Tendering for Health and Social Care Contracts in Open Training Courses June 2015

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1 1 Tendering for Health and Social Care Contracts in 2015 Open Training Courses June The Next Leap Forward 2. A Forensic Approach to Method Statements Tendering to win in 2015? These two courses provide you with the opportunity to get ahead of the competition learn how tenders under the new rules are now consistently scoring between 92% and 97% in 2015 Two courses which provide insights into the proven skills and understanding necessary to tender successfully and win contracts in This is set in the context of reduced public sector spending and the introduction of the Public Contracts Regulations 2015 which implemented Procurement Directive (2014/24/EU) in UK law. Many purchasers introduced aspects of the new regulations into these tendering procedures from The result is that we now have a very clear understanding or what it takes to win tenders for Health and Social Care contracts from 2015 onwards. The demands of tendering organisations as a whole have become very clear as have the increasing requirements which the new rules place on providers These courses have been designed to help you understand the new procedures and to understand the proven techniques which have been so successful in securing contract awards since the publication of the new Directive. Attendance at these courses will therefore show you how to gain a competitive edge and tender successfully for health and social care contracts. Attending the Tendering for Health and Social Care Contracts 2015 will enable your organisation what it needs to do to improve its chances of winning contracts in the highly competitive environment of public sector tendering. [Full details follow] Tendering for Care (TfC) TfC was launched in August 2005 as the only organisation of its kind specialising in tendering in the health and social care sectors. We provide training, mentoring, information and support for just under 300 charitable and independent providers across both sectors. As a direct result of our help, during 2014 providers were awarded contracts with a total value of 143 million. TfC reviewed 617 tenders during 2014 alone. TfC Members, participants in training courses and our customers derive significant benefit from the services and help which TfC provides.

2 2 The Next Leap Forward This was how the OECD described the new Directive 2014/24/EU. The Directive has been transposed into UK law as the Public Contracts Regulations New requirements and terms are coming into use which are derived directly from the Directive. This course addresses the principles of tendering in the light of the new Directive and by explaining how purchasers are dealing with the demands of reduced health and social care budgets. We will also look at the references forms, consider the demands of the new Means of Proof requirement and the new rules relating to Conflict of Interest. The course is structured in three parts which cover the following: Part 1) Legal and Regulatory back ground to public procurement; The Directives; Current and draft future Public Contracts regulations; Treaty obligations competition law; CPV codes/part B contracts and how this affects tendering in the health and social care sectors; How procurement works the systems in general use and how these are changing. Part 2) an overview of the selection phase and the PQQ and the implications of the new Directive. The purchasers are looking for a demonstration of capacity and capability to deliver a contract with the public sector. The PQQ requires tenderers to; Demonstrate that they have the systems in place to deliver the contract; Show how they will Manage the contract the contract in a structured manner with the certainty that the required outcomes will be delivered; Identify the evidence the purchaser is looking for and how to this is best provided; Understand how the evidence required affects scoring and sometimes leads to exclusion from the process. We will also look at what companies and organisations can do to increase their chances of success at the selection (PQQ) stage, as well as common pitfalls. Part 3) an overview of the Award phase the Method Statement and the impact the new Directive is having on tender appraisal. In particular: Understanding tender appraisal; How tender appraisal works an appraisal officer s view of your tender; What happens to a tender once it has been submitted, the process to contract award; How tenders are scored the selection; How price is scored; Bringing it all together to a final score; Challenging and the Remedies Directive. We will explain tender appraisal and how tenders generally can score well and be competitive. This is an Intermediate level CPD Certified Course with the following learning objectives. Learning Objectives: Understanding the legislative background to tendering the rules with which the purchaser must comply and how these will: Help providers understand the changes to the UK Rules; Ensure that people across their organisations are fully prepared and understand how to tender successfully; and Contribute towards students ability to function effectively in the new tendering environment.

