DeNové are delighted to welcome a new Director, Katrin Newman, to our team.
Katrin is highly accomplished global bid director and a veteran of T-Systems International, Deutsche Telekom’s global IT services division, where she held a major client-facing business development role, leading global bid teams of up to 50 staff. During her time at T-Systems, she successfully negotiated complex, >£50m outsourcing contracts for oil, energy automotive and telecommunications companies across Europe, in India and Brazil.
“Katrin proved to be an exemplary project manager, keeping the activities on track, keeping the team focused and keeping the stakeholders informed. She enjoys a very high professional reputation with all those who have worked with her and makes sure her projects are a full success.”
Richard Neurath, former Vice President of Big Deal Management, T-Systems International.
“I am delighted to be joining DeNové and am looking forward to leveraging my in-depth experience and knowledge to help DeNové’s clients become even more successful and profitable.” Katrin Newman.
Katrin speaks English and German fluently, and has a degree in Information Management and 18 years’ experience in the IT industry. Her expertise includes knowledge of full life-cycle software development, change management and IT & business strategy.
We are delighted to announce that Angelos Kotentos, consultant at DeNove, has been accepted at Birkbeck, University of London to study for a Master’s degree in Management Consultancy and Organisational Change.
This new stage in his professional development will add valuable skills to DeNove’s resources which will prove extremely beneficial to our clients.
We recently began a new initiative to ensure service quality is continually at an optimum level and customers gain a high degree of transparency into value for the service provided. Building on this, DeNove will from this point forward, start to publish data showing the amount of new business that our clients have won with our assistance.
We started to formally measure this in August, at the same time as new staff were introduced into the team. In the three months to date, we’re delighted to say that our clients have won contracts of in excess of £360 million.
We’ll continue to publish this data monthly alongside the results of our QA survey.
If you would like to know how we could assist in building your revenue pipeline or helping to close ‘must win’ deals, then please get in touch we would love to hear from you: email@example.com
Crown Commercial Service has today announced the award of their Technology Products 2 framework, a massive contract potentially worth over £4 billion.
DeNove’s clients were successful on all six of the lots for which they bid, with a 100% success rate.
This is the ninth consecutive Crown Commercial Service Framework DeNove has worked on where all of our clients won all of their bids.
Suppliers which were awarded a coveted place will benefit from several years’ worth of exclusive and specific demand, with greatly reduced competition. Indeed, we have helped our customers to win many mini-competitions under the frameworks where they have places.
If you would like to know how we could assist your bid on one of the upcoming CCS procurements, then please get in touch: firstname.lastname@example.org
Following this week’s announcement to publish our client satisfaction index, DeNové have been featured in the news! CRN discuss how DeNové are combatting ‘opaque’ marketing with a Quality Assurance initiative.
All so often, Consultancies, Sales Advisors and Marketing Agencies hide their actual performance behind reference cases and client quotes; Promising a great deal but only delivering in select instances.
Bucking this trend, DeNové will from this date forward, publish monthly the aggregated client feedback from every single client assignment. To ensure public confidence in the results, the Quality Assurance Survey (QAS) score will be:
- Independently collated
- aggregated and anonymised to protect client confidentiality
- independently audited by a qualified MIIA auditor from ISPB ltd.
This procedure will ensure quality control and transparency in our customer relations, enhancing and honing the valued customer-centric approach used throughout the agency. Customer satisfaction and loyalty will be continually maintained at an optimum level, whilst aiding performance improvement.
Roger Newman, Senior Partner at DeNové said: “Many of our Channel and SI customers already publish their performance figures but business development and marketing consultancies tend to be far more opaque. We hope that others will now follow in publishing their data and all up our game as a result”.
Tania Hussain, Internal Marketing at DeNové added: “This transparency is the result of DeNové collating independently audited, detailed and actionable feedback from customers. This customer-centric approach ensures customer satisfaction and loyalty is always at its optimum level and will aid us to continually improve our services”.
Congratulations to Emma Jones, who has recently been announced as the government’s new SME crown rep. Jones will carry forward the initial program Stephen Allott established whilst working with the government to identify barriers between SME’s and business in the public sector. Alongside this, work with the government will be conducted to highlight new opportunities where SME’s can deliver the best value possible. This reflects the initiative and commitment the government is currently taking to spend £1 in every £3 with SME’s by 2020.
It is great news that the government will now benefit from her experience and expertise. DeNove have always worked closely with Jones’s predecessor; Stephen Allott, and look forward to working closely with Emma and her team in the future.
There are many aspects of bidding for government which make the process appear more complicated than it actually is. Government contracts may be lucrative for big companies but for many SME’s there can be doubts. Alongside this there are several other variables which affect SME’s: the investment utilised for procurement may be lost if the bid is not won, accessibility for small firms and an overall lack in confidence.
However, bidding has its advantages too. These opportunities can offer the possibility of an increased workforce, profit and turnover. The UK government currently spends over a quarter of it’s procurement budget, £11.4 billion with SME’s. With a host of new initiatives to ensure SMEs benefit, there’s never been a better time to participate.
A recent report from Crown Commercial Services (CSS) highlights the advantages. Securestorm is an example of this, a small London based business which won a bid on the G-Cloud 2 framework. The CSS reference case displays how SME’s can not only successfully win bids, but also create growth and development within their organisation.
New legislation has helped level the playing field between SME’s and larger companies in regards to winning big contracts. As the CCS report shows, Critiqom, a communications company, generated over £500,000 worth of new business in just 8 months after winning a place on the CCS Postal Goods and Services framework. Critiqom sales director Ian Forster, states that sales and awareness have improved significantly as a result of this. Another benefit SME’s should take advantage of.
