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4th January 2012 DeNové 2011 results break new records In 2011 DeNové enjoyed one of its most successful years ever. We grew our client base by more than 65% and had the pleasure of working on a range of fascinating assignments in key sectors such as central and local government, transport, energy and the environment and justice. Strategic market development and communications assignments increased in value by more than 80% compared to 2010, indicating additional client focus on ensuring firm foundations during these turbulent economic times. Contract win-rates moved from 50% to 75% with most contracts worth several hundred million Euro each. All-in-all our clients benefitted from a range of services from our PlanFindWinTM portfolio, including: PLAN
FIND
WIN
Many thanks to all our customers for a great 2011. We enjoyed being part of your individual successes and look forward to welcoming many more new faces to the DeNové family in the coming year.
17th November 2011 SME wins massive Government contract with expert support from DeNové A UK-based SME with an annual turnover of approximately £40 million has won a major UK Government contract worth approximately £1.1 billion. This spectacular achievement supports the Cabinet Office's strategic objective of encouraging greater SME participation in Government business. This contract was secured against stiff competition from a number of larger, better-known contenders, including incumbent suppliers. With DeNové's expert procurement advice and support, SMEs can focus on their key strengths to win business that might otherwise appear too compex or challenging. Agility, innovation, streamlined goverance and management commitment are just some of the advantages that SMEs often have over their larger competitors. For more information: This e-mail address is being protected from spambots. You need JavaScript enabled to view it
15th November 2011 DeNové presents at Era-Net road charging conference in Zurich Updates on six key European road charging research projects were presented at a recent conference in Zurich. The research is being carried out under the SURPRICE banner which is itself part of the Era-Net Transport programme. Research covers a wide range of topics including: system design and interoperability; public and political acceptability; equity; journey scheduling; and predictive modelling. To support the review of research, DeNové presented an investigation into the last six years of road charging in the UK. The story is one dominated by a series of failures - from the 2005 failed lorry road user charging programme and the rejection of congestion charging in Edinburgh, to the collapsed Transport Innovation Fund congestion charging initiative and the final withdrawal of charging in London's western extension zone. DeNové also provided insight into the future roadmap for road charging in the UK, a patchwork of piece-meal projects driven largely by desperate necessity rather than cohesive planning. For more information please contact This e-mail address is being protected from spambots. You need JavaScript enabled to view it .
7th April 2011 DeNové wins strategic business with Rhomberg Rail DeNové is delighted to announce a new business relationship with Austrian-based, Rhomberg Rail. DeNové services focus on helping our new client develop its footprint in the UK rail sector. With over 480 employees, Rhomberg Rail has entered the UK market offering a range of services from railway engineering consulting and planning to full project delivery, as well as mechanised maintenance services. Reference projects span the globe and include:
This contract win represents a strategically important development for DeNové as we continue to expand our knowledge and expertise in the UK transport sector, and in particular in rail. The reality of the Government’s economic measures means that there has been a shift in the balance of focus from road infrastructure to rail, with key programmes such as Crossrail and HS2. DeNové is therefore delighted to be consolidating its business development PlanFindWin™ services in this space.
4th April 2011 More than 60% of companies do not know the value of their own outsourcing arrangements. The Spring issue of Outsource Magazine has published DeNové’s thoughts on how companies need to focus more on the value of outsourcing rather than simply the savings in cost. The heart of contractual agreements needs to focus much more on the value that outsourcing brings. This needs to become the central theme around which customers and their suppliers can work collaboratively for the duration of the contract. Focusing on the fast-win benefits of cost reduction leads only to fast-burn, short-term relations which in the end benefits no one. Click to download the full article This is the best proposal I have seen…
21st March 2011 UK public sector ITC opportunities get off to a flying start: not all suppliers are ready to play A casual review of UK public sector ICT opportunities published via official EU channels over the last 10 weeks shows a promising picture. DeNové’s own, non-exhaustive count takes the value of these opportunities to around £5 billion and, as expected, a key emerging driver is Local Authorities. Extensive contact with the market shows us that too many suppliers appear to regard this as a sector to hedge – a market for opportunistic speculation. This is an approach that will cost them dearly. The UK spotlight is falling on Local Authorities. The year started with a transport flavour. Both the Highways Agency and the Department for Transport starting procurements for large-scale framework contracts. These were soon joined by a raft of Local Authority initiatives across the country signalling the start of what many in the industry had predicted, namely the wholesales restructuring of how local authorities deliver services to their consumers. Perhaps the most interesting development was signalled by Cornwall Council who is looking for a strategic partner, probably from the private sector, to jointly run and deliver services in more innovative ways. Of course this sort of thing isn’t new, but by the same token, it is not yet the norm either and is and something we should expect much more of in the coming months. One reason for this is that we have too many Local Authorities in the UK to expect any kind of efficient service provision. In the past, this high-density of Local Authorities was great where citizens enjoyed a predominantly face-to-face relationship with their bureaucrats who were never too far away. Today, things are very different and the importance of face-to-face interaction with Local Authority officials has slipped well down the table of citizen priorities. Change and restructuring is inevitable and being accelerated under the pressures of recession and austerity. Proper focus and preparation will pay dividends UK public sector technology markets are not for the faint-hearted. The graveyard of failed procurements and damaged operations is pretty over-crowded – ID cards, eBorders, Building Schools for the Future, Lorry Road User charging and the NHS Connecting for Health programme to name only a few. The UK public sector is a highly competitive market that requires suppliers to be extremely well-prepared. This means judicious segment targeting, clear communication of deliverable propositions; evidence of strong credentials; innovative commercial models; and strong plans for when to partner, why and with whom; and above all good, direct engagement with target segments and their principal stakeholders. This is not a sector for opportunists. The early signs in 2011 confirm the predicted emergence of a significant bubble of opportunity for UK Local Authority ICT projects. If you think this bubble could be for you and you’re unsure of your strategy and position in this sector, get help now. It’s not too late, but the clock is ticking for those who wish to benefit effectively from the substantial opportunities to come.
