Individualised coaching

Project information

Index: 0111R1
Priority:1: Innovation and the knowledge economy
Sub Theme:Entrepreneurship and SMEs
Location UNITED KINGDOM SOUTH EAST Southampton Hampshire and Isle of Wight Start/End date of the practice
Start: 2003-01-01
End: running

Topic of the practice

Support to SMEs -individualised support to submit bids

Good Practice Information

Collective workshops are generally good practice for SMEs, but they also need more personalised support when submitting a bid.
 Objectives
This tool aims to provide companies with more in-depth and personalised support in the field of public procurement

 Description
Collective workshops are generally good practice for SMEs, but they also need more personalised support when submitting a bid.
3 levels of coaching are proposed to companies:
 “Light coaching” – phone conversation to answer questions
 “Submission checking” – reading and checking what the company wrote
 “Intensive coaching” – half a day spent with the company:
• Review / set up of the methodology of work
• Analysis of the market and competitors
• Verification of past submission already made by the company

 Methodology
 Stages
• Having staff with basic knowledge on public procurement rules. Training can be given to existing staff
• Create a database of external consultants and experts who can be mobilised by companies on specific topics (lawyers, bid writers etc.)
• Promote this tool during the different events led by the organisation

 External tools and Budget
• External costs: None
• Cost for companies: “Intense Coaching”: Around 300€ per company; “Submission checking” and “Light coaching”: free of charge
• Enterprise Europe Network budget

 Staff and time needed: 2 members of staff dedicated to public procurement in general; “light coaching”: 20 to 30 minutes of phone conversation; • “Submission checking”: between 30 minutes and 1hr
• “Intensive coaching”: 2 days of preparation + half a day with the company

 Note
 For organisations that already have a tender search tool or offer collective workshops/seminars, this coaching service can be a good complementary instrument
 For organisations which do not have any public procurement service, they should not start by developing this tool
 Do not be afraid to start this coaching service.
 Success story
Interview of an SME:
- What have the results for your company been?
We decided to employ a professional bid writer instead of doing it all ourselves. We also spent less time bidding for contracts that we could not win. We now ring the procurer before we bid to make sure it fits. They now know us well and ring us to tell us about opportunities! As a result of using a bid writer we won a framework contract worth £2 million over 4 years.

- How did this service help your company to achieve this result?
By opening our eyes to the importance of making contacts, and responding properly.

- How would you improve this service?
More information and teaching on electronic auctions.


Evidence of success

 Results of the organisation
Good demand for this kind of service and from the companies that have been supported. So far 1 has won a big contract, 2 finished second and 2 or 3 others are still working on applications.
1 intensive coaching is done every 2 or 3 months, 2 to 3 “submission checking” every month and 4 to 5 “light coaching” per week.

Contact details to obtain further information on the practice


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