Public Sector Masterclass
10th September 2007 - Local Government House, Smith Square, London
SELLING INTO THE PUBLIC SECTOR
ONE-DAY MASTERCLASSES
10th September 2007 - Local Government House, Smith Square, London
Competition for public sector business is fierce but the rewards for the successful can be huge. Ask yourself these questions: How can I maximise my chances of winning public sector business? How can I ensure that my sales teams are fully equipped with the necessary knowledge and understanding of the public sector market? How can I gain a competitive advantage?
'Selling to the Public Sector - a One Day Masterclasses' will be led by three expert procurement practitioners from within public service and will provide the answers to these and many other questions.
Designed for all sizes of business, the content will be of greatest benefit to those involved in the following:
- Sales
- Business Development
- Account Management
- Marketing
- Policy and Strategy
- Product Development
Agenda / Timeline
08.45-09.30 Registration and coffee
09.30-10.00 Session 1: An introduction to the Structure of Government
- Facts and figures
- What people do; where and why
- Differences between public bodies
- The typical Civil Servant
- Devolved administrations
- How central government, local government and the health sector are structured
- Public sector “culture” and “language”
10.00-11.00 Session 2: Overview of Government Procurement
- methodology
- historical contexts
- policy drivers and initiatives
- key procurement bodies
- policy developments (eg, efficiency, e-commerce)
- EU procurement rules
- thresholds for OJEU
- the procurement process
- call-off contracts/frameworks (Catalist)
- tendering - top 15 tips for successful tendering
- supplier markets and relations with government
- sustainability issues
- why public sector procurement seems to be “difficult”
11.0-11.30 Tea and coffee break
11.30-13.0 Break-out session
A: Supply Contracts - Contracts for the purchase or hire of goods and/or the installation of these goods
B: Service Contracts - Contracts under which a public purchaser engages a contractor to provide specific services
C: Works Contracts - Contracts for civil engineering or building works under which facilities are provided to meet specific user requirements
These sessions will include:
- supplier capacity and capability
- project and programme management
- IS0 9000 etc - just a tick in the box or an opportunity for suppliers?
- accountability
- audit trails
- Freedom of Information
- legislation
- labour-only contracts
- the negotiated procedure, leading to competitive dialogue
- risk - is the public sector risk averse or not?
- internal policies (eg, budgetary frameworks)
- innovation of suppliers' products and solutions
- supply chain management
- tendering advice and guidance
- why the procurement rules exist.
13.00-14.0 Lunch
14.00-15.00 Break-out Session
A - continued
B - continued
C - continued
15.00-15.20 Tea and coffee break 15.20-16.20 Case Studies and Discussion Forum- panel session where three experts can be questioned on general or specific areas of procurement practice
- session will include case study presentations for discussion
- “good” and “bad” practice in selling to the public sector
- open forum for delegates to put forward ideas from personal and/or corporate experience.
16.20 Conference close
The MASTERCLASS will be presented by:
The Masterclass will be led by three of the best qualified people possible. All three have extensive knowledge and experience from working from within the public and private sectors. Their combined expertise, coupled with the ability to explain complex issues in a simple and easy-to-digest fashion, make them ideal experts.
Mike Britch, Managing Director, Norfolk Property Services
Works Expert
Mike has spent 28 years in the construction industry. In addition to being the Group Managing Director of NPS Property Consultants Ltd, a limited company wholly-owned by Norfolk County Council, Mike performs the corporate property role for Norfolk County Council, so he is well placed to combine the best of the public and private sectors. He is also a Board member of the Local Government Task Force and, allied with this, Regional Champion for Rethinking Construction for the Eastern region. Prior to joining NPS, he spent 13 years with Taylor Woodrow, where he progressed to Regional Manager, responsible for an annual turnover of £50m of construction work. Mike joined NPS as Managing Director in 1993, and now heads an organisation with a turnover currently in excess of £50m and employing over 800 staff in 16 offices across the UK.
John Kitching, former Head of Procurement, The British Library.
Services Expert
John has over 40 years experience of procurement behind him. His career has taken him from British Coal, where he was involved in managing a series of multi-million pound contracts, to the British Library, where he was Head of Procurement. In this role, he was instrumental in radically changing the procurement strategies and policies of the organisation, whilst overseeing a number of large-scale procurement projects, including the new British Library building in London. John is a Member of the Chartered Institute of Purchasing and Supply, is an active supporter of the Government Procurement Service and, until recently, was on the Editorial Board of GCforum, the magazine for the Office of Government Commerce.
Alan Kirkham, Service Director, Strategic Procurement and e-Services, Wakefield Council
Supplies Expert
Alan was appointed to the post of Service Director, Strategic Procurement and e-Services for Wakefield Council in April 2006. Alan has over 25 years experience in local government in a range of services including facilities management, service planning, special projects and corporate procurement. Seconded part-time to the Office of the Deputy Prime Minister as an associate of the Strategic Partnering Taskforce, Alan focused on education, social care and health partnerships. Alan is now leading on some major initiates under the heading “WorkSmart”. This is a transformation programme to improve services to citizens, undertake a major infrastructure upgrade to enable flexible working, and provide a catalyst to rationalise Wakefield Council's property portfolio.
To register call Mike Cross on 01483 422 900 or to register visit:
Masterclass - London
Rates
- Single delegate - £645
- Two delegates - £1,090
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