Category Archives: winning work

Understanding the Social Value Act for better bids …

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The Social Value Act 2012 was established in part to help understand the difference between a contracts cost and a contracts value and to encourage greater collaboration between voluntary, community and private sectors.

Bid responses for public sector work can be greatly improved by a through understanding of and addressing the concepts of the act. Waste and recycling company Veolia Environment Services have recently released a new and useful youtube video explaining the Social Value Act from their perspective

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Also, from – Towards New Innovative Collaborations

The Social Value Act 2012 introduces social benefits into public procurement of private services. It requires local authorities and other commissioners of public services to consider how their services can benefit people living in the local community. Under this legislation, local authority procurers must now consider how they can improve the social impact of their public service contracts before they start the procurement process.  More…

Improvement through PAS 91

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PAS 91 has recently been updated to align with the Government Construction Strategy.

PAS91-CoverHere are some of my thoughts on recently providing PAS91 support (training events, webinars and live bid support)

As with all bidding the trick is to:

 “delight the client to attain maximum scores and score higher than your competitors”

Easy?

PAS 91 used properly could significantly improve the SME contracting sector, on topics such as Diversity, Quality Management, Environmental Management and of course Building Information Modelling.

The scoring I have seen to date heavily favours certification – to ISO 9001, ISO1400 and PAS1192. Providing these certificates scores full marks, and exempts the bidder from completing a large number of questions in an attempt to describe arrangements that meet the standards, and only score eg 75% of available scores. (in one case up to 12 sides of A4 are expected!)

A contractor without these standards in place are already scoring less than those who have, before they start to articulate their practices.

It makes attaining these accreditations a no brainer, whilst of course providing the benefits of accreditation. From a clients PAS91 perspective it allows further in depth questions in the Specific Questions Module, for eg delivering value, evidence of localism, sustainable material procurement.

The BIM optional module in PAS 91 contains some tough questions, but also provides a useful guide as to what bidders should be preparing for.

Top tips for maximising PAS 91 points:

  • Get a (free) copy of PAS 91
  • Practice, prepare and fine tune  your responses, get them internally and independently checked.
  • Ensure you provide complete responses to all parts of the questions
  • Evidence, Evidence Evidence – use real evidence (think business storytelling) to support.
  • Be consistent between what you say in the bid, demonstrate on your projects and say on your website and or social media (watch those linkedin profiles!)

We will be providing further training, public and one to one webinars, and live PAS 91 consultancy support over the coming months. Do get in touch 

We are also developing 91Cloud a PAS91 portal due to launch soon – watch this space

Also in addition in conjunction with ibepartnership we have developed a low cast but high value package for achieving ISO 14001 for smaller SME contracting organisations. Again, please do get in touch 

Innovation Voucher Provision

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mb-m-and-c-1-blueThe Technology Strategy Board (TSB) is making Innovation Vouchers available worth up to £5000 for construction and built environment companies. Applications are due to open on the 10th of December and close on the 23rd of January 2013.

Fairsnape in association with IBE-Partnership is delighted to assist you  in preparing and submitting your application for Innovation Vouchers in the following topics that we offer as your innovation provider to improve your construction performance.

