Download B to G How to make it worth It - Marketing Research and Intelligence

B to G
How to make it worth It
MRIA, Sept 26, 2005
Mike Williams
SVP Environics Analytics
Director GGA Management Consultants
Director TCI Management Consultants
[email protected]
416 524 5902
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Factors
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Getting the work
Doing the work
Getting Paid
Who does market
research/consulting in Government?
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Almost all departments/ministries at all levels do some market
research and/or need consulting help relevant to markets and
marketing
Consumer-oriented
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Health
Natural Resources/Energy
Tourism
Culture
Lotteries
Political polling
Business-oriented
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Industry-focussed activities
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Economic development
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Mining, R&D, sectors
Industry development, exporting
Lobbying-oriented
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Trade and industry associations
Large public and private companies
Kinds of ‘Market’ Research
Applications
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Industry/sector/product development and
policies and programs that impact them
Image, awareness and branding
Customer Satisfaction surveys and other
user feedback on services
Key steps in assignment ‘life cycle’
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Client identifies need
Client gets approval to do project
Client puts out ‘tender’ or request for
proposal (RFP)
Proposal process
Contract awarded
Work undertaken
Work finished
Billing
Who is ‘client’?
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End User (Usually has budget)
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What approval authority does he/she have?
How senior and how hands-on?
Sourcing expert (might have budget control)
Contracting authority (paperwork and cheque
cutting)
Identifying Need
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Supplier can sell idea
Client comes up with idea/need
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Why? Needs info? Wants validation? Needs judgement?
Budget availability
Key Success Factors (KSFs)
 Contact network
 Credibility – public persona
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Protocols on Tendering
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Bidder’s Lists – Suppliers Registration Service
Vendor of Record (VOR), MERX (role of Advanced
Contract Awards Notices - ACAN) and Bid Navigator
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www.merx.com
www.bidnavigator.com
http://canadabusiness.gc.ca/gol/cbec/site.nsf/en/
bg00253.html
www.contractscanada.gc.ca
http://www.ppitpb.gov.on.ca/mbs/psb/psb.nsf/english/
doingbus.html
http://www.toronto.ca/tenders/index.htm
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Protocols on Tendering, cont’d
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Bidders Meetings
Asking questions
Security clearance
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http://www.ciisd.gc.ca/text/main/toc-e.asp
Procurement Business Number
Survey approval processes (red tape
legislation)
Vendors Of Records (VOR) in Ontario
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How does the use of VORs vary depending on value?
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Once I become a VOR, do I have to compete again for contract
work?
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For procurements above 750,000, a separate open and competitive process
must be used instead of a VOR arrangement, unless another limit has been
approved by the government in connection with a particular VOR arrangement.
Depending on the estimated cost of the good or service to be acquired under the
VOR arrangement, there may be a requirement for a second stage selection
process.
If the estimated procurement value is below $25,000 the ministry may use the
VOR arrangement to select any one VOR vendor or, where applicable based on
the good or service to be acquired, ask more than one vendor to bid on the
specific project/assignment, in accordance with the terms and conditions of the
VOR arrangement.
For contracts between $25,000 and $249,999, where applicable, at least three
vendors would be asked to bid. For contracts between $250,000 and $749,999,
where applicable, at least five vendors would be asked to bid
Proposal Process
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The most expensive part of selling to the
government
How important?
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In selling
In doing
In upselling
In settling disputes
In verifying completion
Proposal Hints (From Ontario)
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Organize your proposal so that it matches the sequence of the tender document. Make
your offer complete, concise and precise.
Once you have drafted the project goals and objectives, check them against the priorities
and requirements spelled out in the tender document. No matter how good the proposal, or
how creative the project; if it does not address the specified priorities it will not be selected
as the successful bid.
If the proposal is long, write an executive summary and include a table of contents with
page numbers.
If your company has a track record of successful projects, or if you have won awards,
mention them.
Note the sections that carry the most points and provide responses accordingly.
Put your logo or company name on each page so we can identify them if we take the
proposals apart to compare similar sections.
Provide the number of copies we ask for in the tender document.
Sign the bid document and attach it to make your proposal a legally binding offer.
Follow all directions! If there is a page limit, adhere to it. If certain information is requested,
provide it. When in doubt or not clear on anything, contact the designated contact within the
allowable period for questions and answers.
Pricing
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Find out budget
Find out weight pricing carries
Per diems versus fixed price (usually ask for
both)
Expenses
Low balling
Saying no with price
Doing the work
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Record all activities
Stick to proposal - if deviate get permission and
confirm in writing
Judge expertise of project manager on client side –
the less experienced the more you need to be
prepared to do extra without getting paid
In most cases the project will be of less importance
to the client than to the researcher
Drawing the line
in the ‘finished’ sand
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Toughest part of project
Report writing (second most expensive part
of doing business with government)
Final ‘edits’ – realize how client reads the
report
Upselling – when to start
Billing
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Be clear in proposal
Verify at start of project, when and on what
basis billing will be
Be prepared for 60+ days to be paid
Confirm who should get bill and approval
process to get bill signed off
Is it worth it?
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How to make it worth it
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Proposal writing
Report writing
Client management - Setting and exceeding
expectations
Other Ideas?
THANK YOU
Mike Williams
SVP Environics Analytics
Director GGA Management Consultants
Director TCI Management Consultants
[email protected]
416 524 5902
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