Does anyone work for the MoD??

**tom999** · 30th August 2006

Gents,

I am just starting out in an IT sales job and my company is looking at targeting the MoD for some smaller contracts. We are interested to get a better understanding of how the MoD works so I am looking to subscribe to some trade magazines they are likely to read.

I have already subscribed to the BIP MoD magazine, but has anyone got any pointers for any others?

Thanks for any help, Tom

**BertRoot** · 30th August 2006

MoD use an approved list normally and a lot of their deals are set in long term contracts. The company I work for have one with them though ours is a multi million pound project with a finite life span.

What sort of work are you looking to tender for and do you have a current relationship with them?

**gunner** · 30th August 2006

My primary account is an ex MoD company that 'privatised' earlier this year. Like Bert said, it would help to know what you are looking to supply..

**tom999** · 30th August 2006

guys,

Thanks for the response. sorry I should have explained a bit more. We are an IP convergence supplier, mainly IP Telephony but also do IP contact centres, IPCCTV and our own apps. All of this is on Cisco, with whom we are a silver parnter (going gold this year)

The company has 4 main verticals;
banking and finance
social housing
maufacture and retail
local gov and defence

We are currently doing some work with VT but I dont think we do too much with the MoD direct, hence are trying to find a way in to more work from them.

I understand a large proportion of MoD contracts are below �100,000 and this is the type of stuff we are looking for

Cheers, Tom

**gunner** · 30th August 2006

To be honest, you will struggle with Cisco until you get the gold certificate. My old company was only a Cisco Partner, my current company is a Gold supplier and the discounts can be anything up to 20% more.
Also, some establisments use GCat/Catalyst pricing which you need to be awarded a contract for to sell under. see more here:
www.ogcbuyingsolutions.gov.uk

**tom999** · 30th August 2006

Thanks for your reply

Gold is definintly on the agenda so hopefully that wont be too much of a problem.

I had a look at Catalist pricing - sadly they have just done the IT list and apparently it doesnt get done again for another 3 years - is that going to hold us back?

What can I read to learn more about this? any books/ journals?
Is it pretty closed shop?

we are going to the www.modconference.co.uk in oct, hoping that will help me understand more

Cheers, T

**gunner** · 30th August 2006

Catalyst is a very good thing to be on. However you can always piggyback on the back of a supplier that is certified (they will add on a 3% markup normally).
I do the oddd catalyst pull-through for companies in your situation and it is pretty easy - but worth looking into until you can apply for a catagory to bid for next rime around.

Sometimes companies are not bothered by Catalyst, so I would just not mention it. And if you do get asked about it, say you 'work with a supplier' to fulfil Catalyst requirements.

Some establishments, purchase through a buying consortium - to get bulk pricing, but not many.