  1. Social Media – Awareness, Getting Started, Developing, Strategy and Policies, Measuring,
  2. CSR – Awareness, Developing Strategies, Integrating and aligning systems, Measuring.
  3. Sustainability (1) – Awareness, Strategy, Policies, Aligning / writing systems, Measuring
  4. Sustainability(2) – (Beyond Waste) – Awareness, circular economy, cradle to cradle thinking, healthy products innovation, measurement,
  5. Construction Carbon – Awareness, Strategies, Measuring and Improving, Application of wold class tools
  6. Benchmarking – (Beyond KPI’s) – Awareness, Strategy, Benchmarking Project, Measuring, Application of world class tools
  7. Business Strategy – (EFQM) Awareness, Improving overall and holistic strategy, facilitation, measurement
  8. Collaborative Planning / Last Planner – Awareness, Strategies, Training, Guidance, Facilitation, Application of world class tools
  9. Lean Construction Techniques – Awareness, Strategies, Training, Guidance, Facilitation, Application of world class tools
  10. Collaborative Working – Awareness, Strategy, Principles, Training, Facilitation, Preparation for BIM
  11. BIM – Awareness, Strategy, Policies, Preparation Plan, Facilitation,
  12. Customer Management– Awareness, Strategies, Training, Guidance, Facilitation, Application of world class tools
  13.  ISO14001 – Awareness, Strategy + Policies, Improving/Writing EM system + process, training, readiness for assessment
  14. ISO90001 – Awareness, Strategy + Policies, Improving/Writing QM, training, readiness for assessment system + process
  15. PAS 2030 – Awareness, Strategy + Policies, Improving/Writing Green Deal system + process, training, readiness for assessment
  16. Bidding – Awareness, Strategy, Process/Approach, Support,

mb-m-and-c-1-blueThis is a great opportunity for you to innovate and improve your effectiveness and efficiency, improve attractiveness to clients  and of course improve the bottom line at no cost to you. If you are interested in progressing further please call or get in touch to discuss.

00 44 7776 234702

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Improving Bid success through construction #CSR

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Is your PQQ or Bid success rate dopping? Are you loosing out to competitors and not sure why? You could do no better than to get along to one of the numerous best practice or knowledge exchange events such as the excellent Green Vision programme from CKE in Leeds.

Last night the focus was on CSR, Corporate Social Responsibility, which has moved a million miles away from just doing good, volunteering and charity donation, important though as these are. No, supply chain CSR approaches in the words of Bob Simpson (Walmart/ex ASDA) have to be ‘contemporary’ and demonstrate value to clients.

Bob went on to emphasis how the supply chain has to demonstrate “a point of difference” through CSR, when bidding for work, that includes:

  • Design Problems out (through BIM for example)
  • Improving site efficiency (maximising considerate constructor scores?)
  • Embracing localism
  • Hating waste in all its forms including energy, carbon, transport
  • Exceeding safety standards
  • Taking the initiative. The supply chains are the experts in construction.

Paul Connell E.on consultant reinforced the same message describing how supply chains adding value to E.on to help them deliver their ambitious Cities Programme of collective intelligence, enabling large organisations to engage with individuals on a meaningful level.

Setting the scene, my CSR presentation focused on the changing world of communications and transparency, and the need for construction not only to be solid and reliable but also innovative in CSR. Particularly in the public sector, where the newly minted Social Value Act will require construction to start to really understand and demonstrate the value of CSR approaches.

There is a storify record of the event here.

How contemporay is your CSR approach? Is it helping you demonstrate value to your clients and winning you work? Maybe now is the time to re-evaluate. We are helping many organisations review their CSR, PQQ and Bid approaches.  Do get in touch to discuss.

PQQ Secrets: Listening to the voice of the customer

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For PQQ responses to have chance of success they need to address the requirements and aspirations of the client and project.

They also need to differentiate from the competition. So when a client organisation presents on how to differentiate at bid stage, you should be on to a winner.

But of course it’s an ever iterative game, and you will need to be better than those who also hear the customers tips for bidding.

At last weeks CSkills Forum in Salford, Urban Vision Partnership presented what they look to as differentiators when marking and selecting PQQ’s, either as direct bids, as part of a consortia or within a supply chain. Urban Vision’s overall remit is to manage, protect, maintain and enhance development within the city.

Key Differentiating Factors:

– Creation of community benefit

– Workforce development

– Added value and innovation

– Environmental performance, eg 14001 and CO2 monitoring

– Health and Safety practices, eg 18001

– An IMS (Integrated Management System) approach to quality, sustainability and safety

How many of these can you honestly tick as being well established, or well in development, within your organisation, to articulate within bids?

Many of these have been part of the construction business improvement agenda for many years now, certainly since Egans Rethinking Construction back in 1998, whilst others are relatively new as Methods of Modern Construction Management.

