elcome to February’s edition of BiPInsight, which importantly marksthe three-month countdown until

the end of our current financial year.As previously highlighted, the forthcoming monthsare hugely important to us, both within thedelivery of our projects and our targets across thewhole business, many of which are outlined withinthe newsletter. Undoubtedly all areas of thecompany will play a vital role in achieving theseobjectives, and I would like to thank you all in advancefor your combined and continued efforts.

In addition, I would also like to thank everyone for theirextremely valued feedback in relation to the EmployeeEngagement Survey, the high-level results of which arefeatured within this edition. Your line manager will shortlybe discussing the detailed results in relation to yourteam, further to which we will be considering how wecan effectively implement measures in response to theareas identified for improvement.

Simon BurgesChief Operating Officer,

Business Intelligence Division

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InsightInsightFebruary 2016 InsightInsight

passionfor excellence

integritywith customers

respectfor others

February 2016

• MARKETING & COMMUNICATIONS• EVENT MANAGEMENT

• RESEARCH & CONTENT• SALES & MEDIA SOLUTIONS

he EmployeeEngagementSurvey results have

now been collated, andwith a response rate inexcess of 70% the surveyhas enabled HR toidentify those areas of thebusiness deserving offurther development andthose deserving ofcelebration.

Results show that over 80% ofemployees feel positively engagedwith BiP’s strategic business goals,and understand how their rolecontributes to their success.

Further to that, 81%returned a positiveresponse when askedif they wereconfident in thecompany’splans for

achieving future growth.

This is just the start of theinsight that will be gleaned fromthe survey. HR will publish thefull survey results in earlyFebruary; these results will beposted on BORIS, with aninternal communication to alertstaff when they go live.

After this HR will organisefollow-up sessions to discuss theresults within specificdepartments. These sessions willprovide a platform for staff toreview the results within theirspecific area in more detail.

The survey results will also bediscussed by the OperationalBoard, and a plan will beestablished on how to usethe feedback topositively impact thecompany’sgrowth.

T

he nominees for the monthlyRecognising Excellence go forwardfor consideration in the Quarterly

Outstanding Contribution Award, worth£300 to the winner. The followingmembers of staff have been recognisedfor their extra efforts in recent months.

TRecognising Excellence

The countdown is on...

ecember proved tobe a strong monthacross the entire sales

floor; its achievementsincluded DCI and Tracker 1both smashing their targetsin three weeks.

Not content with this, Sales builton that success in January, withCGT, Media Solutions and PublicSector sales achieving theirtarget. Important contributionsalso came from the front endteams of Tracker and DCI.

During this time over 200 dealswere completed and total salesacross the floor exceeded£380,000.

Deputy COO Grahame Steedsaid: “Well done to every sales

agent who achieved target in themonth. Our sales team of themonth for January, based on salesperformance, number of salesagents to target, pipeline growthand other factors, is CGT –congratulations: you’ve just set thebenchmark for February. Ourindividual winner, based on salesperformance and overallcontribution to their team, isBarry Ward – so well done also.

“February promises to be anotherstorming month as we kick off our‘Love Sales, Love Selling’ themeacross the floor and continue tobuild on our success. We love sales– but appreciate it’s nothingwithout everything else that sitsbehind it; including Marketing,Content, IT and Finance.”

D

DCI:Scott Zonfrillo

DCI:Frank Biggins

Sales Team

Alan Laidlaw“Alan joined the Media research team just as I was going onsecondment. He learned the work quickly and within a week hadstarted reaching the (high) Market Intelligence targets on a dailybasis! Added to this, Alan was and is still keen to learn, puttinghimself forward for new challenges with a positive attitude.” – Julie Shennan

Connor Macqueen “During a month of deadlines Connor managed to not onlycomplete all his work ahead of schedule, as usual, but alsosupport the newer team member on the projects and assistwith critical BAU issues. Connor continually makes time tosupport others, but still maintains a high standard of work

himself, thoroughly deserving of a nomination.” – Paul McIntyre

Graham McMath“Throughout November and December Graham took timeout of his already busy schedule to complete a ProjectManagement workshop with me. In the workshop Grahamtutored me on various project management methodologiesand also walked through, in great detail, BiP’s projectmanagement processes and documentation” – Grant Smith

Mark Austin“Mark has been an invaluable help over the last few monthsand has assisted us in many ways, from continually improvingthe way we work to streamlining current processes, saving usa great deal of time and reducing costs. Over and above hisrole, Mark recently designed and facilitated Excel courseswhich were hugely beneficial for the team, enhancing skills that will benefitindividuals and the business.” – Grant Smith

Lindsay Templeman “Lindsay has been pivotal in managing the implementation ofthe new marketing automation tool Pardot. There have beenmany complexities and challenges associated with theimplementation and Lindsay has worked closely with all keystakeholders – across functions and divisions – to ensure that

solutions and remedies have been identified to maximise its functionality, efficiencyand usability by the business.” – Nikki Dobricki

Employees confident inBiP Growth Plan

ith the new yearcomes newchallenges, and

the Events teamhave beentackling themhead-on.January saw theteam launchthe 2016autumn/winterevents season,while also finalisingtheir spring eventspreparations.Opening BiP’s springevents season isProcurex North Live 2016,which will be held at ManchesterCentral on 8 March, followed inthe evening by the National GOAwards 2016/17 at the HiltonManchester Deansgate.