Our work entails refining strategies and developing opportunities for successful contract wins. Collective corporate experience alongside our practical knowledge can provide the confidence to bid for government work, aiding business development whilst creating a competitive advantage. We recently helped a UK SME win the largest Public Sector Contract that has ever been awarded to an SME in Europe. please call us or drop us a line at Learnmore@denove.com to find out more about how DeNove can assist in creating long term value in your company.
The portal will open for new registrations towards the end of this month (August 2015) and potential suppliers will have approx. six weeks in which to complete and submit their service listings. But if you are planning to register your services then there is a lot that you should be doing in the meantime.
Preparing for your G-Cloud submission is essential. The Digital Marketplace (the hosting portal for the G-Cloud) hosts a vibrant community of almost 2,000 suppliers providing almost 20,000 different services (or permutations thereof). Some companies, including many SMEs and new market entrants have found it to be an exceptionally successful route to market, but many others have not made any sales at all. On the face of it, taking a listing on the G-Cloud is child’s play, and it is the simplicity of taking a listing that has caught out so many unsuccessful suppliers who have not appreciated that upfront diligence is essential to be successful in this new route to market.
The following is a brief checklist of things to consider together with a list of essential resources that will help guide you on your way.
First of all is the Digital Marketplace suitable for you?
The G-Cloud is for cloud services covering infrastructure, platform, software and specialist cloud services. The framework is for commodity based, pay-as-you go cloud services across four lots:
Lot 1: Infrastructure as a Service (IaaS)
Lot 2: Platforms as a Service (PaaS)
Lot 3: Software as a Service (SaaS)
Lot 4: Specialist Cloud Services
Lot 4 is for services outside of the three traditional ‘as a service’ (aaS) areas to support customers transitioning to cloud services.
Lot 4 is for services to support customers transitioning to cloud services and is defined by Crown Commercial Services (CCS)
Learn about the Digital Marketplace as a new route to market
Develop your sales and Marketing Strategy
Nobody got rich taking a G-Cloud listing and then sitting back and hoping that the phone might ring. It’s not enough to simply list a service on the G-Cloud and then hope for the best. Any listing needs to be backed up by a clear Service Strategy and Sales and Marketing Plan. Selling to the Public Sector and Selling via the G-Cloud should be supported by careful Market Segmentation and current, future demand/spend analysis.
Understand the competitive landscape
Research your competitors – what are they saying? Research the current services listed on the Digital Marketplace.
Understand the buyers and how the marketplace works
Even though the portal does not open for new registrations for another week or so, you can still save yourself a little time and effort later by creating a supplier account on the Digital Marketplace. This will also help by ensuring that you are notified as soon as G-Cloud 7 opens for new registrations.
Finally, get support if you need it
Consider using a specialist B2G business development agency to help you develop your G-Cloud strategy, listing and sales and marketing plans. After all, you probably employ a Marketing Agency to help with your marketing and this is just as important as that is. You don’t have to use us (although we would love to be invited to pitch for your business), there are a number of companies similar to us that all provide an invaluable service to companies selling via this new channel to market.
G-Cloud revenues in the UK are growing very healthy and have a revenue run rate of over £500m per annum. However there have been a number of articles in the trade press over the last two years reporting the slow uptake of G-Cloud services by the Local Authority market. This has steadily reinforced the impression is that with the exception of a few G-Cloud Pioneers such as Bristol , Windsor and Newham, UK Local Authorities are not interested in buying G-Cloud services.
The UK’s Local Authorities spend £2.5bn each year on ICT, with £1bn (40%) of this spent on software applications and related services. It is a market ripe for G-Cloud sales and represents a major growth opportunity to many UK SMEs and new market entrants.
This week, we have published a report entitled Selling G-Cloud services to Local Authorities – the next big opportunity. The report covers: read more…
A recent report by DeNové of the UK G-Cloud (or “Amazon Gov”) sales show that this initiative has truly taken the Government’s SME agenda to heart. G-Cloud is an online framework that makes it easy for Public Sector bodies to buy “ICT” on demand. Over £40m of services are bought through the G-Cloud every month.
One of the positive aspects of G-Cloud is the transparency. All Sales data is made available and DeNove’s Report on G-Cloud Spend shows that the majority of Incumbent Large ICT Suppliers are drastically failing to replicate their traditional market dominance on G-Cloud.
In a review of total G-cloud revenues for the period 2012 -2015, only IBM out of the Tier 1 suppliers made it into the Top 10. The report identifies that it’s not for the want of trying: many traditional Large suppliers boast comprehensive Service Line Listings on G-Cloud.
Also of interest is that the revenues of the top three of this new wave of suppliers are gleaned across all parts of Public Sector from Central and Local Government to Health and Bluelight. It seems that G-cloud is providing these successful organisations with a base to “punch above their weight”.
But it’s not all roses. The G-Cloud is a totally new route to market, with different buying groups, buying behaviours and competition. New and existing suppliers often find it difficult to get to grips with the challenges and a result, only slightly more than 30% of these suppliers have made any G-Cloud sales and many have never even received an invitation to quote for any work.
It is difficult to predict whether G-Cloud will fundamentally change the Public Sector procurement landscape. These things can only be reviewed in retrospect (like my Betamax) but it is offering a new and vibrant conduit to Public Sector purses and, at this moment in time, is being leveraged more smartly by SMEs.
The report can be downloaded here
About the G-Cloud and DeNové
DeNové is a specialist B2G business development agency. Four of our SME clients were in the top 30 suppliers (by turnover) on the G-Cloud in 2014-2015.
If you would like to know more about our services then please drop us a line: email@example.com or call us on 08000DENOVE