Apart from clever marketing there is one clear factor determining this - being compliant with all new and current directives, standards and ethical practices. 

In 2006 and the early part of 2007 we discussed a number of new directives including the WEEE, (Waste Electrical and Electronic Equipment Directive -aimed at businesses to help them minimise the impact of electrical and electronic goods on the environment), the RoHS Directive, (which placed restriction on the use of certain hazardous substances in new electrical and electronic equipment), the REACH, (the European Union regulation concerning the registration, evaluation, authorisation and restriction of chemicals) and the Battery Directive which sought to reduce the quantity of hazardous and non hazardous waste batteries going to landfill.

With buyers now following these directives we are increasingly seeing contracts and tenders won and lost on whether companies fulfil these requirements.

Beyond directives, companies should also consider membership of an accredited NGO or business organisation as another means of attracting and winning contracts and tenders. An example is the Ethical Trading Initiative, an alliance of companies which exists to promote and enhance the implementation of corporate codes of practice covering the supply chain. Membership demonstrates that you adhere to set industry standards providing reassurance to potential clients.

Being a member of and utilising approved industry websites such as the Suppliers Ethical Data Exchange (Sedex) is another means to influence and win contracts and tenders. Sedex is a secure, web-based system for companies to input data on labour standards at their production sites. The Sedex system has been designed to allow companies who are in an existing trading relationship to share this information, saving time and money lost in duplicated information. As a result, companies are better able to drive and demonstrate improvements to their clients.

Standards such as ISO 9001/14001 show that companies have a quality management system providing a framework to monitor and improve performance in any area, but it also demonstrates to clients a commitment in providing a value added product and service.

The use of certification marks such as product CE marks is another way to gain an edge when tendering for business. By adding this mark, the manufacturer, authorised representative or importer is demonstrating to their clients that they are compliant with the essential European health and safety requirements of all the directives that apply to that product.

We are also increasingly seeing tenders and contracts won and lost on whether businesses are employing CSR sustainable development goals in their everyday business practices, with companies increasingly looking to tender contracts to those that meet these requirements.

In order to have the edge over competitors in securing contracts and tenders, and with the 2012 Olympics just around the corner, businesses are  increasingly looking for the service industry to meet these requirements as both procurement processes and requirements become more stringent.

Please contact the BPMA on 0207 689 555 if you require any information or assistance on any of these concepts.

Gordon Glenister, BPMA director general

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