10th September 2008 - Local Government House, 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 & understanding of the public sector market? How can I gain a competitive advantage?
Successful Selling to the Public Sector : A One Day Master class will be led by two expert procurement practitioners from within public service and will provide the answers to these and many other questions.
To accompany the Master class, the organizers have produced a superb and comprehensive publication to guide you through the process of successful selling to the public sector. Each delegate, as part of their day, will receive their own personal copy of this guide which is theirs to take away and use as an invaluable reference tool after the master class.
Designed for all sizes and types of business, Successful selling to the Public Sector: A One Day Master class will be of greatest benefit to those involved in:
- Sales
- Business Development
- Account Management
- Marketing
- Policy and Strategy
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”
10.00-10.45 Session 2: Overview of Government Procurement (including examples of good and bad practice)
- Methodology
- Historical contexts
- Policy drivers and initiatives
- Key procurement bodies
- Policy developments (e.g., efficiency, e-commerce)
- EU procurement rules
- Thresholds for OJEU
10.45-11.05 Tea and coffee break
11.05-11.45 Session 2 ( cont )
- 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”
11.45-12.45 Break-out sessions
A: Central Government Procurement - Exploring how central government procurement officials operate and what they look for in suppliers.
Session leader - John Kitching – John has over 40 years experience of public sector procurement, including British Coal (head of Supply and Contracts for the Northern Group of collieries), culminating in 11 years at The British Library as Head of Procurement. A member of the Chartered Institute of Purchasing and Supply and a supporter of the Government Procurement Service, John was, until recently, a member of the Editorial Board of GC Forum – the magazine for the Office of Government Commerce.
B: Local Government Procurement - De-mystifying local government procurement.
Session leader - Peter Howarth – Peter is a founding member and currently the CEO of the Society of Procurement Officers (SOPO). An associate of 4P’s and a Director of the Ipswich and Suffolk Enterprise Agency, Peter has extensive training and presentation experience running workshop/training sessions for many organizations including the County Council Network, SOPO, NEPP, IDeA, 4P’s, Solace and many private sector organizations. His previous posts include Director of Strategic Management, Associate Director of Resources and County Purchasing Officer for Suffolk County Council and Advisor and Associate to the IDeA on e-procurement.
12.45-13.45 Lunch and networking
13.45-14.45 Break-out Session
- A - Repeated
- B - Repeated
14.45-15.05 Tea and coffee break
15.05-16.15 Discussion Forum
- Panel session where our 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.
16.15-16.30 Experts available for individual Q & A
16.30 Conference close
To register call Mike Cross on 01483 266 619:
Rates
- Single delegate - £645
- Two delegates - £1,090
