Hints & Tips

We have experience in leading SMEs and global multinationals to improve win performance.

Grosvenor Services Wins Large Government Contract

Sixfold’s latest success was with Grosvenor Services where we have both trained the team and then supported the bid manager.  They bid for all lots in a very large Government cleaning contract and have been selected against stiff competition in every one of them!  We just had the win decision yesterday .

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Getting a “Good” Procurement

Lessons learned from some years of working in the world of Public Sector procurement After what seems a lifetime in either selling into the Public Sector or advising Public Sector clients on how to get the best from their procurement activities, I thought I had seen it all.  But now and then, something else happens … Continue reading Getting a “Good” Procurement

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SMS Doesn’t Scare Us by Using Small Claims Court Bullying Tactics

Last month, Sixfold was taken to court in Warrington by a vexatious and opportunist claim, lodged by Simply Mail Solutions (SMS) trading as Internet for Everything Ltd.  Colin Smith, a Director of SMS, decided that, even though SMS had not (and could not have) provided the Office 365 internet services it had promised Sixfold, Sixfold should … Continue reading SMS Doesn’t Scare Us by Using Small Claims Court Bullying Tactics

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John Fernau looks at the Future of Procurement and Selling to Government

I was at an event recently when the Minister for the Cabinet Office, Matt Hancock, raised a really interesting prospect.  He said that one of the things his team, presumably the Crown Commercial Service, are working on is a Crown Marketplace.  In essence this is the extension of the G-Cloud concept into non-ICT categories.  According … Continue reading John Fernau looks at the Future of Procurement and Selling to Government

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Doing Business with Government – Tips from an ex-Home Office Commercial Director

John Fernau was previously commercial director at the Home Office and has now joined Sixfold International to help its clients win public sector contracts. He draws on his experience to provide an insight into the way Whitehall engages with small business suppliers and shares advice on how to win work from national and local government.  … Continue reading Doing Business with Government – Tips from an ex-Home Office Commercial Director

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They Have to Tell You!

We have just seen that a court has annulled a tender award decision for “lack of adequate reasoning”.  This decision was made when Ricoh bid for a contract for the purchase or hire of printers and their associated maintenance services.  Ricoh was informed its bid was unsuccessful for 3 of the 5 lots it had … Continue reading They Have to Tell You!

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The European Single Procurement Document ESPD Comes Into Force Today!

The European Single Procurement Document (ESPD) is now a standard form for part of the Public Sector tendering selection process.  The Public Contracts Regulations requires a contracting authority to accept an ESPD from bidders as part of the selection process to reduce the administrative burden on bidders and the authority by simplifying the manner in … Continue reading The European Single Procurement Document ESPD Comes Into Force Today!

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A Potential Hazard: The New Competitive Procedure with Negotiation

If you think that the procedure chosen by your client will not affect your win chance, think again! It is vital you understand the possible impact.

The Competitive Dialogue has been around for some time and we have seen many instances of its use (and misuse) to date. We are now getting some practical understanding of the Competitive Procedure with Negotiation and this note outlines how this experience is giving us more insight and warns of the impact this could have on your win chance.

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Transparency Hits You!

Like it or not, the new Public Contracts Regulations 2015 are going to make a big difference to how you bid for Public Sector contracts. Sixfold is all about how to finesse the Public Sector procurement to create a competitive edge. We have often focused on how the fundamental principles – equal treatment, proportionality and transparency – can be used as a tool to your advantage.

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Rescuing A Major Bid

Sixfold has been called in to help a large company resolve a strange issue with the evaluation of its multi-million pound tender. The company had been told that it had come second and, in accordance with the procurement requirements, it was sent the scores both it and the winning bidder had been allocated.

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Beating Your Competition Through Differentiation

The Public Sector bidding processes appear to force you to bid exactly the same proposal as everyone else. This process is set up to allow the evaluators to be able to compare one bid against another as easily as they can. The processes seem to stifle any ability to differentiate your offering and slaps down any attempt at innovation! However, we all know that we must stand out from the other bidders if we are to win the bid.

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Competitive Gold! How to get a copy of your competitor’s last government bid

How important is winning your next Public Sector Contract to you? Pretty important? You bet your life it is! So how would it help you to have copies of the recent bids your competitors have produced, on your desk, whilst you get stuck into the latest proposal?

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Going the Extra Mile

As a Bid Director I have been interested for a long time in what it is that motivates bid team members to work extended hours (sometimes 24 hours and longer without a break). Despite being under high pressure they perform willingly, enthusiastically and, usually, for no financial reward above their normal salary. This does not occur in every case.

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I don’t have to worry – We are the “incumbent”!

You are the incumbent supplier in a Public Sector contract and it has come around for a rebid. You and your team have been doing a fantastic job for years. You know you have the client’s staff on your side because they tell you that your team is doing a good job and you have rescued the client’s business from several, indeed many, disasters of their making in recent months.

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Three golden rules for proposal writing

I have been around and about proposal writing for many years. I have seen fabulous successes and devastating failures all attributed to the quality of the written word. And in that time I have learned a few lessons. They seem so obvious to me. However, whenever I meet up with a new bid team (and sometimes even experienced bid teams who aren’t doing so well), I see the same problems.

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Worth It to Win It, or Bad Losers?

It’s a delicate decision to challenge a lost bid decision and possibly alienate yourself as a “troublemaker”. Should you acquiesce or fight for what’s right for everyone?

I don’t think that there is an easy answer to this. However, I think that often, bid teams get their answer wrong, back off a justifiable challenge and potentially lose business that should have been theirs.

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When Should I Challenge the Procurement Process?

We have experience in leading SMEs and global multinationals to improve win performance.

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