1. OPPORTUNITY KNOCKS! WELCOME TO LOCAL GOVERNMENT PROCUREMENT NETWORK (LGPN) Webinar for Showcase 2013 Delivering Value through Innovation 16 October, Business Design Centre London Colin Cram Marc1 Ltd colin.cram@marc1ltd.com Tel: 01457 868107 Mobile: 075251 49611

2. AGENDA Local Government Procurement Spend Functions of Local Authorities Diversity of Local Government Procurement Innovation Diversity of Capability Legislation and Policy Obtaining Business Features of Local Authority Business Engaging with Local Councils The Future SHOWCASE 2013: Delivering Value through Innovation

3. WHAT LOCAL GOVERNMENT BUYS - £45bn each year Construction Social Care Consultancies Environmental Services Financial Services Human Resources ICT Facilities Management Transport Utilities Vehicles Catering Education Legal Leisure Traffic Management Mail Furniture Cleaning and Janitorial Stationery Sports and Playground Medical

5. LOCAL GOVERNMENT PROCUREMENT IS DIVERSE AND COMPLEX –which can help those seeking business Local Authorities Collaborations Consortia Kent County Supplies North East Purchasing Organisation YPO ESPO The Consortium SCAPE Hampshire County Council London Councils Government Procurement Organisation

6. INNOVATION Improvement and Efficiency South East Major Outsourcings Alternatives to Care Homes Social Enterprises (Coventry) Favouring Local Suppliers (Lincolnshire) Social Networking

7. DIVERSITY OF CAPABILITY Work with those who are capable Do not work with those who are not BEWARE: Councils that cannot deliver their side of the bargain e.g. anything like the volume of business that they suggest

8. LEGISLATION AND POLICY EU Procurement Directives Social Value Bill Localism Social Enterprises SMEs Sustainability Local Employment

9. OBTAINING BUSINESS Look for Advertisements Local Press Contracts Finder Engage with Local Councils Understand Councils’ Requirements Ensure one’s Product is what is Needed Get on Framework Agreements Understand How to Convert Framework Agreements into Business.

10. FEATURES OF LOCAL AUTHORITY BUSINESS eAuctions becoming more common Electronic Tendering eProcurement Social Networks Dynamic Purchasing System

11. ENGAGING WITH LOCAL COUNCILS People like to buy from those they trust and know Attend Supplier Briefings Look out for Briefings from one’s Local Council. Attend Seek Meetings with one’s Local Council Use Trade Association Take Advantage of the Right Events - LGPN Engage with Buyers at Events Why Showcase 2013 is so Good

12. THE FUTURE Tendering will get Easier Tendering Timescales will Shorten Increased Use of Social Networks Increased Use of Dynamic Purchasing System Increased use of Consortia, Collaboration and Government Procurement Service (Note: Local Enterprise Partnerships and Community Budgets) Increased Procurement Expenditure due to increased Outsourcing and taking of Social Care/Health Responsibilities Greater Use of SMEs and UK Businesses Improved Procurement Capability

13. Colin Cram FCIPS Marc1 Ltd Email: colin.cram@marcltd.com Tel: +44 (0)1457 868107 Mob: +44 (0)75251 49611 www.marc1ltd.com £45BN OF OPPORTUNITY KNOCKS ANNUALLY HOPE TO SEE YOU ON 16 OCTOBER at SHOWCASE 2013 Delivering Value through Innovation BUSINESS DESIGN CENTRE LONDON