easierOnce approved by one institution it gets easier If a rival has won the tender wait until next time If a rival has won the tender wait until next time

trying to break the deal is counter productivetrying to break the deal is counter productive

HOW TO WORK WITH COLLEGESHOW TO WORK WITH COLLEGES

Offer online orderingOffer online ordering Offer GPC (VISA) / Company Credit Card facilityOffer GPC (VISA) / Company Credit Card facility Offer Consolidated invoicingOffer Consolidated invoicing

HOW TO WORK WITH CONSORTIAHOW TO WORK WITH CONSORTIA

Existing FrameworksExisting Frameworks New FrameworksNew Frameworks Contract ManagementContract Management Do not rely on past experienceDo not rely on past experience

HOW TO WORK WITH CONSORTIAHOW TO WORK WITH CONSORTIA

Membership listingsMembership listings All members should get CPC pricing automatically by using All members should get CPC pricing automatically by using

Consortium suppliersConsortium suppliers Order through the supplier as normalOrder through the supplier as normal All Supplier sales and ordering contacts available via the All Supplier sales and ordering contacts available via the

websitewebsite Website also includes links to suppliers catalogues and Website also includes links to suppliers catalogues and

usually, their Consortium price lists.usually, their Consortium price lists. Contact the CPC contract manager in the event of a Contact the CPC contract manager in the event of a

problem which cannot be resolvedproblem which cannot be resolved Local and regional supplier involvementLocal and regional supplier involvement

DO’S AND DON’TSDO’S AND DON’TS

DODO

Check the college websiteCheck the college website Check the Consortia website Check the Consortia website Visit AOC websiteVisit AOC website Check In-tend etc. regularlyCheck In-tend etc. regularly Respond to Further Competition requestsRespond to Further Competition requests Let us know if your staff changeLet us know if your staff change Keep good records of all contacts Keep good records of all contacts Be innovativeBe innovative Offer your best deal first timeOffer your best deal first time

DO NOTDO NOT Assume that you do not have to fully complete Assume that you do not have to fully complete

documents, just because we know who you aredocuments, just because we know who you are Assume that business will land in your lapAssume that business will land in your lap Cold call - phone or visitCold call - phone or visit Bombard with unsolicited emailsBombard with unsolicited emails Clog our email with images / graphicsClog our email with images / graphics Expect us to train your staffExpect us to train your staff Don't undermine your competitors - it's not professionalDon't undermine your competitors - it's not professional Don't offer hospitality to prospective clientsDon't offer hospitality to prospective clients

One Members experience of cold calling….One Members experience of cold calling….

USEFUL LINKSUSEFUL LINKS

www.cpc.salford.ac.ukwww.cpc.salford.ac.uk www.aoc.co.uk/enwww.aoc.co.uk/en www.supply2.gov.uk/www.supply2.gov.uk/ http://ted.europa.eu/TED/main/HomePage.dohttp://ted.europa.eu/TED/main/HomePage.do http://www.ogc.gov.uk/http://www.ogc.gov.uk/

procurement_policy_and_application_of_eu_rules_eu_procuremeprocurement_policy_and_application_of_eu_rules_eu_procurement_thresholds_.aspnt_thresholds_.asp

https://in-tendhost.co.ukhttps://in-tendhost.co.uk

AND FINALLY…AND FINALLY…

QUESTIONSQUESTIONS