LSL/MED/0222 - The Supply of Intraosseous Devices and associated spares
A practical guide to understanding what the buyer really wants and how to build a winning response.
This isn't just about intraosseous devices
When you first look at this tender, it’s easy to think it’s all about the devices.
But if I were in your shoes, I’d be thinking about the role these devices play in critical medical situations.
Leidos Supply is procuring these on behalf of the UK Ministry of Defence. These devices need to be reliable, ready and able to perform under pressure. They need to save lives.
The contract is a framework agreement estimated at a value between £4,000,000 and £6,000,000 over four years. But remember, being on this framework doesn't guarantee work; it guarantees the opportunity to compete for it.
Understand the framework
A framework is not like a single contract.
It's an agreement that sets the terms for future call-off contracts. Winning a place means you're on the list to potentially supply, but you need to win each order through further competition or direct award.
You’re competing to secure a place where you can then compete for call-offs. That’s the first hurdle.
Think about reliability and readiness
The MoD needs assurance that these devices will work every time.
I'd focus on demonstrating the reliability of your products.
Evidence that your devices perform consistently under various conditions will be key.
- Performance data from independent tests
- Case studies where your devices have been used successfully
- Testimonials from existing clients, particularly in high-pressure environments
Pay attention to what they say
Leidos is clear about their priorities.
They mention the logistics commodities and services transformation (LCS(T)) Delivery partner contracts. This suggests logistics and timely delivery matter greatly.
They are looking for partners who can deliver not just products but reliable supply chains.
Your submission should speak to your logistics capabilities, including stock management, delivery times and contingency plans.
Show how you'll make life easier for Leidos
Leidos, working for the MoD, has a lot on their plate.
They need suppliers who reduce their workload, not add to it.
Explain how your processes ensure a smooth supply chain. If your management systems can integrate with theirs, mention it.
Evidence always beats promises
One thing I noticed when I worked in the public sector was that many bidders made grand promises but few backed them up.
Have hard evidence.
- Product certifications
- Quality assurance processes
- Past performance data
Remember the end users
These devices are for the MoD.
Think about the environments they'll be used in.
Your devices need to be robust, reliable and easy to use under stress.
I'd keep reminding myself who these devices are ultimately for and the conditions they’ll face.
Consistency over the whole term
Winning a place on the framework is just the start.
You need to maintain standards throughout the entire four-year term.
Consider how you'll manage staffing, stock levels and delivery schedules to ensure consistency.
Common mistakes
Avoid submissions that:
- Focus too much on price, neglecting quality and reliability
- Fail to demonstrate a robust logistics capability
- Lack evidence of product performance and reliability
- Ignore the importance of integration with existing MoD systems
- Overpromise without substantial evidence
- Neglect to consider the operational environments of the MoD
- Forget the framework doesn't guarantee work, just the chance to compete
My Final Thoughts
Leidos Supply Ltd. is looking for suppliers they can rely on.
If I were in your shoes, I’d focus on showcasing reliability, both in product and supply chain. The framework has a potential value of £6,000,000, but remember, that's across all suppliers. Quality matters here, more than ever.
With this framework, quality carries significant weight. Ensure your submission reflects that.
Thanks for reading.
I hope this guide has helped make public procurement feel a little less daunting. If it has, then it's done its job.
P.S. Got a question?
If you've got a question about anything you've read, or you're stuck on a tender, just send me an email.
Whether it's a quick question or you simply need pointing in the right direction, I'm always happy to help if I can.
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Our guides are written using publicly available procurement information, including contract notices and published tender documents where available. They are designed to help suppliers understand the buyer's likely priorities and think more strategically about their approach. They are not based on any bidder's confidential submission, bespoke bid strategy or non-public procurement information.