Selling to MOD-18-09-14

advertisement
PHILIP MARGERISON
DSS PRESENTATION
SELLING TO THE MOD
Email:
defcomrclsrt-dss@mod.uk
Tel:
030 679 32844/32843/32832
Website: www.contracts.mod.uk
1
Defence Suppliers’ Service
What MOD spends to provide and sustain military
capability
•
In FY 2013/14 approx. £20.4Bn spent with third parties on a wide
range of products & services – amounts to 40-45% of total
Government spend with third parties
•
Direct spend with SMEs in FY 2013/14 of £916M with over 7,000
different SMEs
•
This does not include business that SMEs have with MOD suppliers
2
Defence Suppliers’ Service
Contracts placed:
In FY 2013/14 approximately 2,300 new contracts
•
60% valued at less than £100K
•
7,500 contractors with extant contracts
•
Over 1,000 Commercial Officers in the overall MOD acquisition
organisation
3
Defence Suppliers’ Service
National Security through Technology: Technology,
Equipment & Support for UK Defence and Security
•
White Paper published early February 2012
•
Section devoted to SMEs – important aim is to make it easier for them
to do business with UK MOD
4
Defence Suppliers’ Service
Package of Measures to Increase Opportunities for
SMEs to Participate in Government Procurement
•
Appointment of dedicated Crown representative for SMEs
•
Adopted new common core PQQ – working towards Government aim of minimising
use of PQQs for lower value requirements
•
Greater use of ‘lotting’ strategies and outcome-based specifications
•
A ‘mystery shopper’ service so businesses can tell Government where there are still
issues
•
Creation of an SME panel
•
Flagging of opportunities that may be suitable for SMEs
5
Defence Suppliers’ Service
Package of Measures to Increase Opportunities for
SMEs to Participate in Government Procurement
•
Revise guidance to ensure SMEs are not rejected at pre-qualification on rigid basis of
turnover-to-contract value ratios without proper assessment of company’s actual capacity
and potential.
•
Use e-procurement to roll out simplified, streamlined contract templates for lower value
procurements – reducing volume of paperwork & improving consistency.
•
Expand utilisation of e-procurement system to speed up invoicing & billing – will benefit
SMEs particularly for whom cash flow is critical.
•
New round of engagement with SMEs & relevant Trade Associations to better understand
the blockers, opportunities & potential solutions.
•
Ask major prime contractors to advise on steps they will take to increase SME participation
in supply chain for Government contracts.
6
Defence Suppliers’ Service
The Defence Equipment Plan
•
Published January 2013
•
Planned spend of £159Bn for new equipment, data systems and equipment support
over 10 year period
•
Combat Air sector – planned spend £18.5Bn – covers fast jets; Unmanned Aerial
Vehicles; military flying training and procurement of training aircraft
•
Air Support sector – planned spend £13.9Bn – covers all large aircraft, including
transport, air-to-air refuelling and large ISTAR platforms
•
Helicopter capability - planned spend of £12.1Bn – completion of Wildcat
programme; Puma Life Extension programme; purchase of additional 14 Chinook
helicopters
•
ISTAR – planned spend of £4.4Bn on ISTAR programmes over next decade
7
Defence Suppliers’ Service
The Defence Equipment Plan
•
Land Equipment – planned spend of £12.3Bn – upgrade of Warrior Infantry Fighting
vehicles, continued development of family of Future Rapid Effects System (FRES)
vehicles, including Scout and Utility variants
•
Ships – planned spend of £17.4Bn – completion of the 2 QE class aircraft carriers;
delivery of remainder of 6 Type 45 destroyers; design & development of Type 26
Frigates; development of Maritime Afloat Reach and Sustainability programme
•
Submarines and Deterrent – planned spend of £35.8Bn – completion of remainder
of Class 7 Astute attack submarines; replacement of Vanguard class submarines
•
Weapons – planned spend of £11.4Bn on various weapons programmes
•
Full Defence Equipment Plan available at:
https://www.gov.uk/government/publications/the-defence-equipment-plan-2012
8
Defence Suppliers’ Service
Defence Growth Partnership
•
Launched Autumn 2013
•
Govt & industry partnership to secure a thriving UK defence sector, delivering
security, growth & prosperity
•
Work together to develop new opportunities
•
Delivering growth through innovative & tailored solutions for customers around globe
•
DGP – opportunity for companies at all levels of UK industrial value chain to
participate
•
Contact: dgp@adsgroup.org.uk
9
Defence Suppliers’ Service
Crown Commercial Services
•
•
•
•
•
Created to act on behalf of Crown & drive further savings for taxpayer
Improve quality of commercial & procurement activity across public sector
22 categories of common goods & services
MOD already involved in 9 of these & in FY 2012/13 processed £1.4Bn through CCS arrangements
First wave of MOD transition plan focused on 4 categories
-
Consultancy & Contingent Labour (CCL)
Energy (gas, electric & fuels)
Fleet
Certain commodity elements of IT hardware & software & existing Information Assurance scope
Customer Support:
Supplier Support:
Customer Service Desk:
Supplier Service Desk:
Website:
0345-410-2222
0345-010-3503
info@ccs.gsi.gov.uk
supplier@ccs.gsi.gov.uk
