In our experience, the procurement of fleet management services can produce a broad spectrum of requirements, in view of the variety that exists within this sphere. However, there are some common denominators we have identified when it comes to the wants and needs of public sector buyers. Industry-recognised accreditations or certified professional standards for example are a must when bidding into this notably competitive sector, to showcase your experience and commitment to maintaining quality across all aspects of your business offering.
Here are a few of the recurring themes we have found when writing winning bids for our fleet management clients:
- Flexibility - can you provide different types of vehicles or offer various solutions to meet buyer requirements?
- Responsiveness - are you able to provide the required vehicles at short notice? Can you provide an emergency response?
- Quality - you need to make sure the vehicles aren't going to break down. So, what quality checks and maintenance do you undertake? Your services need to provide the buyer with innovative solutions that are reliable and cost-effective.
- Breakdown - what is your approach to managing any breakdowns for their vehicles?
- Innovation – how do your services measure up against your competitors? Are there ways in which your offering is more innovative, or can it provide the buyer with something more cost-effective/valuable?
- Social Value – this is a huge focus across the entirety of public sector procurement, with buyers seeking more innovative ways to enhance social impact and provide added value for the wider community. Think about how you can align yourself with the strategies and focuses of your buyer: what is important to them and how can your offering help them achieve goals?