The Conservatives made an election pledge to increase spending on health. However, all that remains certain is that the framework arrangements for procurement will not be part of proposed cuts.

Frameworks and procurement

Under these schemes, a suite of contractors are identified as Principal Supply Chain Partners. The frameworks enable an NHS Trust to select a partner without having to go through the OJEU tender process. Once a final design is agreed, both parties agree a guaranteed maximum price before construction starts.

The operational framework established in 2003 is ProCure 21. However, this framework expires in September and will be replaced by ProCure 21+.

Getting on the supply chain list

Main contractors consider that the overriding principle of the P21 framework is to work in an open and honest collaborative way. It’s about part of becoming an integrated supply chain and giving the main contractor and the clients the confidence they can deliver to the standard in the time and price required.

Both P21 and P21+ specifically encourage the use of local subcontractors. There is no specific penalty associated with using firms outside the area of the NHS Trust commissioning the hospital. However, a contractor that can present a bid that makes use of local subcontractors will be putting himself or herself in a stronger position. The contract will be with individual trusts rather than the DoH, so they encourage looking locally. There is a focus on recycling the local pound.

As a result, advice is for subcontractors to approach a main contractor’s regional offices. Subcontractors should build relationships with a contractor’s local branch. By keeping in regular contact, you’ll know what projects are available.

How to market

CRM based activity alongside PR to raise your profile amongst potential prospects is key here. CRM should involve regular marketing contact informing your target public of your experience and credibility for such projects and relationships. However it will also be essential to build a relationship on a personal basis to back this up. Publicising this relationship will help to build your profile with your public and help build your reputation. Press releases of similar or relevant projects are helpful but also articles and feature based on activity concerning your views on current rends and construction activity within this industry would also be essential.

For more information regarding specific activity please don’t hesitate to contact Sharon Henderson at sharonh@questconstructionmarketing.co.uk