https://ccs.cabinetoffice.gov.uk
10
Defence Suppliers’ Service
MOD Procurement Policy
Obtaining value for money through:
•
Whole life costs
•
Performance
•
Delivery
•
Quality
11
Defence Suppliers’ Service
Approach
•
Reasonable Opportunities to Compete
•
Impartiality & Consistency
•
Confidentiality
•
EU Public Procurement Regulations
•
Advertise Requirements
12
Defence Suppliers’ Service
Acquisition Strategy
•
Currently approximately 100 acquisition teams within DE&S
•
Effective & transparent audit trail
•
Approved at appropriate level for costs – Initial Gate and Main Gate approval (for
requirements above £20M)
•
Explanation of most cost effective solution
•
Assessment of risks and benefits involved
•
Include ‘exportability’ options
•
Industry Days – ‘Announcements’ section of MOD DCB/DCO
13
Defence Suppliers’ Service
Competitive Tendering
•
Competition preferred procurement route wherever feasible or
possible
•
Vendor assessment and pre-qualification techniques
•
Prospective bidders limited to around six
14
Defence Suppliers’ Service
Tender Criteria
•
Third party Quality Assurance certification
•
Financially sound
•
Managerial capability
•
Technical competence
15
Defence Suppliers’ Service
Supplier Selection
•
Generally no more than 6 suppliers in competition
•
Expressions of interest from industry
•
Pre-Qualification Questionnaires (PQQs)
•
Objective evaluation of relevant factors
•
MOD encourages approaches from consortia of small companies that may be better
able to offer a solution & accept the risk than individual SMEs
•
MOD requirement for Consortia to have a proper legal identity as a basis for
receiving a contract
•
But – sometimes there is only one supplier
16
Defence Suppliers’ Service
Non-Competitive Contracts
•
Pricing agreed prior to contract placement
•
No Acceptable Price, No Contract (NAPNOC)
•
Mandatory for all non-competitive £1M+ contracts
•
Approx £3.19Bn non-competitive contracts placed in FY 2013/14
•
All non-competitive requirements advertised in MOD DCB for possible sub-contract
opportunities
17
Defence Suppliers’ Service
The Tender Process
•
Formal invitation to tender
•
Clear documentation, evaluation criteria and weightings
•
Clarification questions
•
Bidders conferences
•
Tenders submitted through independent Tender Board
•
Tenders assessed
•
Tender Assessment panel evaluate against pre-agreed criteria
18
Defence Suppliers’ Service
Contract Award Criteria
•
Technical & contractual compliance
•
Clear-cut decision
•
Down-selection process may be necessary
•
Negotiation may be necessary
•
Winning and losing bidders normally informed at the same time
•
Debrief available
19
Defence Suppliers’ Service
Defence & Security Industrial Engagement Policy
Policy aims:
Principal aim:
to enhance the capability of the UK’s defence and security industry by encouraging
overseas-based companies to engage with UK companies and other institutions
Achieved through:
•
Export through supply chain activity
•
R&D
•
Investment
•
Technology transfer
E: desirg-2-assthd@mod.uk; Tel: 0117-91-30271
20
Defence Suppliers’ Service
Commercial Toolkit
•
Available to MOD staff & industry
•
Contains guidance on a wide range of commercial policy topics, DEFCONs,
DEFFORMs etc
•
www.gov.uk/acquisition-operating-framework (free use, requires no-cost
registration)
•
Commercial Toolkit;
https://www.aof.mod.uk/aofcontent/tactical/toolkit/content/defcons/defcon.htm
•
Select either ‘Guidance Topics’; ‘DEFCONs’ or ‘DEFFORMs’
•
Also see ‘Winning the Contract’ course www2.learndirect-business.com/businesscourses/winning-the-contract/
21
Defence Suppliers’ Service
Advertising MOD’s Requirements
MOD routinely advertises:
•
All its competitive and non-competitive, ‘warlike’ and ‘non-warlike’ requirements for
goods & services valued at £10,000 and above are advertised free of charge,
on the Defence Contracts Online (MOD DCO) portal (www.contracts.mod.uk)
•
MOD DCB magazine available on subscription starting at £295 pa
•
Requirements which meet the relevant criteria also advertised in Official Journal of
the European Union (OJEU) and ‘Contracts Finder’ portal as well as on the MOD
DCO portal
•
MOD requirements valued at below £10K are not advertised centrally and are
generally procured on a local or regional basis
22
Defence Suppliers’ Service
European Procurement Law
•
All public procurement in the UK subject to Treaty on the Functioning of the
European Union (TFEU)
•
Principles are:
- Non-discrimination (on grounds of nationality)
- Equal treatment (of all suppliers in any procurement context)
- Transparency (so that all parties can see that MOD is acting in a fair and nondiscriminatory manner)
- Mutual recognition (of equivalent documents, standards and certificates from
other EU Member States)
23
Defence Suppliers’ Service
24
Defence Suppliers’ Service
• Contract Notices
• Contract Bidders’ Notices
• Competitive/Non-competitive Contract awards
• Sub-Contract Opportunities
• Addendum
Email: bip@bipcontracts.com
Website: www.contracts.mod.uk
25
Defence Suppliers’ Service
Guide to Contract Notices
Contract Notices
Identification number
Expressions of Interest deadline
Issuing branch
Summary
QA Standards
26
Defence Suppliers’ Service
Guide to Contract Notices
Contract Bidder
Tender No.
