If you haven’t supplied the Defence industry before, it can be difcult to know where to begin. You might also have questions about what it’s like working with a consultant.
Here’re some FAQs. If you have others, you can contact me at: mattbulley@mauriteftconsultingltd.co.uk
Where do you find tender and supply opportunities?
The Defence supply chain is notoriously difcult to access and if you don’t know where to look or who to talk with, it can be very difficult.
Here’s my approach:
I start by looking at business’s strengths and capabilities and then match them against the Integrated Review, Integrated Defence Review and The Defence Command Paper, which outline the UK military’s spending priorities and major programmes.
With this knowledge, I fne tune the programme list to major and sub assembly providers, tier 1 and tier 2 companies and then contact them to discuss options, pain points and where my client may be able to support their needs.
Mauriteft
What are the stages of a bid application?
When I’m working with a client on a bid, these are the general stages:
Awareness – does the MOD know who you are and what you do?
Discussion and intelligence – what might be coming up as a requirement soon?
A formal notification is released either through MOD or one of the Prime contractors.
Review the notification
Complete bid stages. This includes company info, why they should choose you and evidence that you have the capacity and capabilities of doing the work
Negotiate on service and price
MOD assesses the bid
Feedback
Contract award
What should I know before starting the process?
You need to have a clear idea why they should choose you. You have to be clear on your competitive advantage over other manufacturers. This may be price, but ideally should be value for money, improved capability, performance and price.
How long does the tender process usually take?
Usually, it takes between 6-12 months. Sometimes it takes 3 months, but this would be very sporty.
If I’m unsuccessful in my frst bid, can I apply again?
Yes. The tender process is a learning curve. The winner and the terms of their contract are published so you can use this to inform your next round of submissions.
If it’s so difcult to access, is it really worth the efort?
Of course, it depends on manufacturer to manufacturer, but in my experience, yes. If you are successful, you have opportunities to work on interesting, meaningful, and large-scale programmes.
The orders are usually more consistent, and a small initial order can often lead to larger orders. This means that it can generate a more consistent income than, for example, the automotive industry
Do you work with service-based companies that want to access the Defence supply chain?
I focus on advanced manufacturers and companies which make products, rather than services.
Will you tell me if I’m not a good ft for supplying the Defence industry?
Yes. It might be an awkward conversation, but I don’t want you to waste your time, money and resources if I don’t think you’ll be successful.
If Your Order Book Needs A Boost, Let Me Help You Into The Defence Supply Chain.
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