The 2016 edition of ProcurexNorth boasts more exhibitors,speakers, sessions and

delegates than ever before.Also breaking records is theNational GO Awards, with this

year’s entry numbershitting new highs.

Continuing thismomentum, the Eventsteam will deliverDPRTE 2016 in Cardiffon 16 March, featuring a

Live Keynote Arena,Product ShowcaseExhibition, fourKnowledge TransferZones, DE&SProcurement Pavilionand two Buyer

Engagement Villages.

Events Development ManagerLaura Aitkenhead said: “DPRTE isalready a huge event, but we are stilllooking to build upon it and make itthe best yet. So we are bringing inmore prime contractor partners,more sessions and the highestquality discussion agenda yet.”

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DCI:Barry Ward

Tracker:Thomas Byrne

Well done to our sales agentswho achieved 100% of targetor more in January…

David Johnston – 112%John Dennett – 114%Anthony Feagan – 116%Scott McKechnie – 124%Marc Kelly – 126%Ross Buchanan – 127%Barry Ward – 130%Amanda Dunsmore – 132%Elizabeth Anderson – 133%Bryan Marshall – 138%Barry McDonald – 143%Dominique Reid – 149%Roberta Brady – 167%Lindsay Hamilton – 169%Colin Masia – 178%Grant Campbell – 249%

And those who were that close…

Karen Milligan – 91%Lynsey Gair – 92%Yvonne Devine – 96%David Kelly – 99%

SALES RECOGNITION Events set new recordswith the new year

Further to Ron’s companypresentation, the ROARbonus for FY 2015/16 hasincreased to £350 peremployee! For furtherinformation on the ROARbenefits, please visit BORIS

passionfor excellence

integritywith customers

respectfor others

February 2016

• MARKETING & CREATIVE DESIGN

• EVENT MANAGEMENT

• RESEARCH & CONTENT

• SALES & MEDIA SOLUTIONS

InsightInsight

anuary saw the launch ofDelta V6, the EU-compliant, robust andsecure eProcurement

service for public sectororganisations.This latest release of DeltaeSourcing contains newfeatures and enhancements,which will further improve thecustomer experience through itsContract Performance module.

The module is integrated within Contract Manager and directly linksto tender records in the Contract Register module. ContractPerformance allows the user to manage a tailored performancemonitoring plan for each tender, supplier or contractor.

Using a Key Performance Indicator (KPI) builder and plan / remind /review methodology, the user can execute a measurable ContractPerformance program for each active tender.

To support the launch of Delta V6 BiP has arranged a series of trainingwebinars to guide public sector organisations through the changes.

Delta Marketing Manager Ed Ng said: “Delta eSourcing has built areputation for developing cutting-edge solutions which offer users intuitivedesign underpinned by superior customer service, and these latestdevelopments to Contract Manager are expected to further enhancethat reputation.”

Delta V6 launches

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016 has started at a blistering pacein Marketing with a host of newdevelopments being lined up. Hot

on the heels of the launch of the new BiPwebsite in December, we are following upwith some key new initiatives in the firstthree months of the year:• Customer Engagement Strategy – Ourobjective is to ‘help customers win’ to ensurethey stay with BiP over the long term, and theJanuary launch of improved communications,new customer guides and an enhancedBusiness Growth Programme on Tracker andDCI will do just that. The Customer AccountTeam is now the Customer Growth Team andthey will provide vital personal support tocomplete the new customer experience.

• Delta V6 – The latest release of our market-leading eSourcing solution went live at the endof January. Buyers will now be able to measure

and evaluate key aspects of the tender process– including suppliers – through our new ContractPerformance module. This improved propositionwill boost our average yield and should bepopular with both new and existing clients.

• Ultimate Guide to WinningGovernment Contracts – This 11-chapterguide is a key part of our new customernurture strategy to attract new prospects toBiP. Powered by Pardot Marketing Automation,this is a ‘must read’ for any business that isinterested in working with the public sectorand, with the addition of further value addedcontent, will build brand awareness and drivesales-ready leads towards our Tracker, DCI andSupply propositions. The Ultimate Guide goeslive at the start of February.

• Supply enhancements – Visibility andaccessibility of opportunities and the overallupgrade journey have been vastly improved and

we’re now looking at other excitingenhancements that will position Supply as themust have product for SMEs.

• Events – Our main events season is almostupon us and we are pulling out the stops toattract delegates to three separate ProcurexLive regional events and DPRTE.

• DSS Yearbook – It’s been a record year forYearbook sales already and we’ve still got twomonths of campaigning to go.