3 3 In doing this we will consider: the legal and regulatory framework and the changes with regard to the new Directive and their impact upon tendering; the processes which are in use by purchasers; what is required to pass the selection and award phases; what companies and organisations can do to increase their chances of success; and the common pitfalls. The second, or award, stage of tendering involves responding to the Invitation to Tender (ITT) and completing a Method Statement. We will: developing a basic understanding of commonly used scoring systems; explain what appraisal officers are looking for during tender appraisal; look at the importance of policies and how they are scored. Throughout the course we will focus on tendering and procurement practice as it relates to the health and social care sectors Who should attend? This is a detailed course for Senior Managers, Finance Managers, Practice Managers, Business Development Managers and staff charged with writing and preparing PQQs and tenders. Dates/Venues: Venue: London [Euston St Pancras area] Date: Wednesday Monday 27 th November 2015 Times: Coffee 9.30 am for 10 am start to pm and 1.30 pm to 4.00 pm (Coffee and tea are provided, lunch is not included) FEES Fees per delegate: Non-members of TfC (incl. VAT) Silver, Gold and Platinum Members of TfC (incl. VAT) Students on recent courses said: Made a dull topic interesting and accessible in a way which was both good and engaging. The course tutor was great; he explained situations in easy to digest language. He was clearly up to speed on the new Directive and the current tendering environment and very knowledgeable. The course met all of my learning needs in this area admirably. The course was very useful and informative although I am quite new to tendering I am looking forward to the next two courses! Really useful course, covered all I wanted to know. The course tutor was very good, he explained situations in easy to digest language

4 4 A Forensic Approach to Method Statements During 2015, with the help of TfC providers have been awarded contracts with scores of 99% and 100% at tender appraisal, some consistently scoring in the range 92% to 97%. The course is based on our experience of how to gain these very high scores and TfC s unique approach to the preparation of Method Statements. The course structured around one extract from a poorly written method statement and extracts from well written method statements as examples of good practice. Students are introduced to TfC s highly successful forensic approach to the preparation of method statements. This methodology helps to extract all the hidden messages in the procurement documents so that the writer fully understands what the purchaser requires and can write a method statement that closely matches those requirements. This approach has proved to be a powerful tool which has led to significant successes since January During this course, students will undertake a series of group tasks and open discussions to analyse the common features of well written method statements which are winning now. They will learn how to identify the key components of good answers. The course will include on screen presentations with a series of examples of good practice highlighted and explained by the trainer. Students will learn to look at answers through the eyes of an appraisal officer and identify where improvements can be made. They will learn how to decipher questions and work out how to prepare high scoring answers. Throughout the course we will focus on tendering and procurement practice as it functions in the health and social care sectors Learning Objectives This is a CPD Certified Course with the following learning objectives: All too often those preparing tenders want to sit down and start writing without fully interrogating the tender documents. The contributions which those who will deliver the contract are also frequently overlooked. During this course students will receive a checklist of common themes as an aid memoire to the good practice highlighted by the trainer; Outcomes As a result of the course students will: Understand how to analyse the questions inn order to identify how a winning answer should be constructed; Understand the key aspects of successful company/organisations from the Purchasers perspective; Identify the key elements of a very good/excellent answer. Who should attend? This is a detailed practical course for Senior Managers, Finance Managers, Practice Managers, Business Development Managers and staff charged with writing and preparing PQQs and tenders. Dates/Venues: Venue: London [Euston St Pancras area] Date: Monday 30 th November 2015 Times: Coffee 9.30 am for 10 am start to pm and 1.30 pm to 4.00 pm

5 5 (Coffee and tea are provided, lunch is not included) FEES Fees per delegate: Non-members of TfC (incl. VAT) Silver, Gold and Platinum Members of TfC (incl. VAT) Students on recent courses said: Content was more than I expected and was very useful Booking Excellent delivery and thought provoking content Once again excellent delivery at a pace which suited me no gaps! A Really good course The course was excellent, delivered in a way in which we were engaged, witty and funny at times. This is a highly specialised area made thoroughly understandable. I now know how to WIN! To Book a place on any of these courses please print out the Booking form and return it: Scan and to courses@tenderingforcare.com Fax to Post to our office address below Discounts may be available for individuals booking more than one course. Please contact us TfC is the leading UK provider of training in tendering and procurement for health and social care providers. We have has nine years of experience in providing courses of this type in face to face, online and in-house formats. Please contact us for versions which are tailored to your precise requirements. TfC holds ISO 9001:2008 certification TfC is an accredited Open College Network Centre No TfC received a National Training Award in 2008 Details of TfC Membership can be found at: For more information please contact us: info@tenderingforcare.com Telephone: Post: 30, Gritstone Road

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