ITT Issue Date
Deadline
Issuing Branch
Summary of Requirements
Issued To
27
Defence Suppliers’ Service
Guide to Contract Notices
Non-Competitive
Contract Awards
Issuing Branch
Summary of Requirements
Contract No.
Awarded To
.
28
Defence Suppliers’ Service
Guide to Contract Notices
Competitive
Contract awards
Issue date
Issuing branch
Summary of Requirements
Awarded to
29
Defence Suppliers’ Service
Guide to Contract Notices
Addendum
Contract/ITT number
Summary
Advertised in
30
Defence Suppliers’ Service
Supplier Information Database (SID)
•
SID accessed via www.contracts.mod.uk website
•
Companies can submit their profiles free of charge
•
SID available to MOD acquisition staff as a resource to help draw up a tender
list/source a product or service
•
Over 8,000 companies have submitted their profiles to the SID
•
By logging their profile on the SID, it does not guarantee that companies will be
invited to tender for MOD requirements
31
Defence Suppliers’ Service
Dynamic Pre-Qualification Questionnaire (DPQQ)
•
Launched in September 2013 as part of MOD DCO portal (www.contracts.mod.uk)
•
Allows MOD commercial staff to create an electronic PQQ – issued as part of
contract notice
•
Potential suppliers will express an interest in the requirement by completing DPQQ
on line
•
Saves up to 28 days by combining two parts of procurement procedure
•
Reduces effort to create a PQQ & to complete a PQQ as suppliers can store
information on their capabilities on MOD DCO portal
32
Defence Suppliers’ Service
Contracts Finder Portal
•
Cabinet Office agreed ‘Contracts Finder’ portal to host tender & contract documents
& live contract opportunities
•
‘Contracts Finder’ portal publish all Central Government contracting opportunities
above £10,000
•
‘Contracts Finder’ portal – free to use; easy search facility; provide free e-mail alerts
•
‘Contracts Finder’ portal launched on 11 February 2011
•
Accessed via www.contracts-finder.co.uk
33
Defence Suppliers’ Service
DEFENCE SUPPLIERS’ SERVICE
Part of Supplier Relations Team (SRT)
Help Desk
Email:
defcomrclsrt-dsshelpdesk@mod.uk
Website:
www.contracts.mod.uk
Tel:
030 679 32844/32843
34
Defence Suppliers’ Service
Defence Suppliers’ Service
•
Explain UK MOD Procurement & Procedure
•
Provide Information brochure
•
Provide Product requirement advice
•
Provide Contact points
35
Defence Suppliers’ Service
21st Century Supply Chain (SC21) Programme
Launched by the Society of British Aerospace Companies (SBAC) in 2006
Open to all suppliers in the aerospace and defence industry – further information can be
obtained from www.adsgroup.org.uk – click on ‘SC21’ hyperlink
Three key workstreams aimed at improving the efficiency and effectiveness of the supply
network;
• Accreditation
• Performance and Development
• Relationship
-
MOD signed up to the programme in 2008
36
Defence Suppliers’ Service
Centre for Defence Enterprise
Is the first point of contact in MOD for anyone with an innovation that has a potential defence
application
Successful applicants could benefit from:
•
•
•
•
•
•
•
Proof-of-concept funding in the form of a research contract
Support from military scientists and engineers
MOD trials and testing facilities
Mentoring service
Unique insight into UK & non-domestic defence markets
Received +4,700 research proposals – around 750 selected for funding
Resulting in total contract value of £44M – approx half of CDE contracts SMEs
Contact tel: 01235 438445 Email: science-enterprise@mod.uk
37
Defence Suppliers’ Service
Other Points of Contact
UK Trade & Investment Defence and Security Organisation – Small Business
Unit
Contact: Howard Gibbs – Head of Small Business Unit
Tel:
0207-215-8204
Email:
howard.gibbs@ukti.gsi.gov.uk
Website: www.dso.uktradeinvest.gov.uk
38
Defence Suppliers’ Service
Information Pack
39
Defence Suppliers’ Service
Download