1 SELLING TO THE MOD

2 Contracts Placed MOD places approximately 20,000 new contracts a year at present.  Downward trend – in mid/late 1990s MoD placed around 70,000 new contracts annually  90% valued at less than £100K  approx 2,000 Commercial Officers

3 Collaboration UK MOD involved in a number of collaborative projects Apache Helicopter Storm Shadow Missile Programme (UK/Italy/France) Typhoon Tornado A400M JSF Meteor & PAAMS Missiles MOD recognises potential benefits from co-operation on equipment projects.

4 Competitive Tendering  Competition preferred procurement route  Approx 3/4 by Value of Contracts placed following competition  Vendor assessment and pre-qualification techniques  Prospective bidders limited to around six

5 The Tender Process –Formal Invitation to Tender –Clear documentation, evaluation criteria & weightings –Clarification questions –Bidders Conferences –Tenders submitted through independent Tender Board –Tenders assessed –Tender Assessment Panel evaluate against pre-agreed criteria

6 Contract Award Criteria  Technical & contractual compliance  Clear-cut decision  Down-selection process may be necessary  Negotiation may be necessary  Winning & losing bidders normally informed at same time  Debrief available

7 Factors in Acquisition Decisions –Cost & Operational Effectiveness –Affordability & Value For Money –National Security –Key Technologies –Export Potential –Industrial Participation – UKTI DSO –Industrial Capabilities –Foreign and security interests

8 Visibility for: Website:

9 Defence Suppliers Service  UK MOD focal point for provision of advice to companies interested in becoming UK Defence suppliers  Explain UK MoD Procurement & Procedures  Provide Information brochures  Provide Product requirement advice  Provide Contact points

10 DEFENCE SUPPLIERS SERVICE Part of Supplier Relations Team (SRT) Help Desk Website: Tel: +44 (0) /32843/32832