Securing Contracts and
Your Place on Supply Chains
The Right Preparation & Approach
Garry Stone
© B2B North Ltd 2017
1. It’s About Winning
 Desire & Determination
 Preparation
 Focus & Effort
 Learning & Improvement
x Us“We
can
dous
that”
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and
only
© B2B North Ltd 2017
2. Be the Right Business
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Track Record
Health & Safety
Environmental
Equality & Diversity
Quality & Customer Care
Social Impact & Value
Legal Compliance
Insurances
Professional Practice
Technical Capability
Capacity
Staff Training & Development
Project Management & Delivery
Organisation & Team Experience
Financial Stability & Probity
Business Continuity
IT Capability & Security
Whistleblowing, Anti-corruption
Fair Payments
© B2B North Ltd 2017
Your Supply Chain
....the RIGHT Business
© B2B North Ltd 2017
...Complete Package
 Compliance & Policies
 Ability to work with others
 Attitude & Culture
 People & Relationships
 What you give, not take
 Take away ‘pain’, not add to it
“Where and how do I add VALUE?
© B2B North Ltd 2017
3. Use the DRIVERS
Capability
Capacity Compliance
Quality
Sustainability
Economic
Risk
Supply
Security
Social
Environmental
Price
Lifetime
Cost
The Purchasing DRIVERS
Added Value
Value
© B2B North Ltd 2017
4. It’s About the CLIENT
The People
The Organisation
The Culture
What do they want to achieve?
How?
Everything through their eyes
 Viewpoint
 Needs
 Problems
 Pain
 Words
 COMPLIANCE
© B2B North Ltd 2017
.....and Relationships
© B2B North Ltd 2017
5. Understand why “Only Us”
Capacity and Resilience
Knowledge & Know-how
Process & Delivery
Product / Capability
Service & Quality
Risk & Method
Competitiveness
Experience
People
Location
© B2B North Ltd 2017
Why a Subcontractor / Supply Chain?
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CAPACITY – including depth of resources, & back-up – where and when required
SPEED & DELIVERY
COST – improved process, cheaper than in-house
FLEXIBILITY – turn costs and overhead on and off
EXPERTISE – tools, machinery, knowledge, expertise don’t have in-house
SUBCONTRACTORS ARE SPECIALISTS– do this all the time = expertise, investment, & INNOVATION
QUALITY - they might just be much better than us
OVERHEAD – People, plant, space – permanent costs
COVERAGE – geography
LOCAL KNOWLEDGE
LOCAL DELIVERY – sustainability/carbon footprint – lower cost?
LOCAL SUPPLY CHAIN – meet obligations of contract, assist in winning new work
LOCAL/SUSTAINABILITY BENEFITS – jobs, apprenticeships, environmental – ‘SOCIAL VALUE’
SHARE RISK – make sure in-house resource is not over extended
SPEED OF RESPONSE – we don’t have time to build or acquire that capability – must have now
NO IN-HOUSE OBLIGATIONS – not just cost, but Health & Safety, HR and people obligations etc.
CLEARLY DEFINED LINES & RELATIONSHIPS – clean and contracted – no ‘baggage’
COST TO TAKE UP – time/expertise/cost to become fully capable ourselves
CREDIBILITY – Using the experts, market leaders
INDEPENDENCE– “it’s not just our view, we have this on-board too”
CORE COMPETENCE – avoid over-diversification and distraction from core
TIE-UP MARKET – strong subcontractor base ready to sell to clients & exclude competitors
ABILITY TO SAY ‘YES’ – retaining clients, winning new work – DIFFERENTIATION & BEING ‘SPECIAL‘
‘GREEN SUPPLY CHAIN’
© B2B North Ltd 2017
Support & Follow Up
Garry Stone
[email protected]
Mel Carr
[email protected]
07513 122823
www.b2bnorth.co.uk
© B2B North Ltd 2017