• Tracker v11 – Our new Tracker propositionwill leave the competition standing and we’reusing the launch to pioneer an exciting newway of promoting our complete Trackerservice to prospects. Check out next month’sInsight for more details.

Head of Marketing Kenny Brogan said: “Thanks to everyone in the team and across thebusiness for their continued support.”

2

he Bid Team are happy to announce that BiP hassuccessfully submitted a bid for the pan-governmentG-Cloud 7 Framework Agreement for services

provided on a Software-as-a-Service (SaaS) basis.This Framework is available to central and local government, theNHS, the police and other government-funded bodies. G-Cloud 7allows buyers to carry out mini-competitions among a restricted listof approved suppliers or call off directly from the Framework.

BiP has been on the G-Cloud Framework since its inception as G-Cloud 1.Until now, the G-Cloud product portfolio has consisted of Delta eSourcingmodules – eNotice, Tender Manager, Supplier Manager, Contract Manager,Collaboration Manager, eAuctions, Buyer Profile and Buyer Portal.

G-Cloud 7 sees BiP add three new products / services under theDelta brand to this portfolio:

• Delta eSales – with a fully branded online eCommerce site tohelp authorities sell such things as goods and services, surplus items,licences and permits, memberships and subscriptions, concessionsand other rights, seized property etc in a simple, managed andtransparent way.

• Delta Spend Analysis – which helps authorities create realistic cost-saving strategies and deliver realistic strategies for increased efficiency.

• Select Accredit – a web based supplier management service thatregisters, vets, qualifies and accredits suppliers and vendors to acommon standard.

Chief Global Commercial Officer Scott Smith said: “We look forwardto successful sales through the G-Cloud 7 Framework.”

BiP supports G-Cloud 7

T

oth the Bid Team and the SupplyChain Team have hit the groundrunning in the new year. With

new announcements of wins in both theUK and the Caribbean during themonth, the teams have continued towiden BiP’s access to new markets athome and abroad.

Supply Chain TeamThe Supply Chain Team recently won apartnership deal with SIG, a major constructionconsortium. With Mary Carmichael leading theproject, the team will build an SIG-brandedmicrosite as part of CompeteFor.com, andsupport the SIG group in a supply chainawareness and engagement programme.

As well as this, the team have also been namedpreferred supplier to support the LondonBoroughs of Harrow and Brent in a supplierengagement programme – we hope to announcepositive results from these negotiations.

Bid TeamExpressions of Interest are being formed bythe Bid Team on projects in Uzbekistan,Ukraine and Afghanistan.

• In Afghanistan, the team are considering a project to assist with the set-up of a public procurement training centre.

• In Ukraine, the team are assessing an EBRD funded project to provide consultancy support in the capacity building of procurement policy and legislation.

• In Uzbekistan, the team are examining an opportunity funded by the Asian Development Bank (ADB) to support eGovernment improvements, including eProcurement policies and procedures.

Global deliveryBiP staff have been travelling around the worldin support of the company’s many ongoingprojects. Scott Smith has now completedthree trips to Africa as part of the FeasibilityStudy for eProcurement for the African Union.

Scott’strips toEthiopia andJohannesburg haveprovided the opportunity to meet with andinterview many key stakeholders.

Also, Grant Smith and Colin Stewart havebeen on mission to Beirut as part of theTechnical Support for the Modernisation ofthe Public Procurement in Lebanon project.

Fraser Hastie, meanwhile, attended aneProcurement Forum in Vienna organised bythe World Bank and EBRD. The purpose ofthis event was to bring togethereProcurement suppliers to meet withpotential buyers from governments andorganisations across Europe.

B

anuary was a busy month for IT,as the department continues todevelop projects in partnershipwith Commercial and Marketing,

while upgrading the BiP brands.

IT’s brand work includes:

• Developing Supply to include changes to theregistration and upgrade journeys.

• Upgrading Tracker V11 to include the Bid Manager module and extra search functionality.

• Developing Marketing and Sales training for Tracker V11.

• Launching Delta V6, with new contract performance modules and other items.

• Developing Delta V7, to work with DynamicPurchasing Systems.

• Making all BiP Tendermatch servicescompliant with the new EU Regulations.

• Working with Events on the Procure4Health show.

IT’s project work includes:

• Rounding up the Kuwait Civil Aviation Authority contract, and implementing the payment gateway.

• Consulting on procurement development inLebanon.

• Supporting consultancy on BiP’s African Union Congress work in Ethiopia.

• Finalising the contracts on BiP’s work in theBahamas.

• Completing the Supplier Development Training contract.

• Discussing integrating the MOD finance purchasing system with DCO.

• Auto-generating cases for Central Services customers.

Head of IT Grant Smith said: “Over January wehave been kept very busy, but it’s good to be busy.

“The IT team supports the whole business and wehave to juggle these different priorities with that ofour external customers.”

J

Marketing pulls out all the stops

IT powers BiP projects at home and abroad

Commercial builds BiP brand overseas