2nd September 2010 DeNové’s strategic procurement partner, Fulcre, shows how competitive dialogue can be made to work
CD should only be used for procuring particularly complex contracts. The contracting authority, such as a council or NHS trust, needs to be able to show it is not objectively able to define the technical means to meet its needs and is not objectively able to specify the legal or financial make-up of the project. Click to download the full article
11th June 2010 Campaign for Better Transport investigates fair lorry road charging for mainland Britain
The Campaign for Better Transport, supported by DeNové, Olswang and T‑Systems, has embarked upon a research study which sets out clear objectives in relation to the haulage industry in terms of:
The study is scheduled for publication in July 2010 and will analyse how a package of measures, including lorry road user charging (LRUC), could achieve these. Research will review different options for implementing LRUC in the UK, drawing on the experience from other schemes already in place, for example in Germany, Austria and Switzerland. The study will conclude with an exemplary package for LRUC in mainland Britain which is likely to include:
24th May 2010 Over £6 billion of UK public spending cuts announced The Chancellor of the Exchequer, Rt Hon George Osborne MP and the Chief Secretary to the Treasury, Rt Hon David Laws MP, jointly announced over £6 billion in savings with some £500 million of this targeted for re-investment. The savings will be required to be made during this financial year. In terms of the split of savings within specific government departments for 2010/11:
Some £1.16 billion of these cuts will be achieved from grants provided to local authorities. Ring-fences around £1.7 billion of grants to local authorities in 2010/11 will be removed so that local authorities have more control over how they spend public money and where their savings are made.
The reduction and removal of many quangos will introduce a new stakeholder scenario within the public sector. An example of this is the government’s decision to close Becta, the education IT agency that was responsible for policy and procurement for school’s ICT requirements. This responsibility will now be absorbed by the Department of Education.
April 11th 2010 ICT Services Model Agreement - Negotiating Guide
It is hoped that the guidance will facilitate greater cohesive understanding of the provisions between the negotiating parties, thus helping to reduce the length of procurement projects and produce contracts that offer better value for money.
February 16th 2010 Local government PPPs: a growth market The UK Government’s spending now represents almost half of the total value of the UK economy. As the UK national government finds itself under increasing pressure to reduce public spending so, in turn, local authorities are also gearing up to find efficiencies for public services. One solution that is becoming increasingly appealing to local authorities is to out-source services to private sector suppliers. This is not a new concept, but financial pressures are motivating UK local authorities to look to extend traditional service outsourcing to public/private partnerships (PPPs) that embrace a strategic relationship and a much greater share of the total ‘basket’ of services. This trend is likely to extend through 2010 when it is expected that the media stories on public sector spending, the anticipated Spring budget, and the prospect of a general election will all help to focus the public’s mind, and therefore the politicians’ and civil servants’ minds, on public sector finances. One additional factor for all parties to consider is a possible rationalisation of public spending on nationally funded initiatives and special task groups. Responsibility for these initiatives targeted at e.g. anti-social behaviour, may be devolved to local authority control and adjustments made to national and local authority budgets as a result. The move towards PPPs and service out sourcing, the pressure to find savings and efficiencies, combined with a likely adjustment of budgetary responsibility, could result in a growth in local government contract tenders over the next few years and greater opportunity for the private sector. We have also seen that council initiatives for service transformation are often led by ICT service procurements, which means that this market growth is having an immediate impact for technology sector companies. Local authorities negotiate their budgets with national government once every three years. The next spending round is in April 2011, which means that local authorities may not be hit by dramatic budget cuts this year. However, many councils are already planning and implementing changes in order to shape up for the predicted budget reductions next year. Therefore, senior executives of private sector companies who are interested in developing their market share in the local government service outsourcing market are taking action now.
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67% growth in DeNové client-base during 2011.
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Competitive dialogue (CD) is a public procurement process which came into force in the UK at the start of 2006. Until then, the “negotiated” procedure involving detailed negotiations with a preferred bidder, had been used for most complex procurements. But the European Union had questions about whether the negotiated procedure was anti- competitive, and purchasers were told to make less use of it in the future.
Lorries from outside the UK contribute nothing in terms of upkeep to roads or to external costs, creating an imbalance with UK freight operators. A number of other European countries are addressing this issue through charging or toll schemes for lorries. The new UK Government has signaled an interest in imposing charges on lorries using UK roads, but there are many questions about how this might be done.