Sheffield Hallam University Marketing and Sales Tender

Sheffield Hallam University Marketing and Sales Tender

We are seeking to appoint a marketing and sales agency to assist in achieving its strategic marketing objectives.

United Kingdom-Sheffield: Advertising and marketing services

2019/S 172-419997

Contract notice


Legal Basis:

Directive 2014/24/EU

Section I: Contracting authority

I.1)Name and addresses

Sheffield Hallam University
Howard Street
S1 1WB
United Kingdom
Contact person: All communication via
NUTS code: UKE32
Internet address(es):Main address:

I.2)Information about joint procurement


The procurement documents are available for unrestricted and full direct access, free of charge, at:
Additional information can be obtained from the abovementioned address
Tenders or requests to participate must be submitted to the abovementioned address

I.4)Type of the contracting authority

Body governed by public law

I.5)Main activity


Section II: Object

II.1)Scope of the procurement


1920-01-CA-JB B2B Marketing and Sales

Reference number: 1920-01-CA-JB

II.1.2)Main CPV code


II.1.3)Type of contract


II.1.4)Short description:

The University wishes to improve the end-to-end conversion journey of prospects within business markets to support our corporate strategy. We are seeking to appoint a marketing and sales agency to assist in achieving its strategic marketing objectives with regards to business to business. The agency will have the professional expertise, experience and resources to ensure they can work with the University to develop a proactive partnership, optimising the resources available and drawing on sector comparisons to deliver competitively advantageous campaign results. Priorities will be focused upon the University’s apprenticeship offer, people development, research and knowledge exchange and other forms of consultancy.

II.1.5)Estimated total value

Value excluding VAT: 660 000.00 GBP

II.1.6)Information about lots

This contract is divided into lots: no

II.2.2)Additional CPV code(s)


II.2.3)Place of performance

NUTS code: UKE32
Main site or place of performance:

Sheffield, UK.

II.2.4)Description of the procurement:

The University requires an agency that will proactively support and work in partnership the marketing department. Specifically, it will seek an agency that will:

— form a professional and effective relationship, committed to regular dialogue and reviews,

— offer informed, innovative and cost-effective advice on all aspects of media planning and buying,

— manage multiple work requests and deliver to brief and on time,

— take full accountability for service delivery and offer solutions to any challenges faced,

— take financial accountability for any issues that arise due to an error caused by the agency,

— track, measure and provide routine management information (MI) and analysis on the success and cost-effectiveness of all media.

The agency will become an extension of the University’s marketing team, innovating and sharing best practice — supporting us to convert prospects into customers. The supplier will work with us on an annual 12 month planning cycle and offer the following expertise:

Marketing and communications led (in order of estimated value):

— media buying: proven knowledge and experience of procuring media inventory, with the necessary professional standing to ensure the optimum price and placement can be negotiated across a range of channels — above and below the line — drawing on a range of factors such as (but not limited to) format, pricing rates, demographics, geographic and behavioural. The agency must be conversant with all relevant technical and media specifications,

— creative and campaigns: plan integrated media campaigns across business markets, develop marketing assets and key messages, liaising with the University in-house creative team to ensure campaigns are delivered effectively and on time,

— data: buy, manage and handle data, including de-duplication of data and ownership of cleansed data suitable for in-house campaigns team to also work with.

Business engagement, skill and employability (BESE) led:

— prospect acquisition and relationship management: prospect identification and conversion. Journey mapping, use of data to drive conversion through personalised communications, marketing automation, build of templates and brand compliance,

— lead generation: using inside sales techniques to nurture prospects through a pre-defined sales funnel. Employing multiple touch points to convert decision maker conversations into warm appointments. Utilisation of the University’s systems, such as outlook and CRM will be required. Prospecting lists supplied by the University or purchased in line with objectives.

Jointly led:

— tracking, evaluation and insights: the agency must ensure all activity is trackable, able to deliver measurable results against business objectives and is fully costed in order to achieve the agreed objectives and inform future activities. A rigorous and diligent approach must be taken to campaign evaluation, including the selection and real time assessment of media, to ensure inventory is served in the right place and at the right time and that campaigns are fully optimised. Responsive delivery to KPIs and live dashboards as required and end of campaign evaluations and insight to inform future decision making.

