Tendering Submissions in the Healthcare Sector
The healthcare sector is one which is often overlooked for serious consideration as a source of tender submissions. Admittedly, it does seem odd that a profession that requires years of training can be tendered out for open competition to be won by theoretically anyone. However, it is the case that health and social care tenders are on the rise in the UK as private care for elderly people or other vulnerable groups is increasingly being transferred into the hands of private companies. Indeed, the total value of contracts awarded in the sector to private suppliers increased 5% from 2017 to last year and the volume of contracts over doubled in the same period from around 5,300 to over 12,000.
2018 for example, saw public sector authorities award a suite of healthcare contracts to suppliers of all sizes of more than £8 billion in value. Whilst it is true that the lion’s share of this money was divided amongst a handful of large suppliers who together won three contracts across pharmaceutical provision and care worth over £1.2 billion, there was still almost a full £7 billion awarded to SMEs.
So what does this tell us?
With a slight increase in total value but almost a 100% increase in the number of contracts being awarded the trend is clear. Increasingly in the sector works are being contracted in the form of a greater number of smaller contracts, typically handled by local authorities. Hence, this provides small, even start-up health and social support providers with a golden opportunity to break through the glass ceiling put in place by large and better-known companies. Hence, for health and social care-focused SMEs, it behoves them to gather as much insight about this industry which is abounding with opportunity for small businesses.
If you’d like to know more about the opportunities that the healthcare sector offers and how you can break into tendering in the industry, talk to one of our dedicated tender consultants today. Our Hudson Succeed team will be delighted to help you with your tender submissions, provide a second pair of eyes, give you helpful hint and tips or take the whole submission process off your hands altogether.
It’s not that easy
Of course, whilst the tender submission process allows theoretically anyone to bid, you’ll be reassured to know that for healthcare tenders, contracting authorities typically set strict criteria in terms of competence, professionalism and qualifications that must be met in order for a supplier to be successful. However, the beauty of the rise in healthcare sector tenders recently means that provided an organisation or freelancer can display the relevant criteria, the tendering process still allows them a chance to be successful, even up against the industry big-guns.
It is possibly more important in the healthcare sector than in any other, to leave the buyer in no doubt as to your skills and experience in your tender submissions. Local authorities have a duty of trust and care to the vulnerable groups in their area and will not take any chances. No matter your prospects, competency and experience, unless you can showcase this and leave the buyer in no doubt as to your ability to deliver to the highest quality, your tender submission will in all likelihood not be successful.
So how do I do this?
If you have read any of mine, or my colleagues’ articles thus far, you’ll know that there is no magic formula. Especially in the health and social care sector, your tender submissions will have to show a real appreciation of the buyer’s aims and the needs and challenges of those you are bidding to support. I’m afraid there is no easy way around this. However, there are a few things you can do to maximise your chances:
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Evidence
Not only do buyers want to see evidence of your ability to deliver before they part with their cash, but this is especially important before they entrust you with the care of vulnerable groups. Gather references from past delivery, compile a bank of case studies of past projects and gather testimonials to include in your tender submissions. In short, do everything you can to showcase that you/your organisation can deliver the services you are bidding for, because you have already proved you can do it! For more information on the importance of including evidence in your submission, check out our video “Evidence is key” on Tender VLE.
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Qualifications
These are key in the sector. Buyers want to know that they are entrusting the care and support of vulnerable people to those who are appropriately qualified and have the know-how to meet the rigorous demands of what can be a challenging sector. Make sure you include all of your staff’s relevant qualifications and your organisation’s accreditations in your tender submissions. Leave the buyer in no doubt as to your ability. Check out our Tender VLE video on “Accreditations” for more hints and tips.
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Take your time
Make sure you really take the time to digest the requirements of the tender. Do your research and have a good grasp of the buyer’s aims for the contract and their wider, social aims. Make sure you read the specification of works in sufficient detail so that you can showcase your understanding of the challenges involved when writing your bids.
Further Information
For more information and top tips on how to tailor your healthcare tender submissions and make sure it stands out, check out our blog Sector Insights: The Health and Social Care Sector. Not only this, but it is worth considering that most healthcare contracts are put out to tender on behalf of local authorities. Hence, for further advice, check out our recent article on council tenders and hints and tips on how to discover and win these.
We also have a dedicated tender tracking portal for the Healthcare Sector. Visit Healthcare Tenders to view all the latest contract opportunities.
Remember not to struggle. Tender submissions can seem overwhelming, and in truth, they often are. To make sure you maximise your chances of tendering success, talk to our Hudson Succeed team today. Our dedicated tendering and procurement experts will be happy to talk to you about how you can make your healthcare sector tender submissions, the winning bids.
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