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Presentation to Finditinworcestershire meeting to help people bid for public sector contracts
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17July 2012
Trevor Kitching B.Sc, Ph.D, FCIPS
The ABC of PQQs
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Who are ACS Supply Chain Consultancy ?
3
What is a PQQ ?
Advertise
Advertise
PQQ Tender Award
Tender AwardOPEN
RESTRICTED
What is the Purpose of PQQ ?
The main purpose of a PQQ is to ensurethat all companies who are invited totender can meet the minimum financialand technical requirements to undertakethe advertised work.
When public sector organisations placeadvertisements for tenders and request expressions of interest, they may receive hundreds of responses. A PQQ is almost always used as a way to shortlist these responses.
Compliant
Compelling
What Do they Ask for in a PQQ ?
General Company Information
Technical Capability
Financial Information
Insurance
Statutory Information
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Why are They Different ?
They need to create a shortlist –can’t do this if everyone gets right answer to standard questions
Watch out for “Killer questions”
Standardised PQQs (eg SQUID) still have killer questions
Why do People Ask Silly Questions?
Have you ever been or are you now involved in espionage or sabotage; or in terrorist activities; or genocide; or between 1933 and 1945 were you involved, in any way, in persecutions associated with Nazi Germany or its allies?
(not from a PQQ but from US DHS ESTA form)
What is the correct answer ?
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What is the Correct Answer to these Questions ?
Do you have a :
Health and Safety Policy
Equal Opportunities Policy
Environmental Policy
http://www.hse.gov.uk/simple-health-safety/write.htm
[DOC] Equal Opportunities Policy – EXAMPLEwww.artscouncil-ni.org/award/forms/.../sample_equal_ops_policy.do...
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What is the Correct Answer to this Question ?
Does your organisation hold recognised and relevant quality management certifications ? For example ISO9000 ?
How Can I Demonstrate Technical Capability ?
Experience
Case Studies
References
Standards and competence of your staff in relation to this type of work
Registration, licenses or particular technologies that you may need to deliver the contract
What Financial Information is Required ?
Typically 3 years accounts, and if 3 years are not available, accounts for the period that you have been trading
Banker's references (usually just contact name)
Contract value/Turnover ratio
Credit rating
Levels of reserves and profit and loss accounts
Parent company accounts (if applicable)
What Level of Insurance is Required ?
Varies according to contract but typically:
• Public Liability – £10m• Employer’s Liability – £5m• Professional Indemnity (if applicable) - £2m
If higher than your current levels – promise to obtain on contract award – evidence helpful
How are PQQs Evaluated ?
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PQQ RESPONSE Scoring Criteria
Compliance and Completeness Pass/Fail
Good Standing Pass/Fail
Basic Company Details Information Only
Financial information Pass/Fail
Experience 40%
Case Studies 30%
Quality Certification 5%
Equal Opportunities 5%
Environmental/Sustainability 5%
Insurance 5%
Health & Safety 5%
Bribery Act 5%
EXAMPLE
How are PQQs Evaluated (2) ?
Health and Safety and equal opportunities (F1, F2 and F7) policy and training will be scored:
Comprehensive and realistic = 5
Partially complete = 3
No suitable documentation = 0
Health and Safety and Equal Opportunities prosecutions/compliance (F3, F4, F5, F6) will be scored
No Findings/breaches = 5
Minor breaches with adequate steps taken as a consequence = 4
Major breaches with adequate steps taken as a consequence = 3
Minor breaches with no steps taken as a consequence = 2
Major breaches with no steps taken as a consequence = 0
Major breaches with no steps taken as a consequence may result in exclusion
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EXAMPLE
How Can I get it Right ?
Consider the objectives of the buyer Why is the question there? What do they want to know? How can you evidence what you are saying?
Quality of the writing Is it logical, concise and grammatically correct? Is it easy to read? Have your followed the guidelines (word count)? Have you answered the question?
What Sort of Mistakes do People Make ?
Simple administrative failures such as not signing the document
Late delivery or delivery to the wrong place
Not following instructions
Not answering the questions
No evidence offered
Poor presentation
Is it Worth it ?
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Is it Worth it ?
£220 Billion spend
Prompt payment (typically 10 days)
Guaranteed payment
Enhanced client list
Loyal client – repeat business
Referrals to other public sector bodies
Increasing focus on social value
Opportunities to get in “under the radar”
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www.acssupplychain.co.uk 0780 329 047301527 451991
Trevor Kitching B.Sc, Ph.D, FCIPS
The ABC of PQQs
Questions ?
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