Through fairsnape we can help with advice or support in these areas, in practice or in bid articulation. Why not have a conversation? You can follow and join me on twitter @fairsnape, subscribe to or share this blog post, or get in touch.

Blink: the importance for bid interviews and presentations

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Currently re-reading Blink: The Power of Thinking Without Thinking in advance of a bidding interview and presentation workshop for contractors tomorrow(*)

According to Malcolm Gladwell,  decision and impressions may occur much faster than previously thought – think instantaneously or in two seconds.

The interview panel may then, without thinking, have made their first impressions as you walk in the room, before you start talking or presenting, yet we focus on content and presentation rather than team composition, team appearance and team impression.

Whenever we have to make sense of complicated situations or deal with lots of information quickly, we bring to bear all of our beliefs, attitudes, values, experiences, education and more on the situation. Then, we thin-slice the situation to comprehend it quickly. The implications of this concept have astonishing significance for our personal reactions to most situations.

We should of course be using this thinking and Gladwells research to advantage.

Malcolm Gladwell, author of the bestselling The Tipping Point explores the extraordinarily perceptive and deceptive power of the sub-conscious mind. Gladwell’s major claim is that decisions made very quickly can be every bit as good as a decision made cautiously and deliberately. What we are actually doing is what Gladwell calls ‘thin-slicing’. When we leap to a decision or have a hunch our unconscious is sifting through the situation in front of us looking for a pattern, throwing out the irrelevant information and zeroing in on what really matters. Our unconscious mind is so good at this that it often delivers a better answer than more deliberate and protracted ways of thinking. Much of this is utterly mysterious but some of the most astonishing and useful examples of thin-slicing can be learned.

(*) Contact me for information on bid interview and presentation skills support and workshop

profit from sustainability?

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Is there profit to be made from sustainability is a question I am often asked at sustainability events, presentations and workshops. It has cropped up again today on publicity for the excellent Think 08 event next month.

In some ways the question misses the point on what sustainability is about – ie the triple bottom line of economic, social and environmental sustainability – where profit is a key element of economic sustainablity.

Within our industry if we could really move from lowest price thinking (ie meaning competition is on profit levels), start moving to ringfenced profits, then we can start to focus on the other two ‘bottom lines” with more vigour. Allowing real profits through the supply chain would have the same affect. Energies applied to trying to make a project profitable can be applied to environmental and social sustainability issues, whilst the project players remain economically sustainable.

Really tackling the 30% or so waste within our sector, (waste in time, costs, materials and most importantly management energy), would more than pay for sustainability improvements whilst allowing a profitable, viable and economically sustainable industry.  For example, recent on-site studies have shown the true costs of skips to be £1300 or so.  One medium size contractor I was working with recently used on average 12 skips a week across 20 projects.  Do the math, as they say!

I often quote Yvon Chouinard – a mountaineering and eco hero of mine – founder of Patagonia clothing, who says that “every time I have done the right thing for the planet I have made a profit…even if the right thing cost twice as much”. Of course it needs the appropriately correct organisational ethos in place to achieve this. (see Let My People Go Surfing: The Education of a Reluctant Businessman for inspiration)

Take a look this review extract of Let my people go surfing:

Yvon Chouinard is one of the most important business leaders around today because he’s made a values-lead business highly profitable. Any aspring business leader (and, more importantly, those already running businesses) should be forced to read this. It’s the future.

So yes, there is profit in sustainability – currently, we cannot see it for the barriers and blinkers within the baggage we carry.  We cannot fix todays problems with the same thinking that created the problems.

using isite as a bid tool

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I received interesting feedback from two individuals last week who mentioned they use isite as a knowledge base when answering bid questions for new work, to ensure they are up to date with current thinking. One of these was local, ie in the North West UK, the other in the USA.
I now regularly use the blog as a bookmarked, knowledge base, to easily recall items to develop work with clients, but I am really pleased to hear that others find value in the site as an archive source of information and knowledge.

Its another powerful plus for blogs.