Performance will be assessed against business objectives and organisational benchmarks. We will always aim to exceed industry standards. An example of how marketing activity will be measured is:

— awareness activity: reach (measured in units), impressions (units or CPM), engagement (%), video views (measured in units, CPV or average % watched), click-throughs to website (CPC), social media channel engagement (units),

— direct response: click-throughs (CPC), online behaviour (bounce rate, number of pages viewed and customer journeys), form completion (units), contacting the university (units).

II.2.5)Award criteria

Criteria below
Quality criterion – Name: Introductory statement / Weighting: 7.2
Quality criterion – Name: Account management / Weighting: 12
Quality criterion – Name: Evaluation / Weighting: 7.2
Quality criterion – Name: Value for money / Weighting: 7.2
Quality criterion – Name: Innovation and creativity / Weighting: 7.2
Quality criterion – Name: Process for Task A / Weighting: 7.2
Quality criterion – Name: Task B — Delivering to targets / Weighting: 12
Cost criterion – Name: Task — as detailed within the tender documents / Weighting: 20
Cost criterion – Name: Project/account management / Weighting: 6
Cost criterion – Name: Analysis and reporting / Weighting: 6
Cost criterion – Name: Media planning/negotiation / Weighting: 5
Cost criterion – Name: Media volume discount / Weighting: 2
Cost criterion – Name: Spot buying discount / Weighting: 1

II.2.6)Estimated value

Value excluding VAT: 660 000.00 GBP

II.2.7)Duration of the contract, framework agreement or dynamic purchasing system

Duration in months: 48
This contract is subject to renewal: no

II.2.10)Information about variants

Variants will be accepted: no

II.2.11)Information about options

Options: no
II.2.12)Information about electronic catalogues

II.2.13)Information about European Union funds

The procurement is related to a project and/or programme financed by European Union funds: no
II.2.14)Additional information

Section III: Legal, economic, financial and technical information

III.1)Conditions for participation

III.1.1)Suitability to pursue the professional activity, including requirements relating to enrolment on professional or trade registers

List and brief description of conditions:

As stated in procurement documents.

III.1.2)Economic and financial standing

Selection criteria as stated in the procurement documents

III.1.3)Technical and professional ability

Selection criteria as stated in the procurement documents
III.1.5)Information about reserved contracts
III.2)Conditions related to the contract
III.2.1)Information about a particular profession

III.2.2)Contract performance conditions:

As stated in procurement documents.

III.2.3)Information about staff responsible for the performance of the contract

Section IV: Procedure


IV.1.1)Type of procedure

Open procedure
IV.1.3)Information about a framework agreement or a dynamic purchasing system
IV.1.4)Information about reduction of the number of solutions or tenders during negotiation or dialogue
IV.1.6)Information about electronic auction

IV.1.8)Information about the Government Procurement Agreement (GPA)

The procurement is covered by the Government Procurement Agreement: no
IV.2)Administrative information
IV.2.1)Previous publication concerning this procedure

IV.2.2)Time limit for receipt of tenders or requests to participate

Date: 09/10/2019
Local time: 10:00
IV.2.3)Estimated date of dispatch of invitations to tender or to participate to selected candidates

IV.2.4)Languages in which tenders or requests to participate may be submitted:


IV.2.6)Minimum time frame during which the tenderer must maintain the tender

Tender must be valid until: 08/01/2020

IV.2.7)Conditions for opening of tenders

Date: 09/10/2019
Local time: 10:00

Section VI: Complementary information

VI.1)Information about recurrence

This is a recurrent procurement: yes
Estimated timing for further notices to be published:

Between 6 and 8 months before contract expiry, including any extensions that might apply.

VI.2)Information about electronic workflows

Electronic ordering will be used
Electronic invoicing will be accepted
Electronic payment will be used
VI.3)Additional information:
VI.4)Procedures for review

VI.4.1)Review body

Sheffield Hallam University — Legal Services
Howard Street
S1 1WB
United KingdomInternet address:
VI.4.2)Body responsible for mediation procedures
VI.4.3)Review procedure
VI.4.4)Service from which information about the review procedure may be obtained

VI.5)Date of dispatch of this notice: