Guidance

Govbridge Defence Boot Camp Day 2

Published 30 September 2025

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Summary

This document provides a structured summary and detailed content from the GovBridge Defence Boot Camp Day 2 presentation. It includes key insights into MoD procurement, strategic command opportunities, business development planning, and practical guidance for SMEs engaging with defence stakeholders.

Broader topics Covered

  • Towards a Safe and Secure Space Sector (UK Space Agency)

  • Defining the Economic & Societal Benefits of Your Business (Exotopic)

  • Crown Commercial Service Overview

  • Interactive Crown Commercial Service Workshop

  • Business Development Plan Insights (Fraser Nash Consultancy)

  • Developing a Business Development Plan for MoD Customers (Fraser Nash Consultancy)

  • Introduction to Strategic Command Opportunities (Strategic Command)

  • MoD Portal Practicalities (Exotopic)

  • Key Contractual Tender Aspects (Exotopic)

Growing Your Business & Space Services Towards a Safe and Secure Space Sector – Fiona Stone, Head of CNI & the Space resilience programme.

Topics

  1. Risks facing the Space industry and Space services

  2. How the Uk Space Agency can help

  3. Your responsibilities

Context of Space Risk (What are the threats?)

  • Cyber and Physical attacks including espionage and sabotage

  • Examples are listed below:

Example 1:

Between July 2015 and February 2019, three Iranian hackers impersonated US citizens working in the satellite and aerospace fields, registering several email addresses in the names of targeted individuals, and fraudulently purchased various domains and hacking tools. ​

Using these methods, the hackers successfully compromised multiple victim networks, resulting in the theft of sensitive commercial information, intellectual property, and personal data from victim companies, including a satellite-tracking company and a satellite voice and data communication company. ​

They possessed a target list of over 1,800 online accounts, including accounts belonging to organisations and companies involved in aerospace or satellite technology in Australia, Israel, Singapore, the United States, and the United Kingdom.

Example 2:

In 2021, a senior NASA scientist pleaded guilty to lying about his ties to a program that encourages researchers to develop relationships with China in exchange for grants. Meyya Meyyappan participated in the Thousand Talents Program, a Chinese government program to recruit people familiar with foreign technology and intellectual property. Meyyappan held a trusted position at NASA, with access to valuable intellectual property.

Example 3:

In the four years up to May 2021 cyber bad actors hit NASA with more than 6,000 attacks.  Incidents were perpetrated by a range of insiders, third parties and nation-states where the attackers successfully introduced malware into agency systems.

Included in these was the event in 2019 where two Chinese nationals, members of a hacking group operating in China, were indicted on criminal charges for gaining unauthorised access to a NASA computer to steal data and in 2018 where an account belonging to an external user was compromised and used to steal approximately 500 megabytes of data from a major mission system.

Example 4:

In February 2022 there was a multifaceted and deliberate attack against Viasat’s satellite network resulting in a partial interruption of their satellite broadband service. Military, government and public communications were affected by the incident, impacting several thousand customers located in Ukraine and tens of thousands of other fixed broadband customers across Europe. ​

​Western intelligence agencies placed a Russian state-backed group at the heart of hacking incident with direct intent to cause disruption to the ongoing conflict.

Your Responsibility

Everyone needs to protect assets and services from adversaries, incorporating Secure by Design principles as projects, processes and systems are developed.

Demonstrating a commitment to security is critical to the ongoing success of any business. Ensuring secure, robust and recoverable services and services can provide a competitive advantage in the marketplace and avoid unnecessary costly retrofitting.

Contact UK Space Agency SSR Team and questions

resilience@ukspaceagency.gov.uk

Fiona.stone@ukspaceagency.gov.uk

Exotopic : Defining the Economic & Societal Benefits of Your Business

Topics Covered

  1. Introduction to the social value: The Act and Social Value Model

  2. Easy Wins and How to Score Well

  3. Action Plan - Self-assessment now; track your progress by the end of the programme

Introduction to Social Value

Social Value Act 2012 is now the Social Value Model.

  • New guidance from 2021 applies to all public tenders

  • Minimum of 10% scoring

Background – What lies behind

United Nations Sustainable Development Goals

  • Goal 1: No poverty

  • Goal 3: Good health and wellbeing

  • Goal 4: Quality education

  • Goal 5: Gender equality

  • Goal 8: Decent work and economic growth

  • Goal 9: Industry, innovation and infrastructure

  • Goal 10: Reduced inequalities

  • Goal 11: Sustainable cities and communities

  • Goal 12: Responsible consumption and production

Social Value Model

The Social Value Model has 5 Themes and 8 Policy Outcomes, underpinned by 24 Model Award Criteria (MAC).

Covid Recovery (pending update)

   - Help local communities to manage and recover from the impact of COVID-19

Tackling Economic Inequality

   - Create new businesses, new jobs and new skills

   - Increase supply chain resilience and capacity

Fighting Climate Change

   - Effective stewardship of the environment

Equal Opportunities

   - Reduce the disability employment gap

   - Tackle workforce inequality

Wellbeing

   - Improve health and wellbeing

   - Improve community integration

Example: Theme 2 – Tackling Economic Inequality

Social value: SR019​, Tackling inequality​

Requirement: Supplier must demonstrate how they: Support entrepreneurship and create diverse supply chains​

Objective: The awarded supplier would be expected to promote and highlight through monthly/quarterly reporting engagement activities for potential new suppliers to the contract supply chain – by advertising upcoming opportunities and raising awareness of future opportunities to target audiences. The supplier would report on the number of engagement activities, number of advertised opportunities and number of suppliers onboarded through these activities.​

Theme 2 Continued: Model Award Criteria

Policy Outcome

  • Create new businesses, new jobs and new skills

  • Increase supply chain resilience and capacity

These are 2 of the 8 Policy Outcomes

Model Award Criteria

  • MAC2.1: Create opportunities for entrepreneurship and help new organisations to grow, supporting economic growth and business creation

  • MAC2.2: Create employment and training opportunities particularly for those who face barriers to employment and/or who are located in deprived areas, and for people in industries with known skills shortages or in high growth sectors

  • MAC2.3: Support educational attainment relevant to the contract, including training schemes that address skills gaps and result in recognised qualifications.

Response Sub-Criteria

  • MAC 2.1: Entrepreneurship, growth and business creation

  • MAC 2.2: Employment

  • MAC 2.3: Education and training

Reporting Metrics

  • FTE jobs created

  • Apprenticeships created or retained

  • Training opportunities created or retained

  • People-hours of learning interventions

Theme 2 (Tackling economic inequality continued)

MAC 2.1: Entrepreneurship, growth, new jobs and new skills

Activities that demonstrate and describe the tenderer’s existing or planned:

  • Understanding of the level of small, medium and large organisations and Voluntary community and Social Enterprises and Mutuals participation in the contract supply chain.

  • Identification of opportunities to grow supplier diversity in the contract supply chain or in the location/community where the contract is performed, including SME and VCSE participation and new business creation.

  • Engagement activities for potential new suppliers to the contract supply chain, prior to awarding subcontracts. Illustrative examples: advertising upcoming opportunities in accessible media; raising awareness of future opportunities to target audiences; meet the buyer events; awareness raising by guidance or events of how to tender effectively for public supply chain contracts.

  • Measures to make the supply chain working environment conducive to a diverse range of suppliers and growing businesses, including but not limited to:

  • structuring the supply chain selection process in a way that ensures fairness (e.g. anti-corruption) and encourages participation by new and growing businesses.

  • Advertising supply chain opportunities openly and to ensure they are accessible to new and growing businesses, including advertising subcontracting opportunities on Contracts Finder.

  • Ensuring accessibility for disabled business owners and employees.

  • Prompt payment.

  • Illustrative examples: co-design and co-creation of services; collaborative performance management; appropriate commercial arrangements; inclusive working methods and use of inclusive technology; creating opportunities for entrepreneurship and helping new, small organisations to grow.

Easy Wins & How to Score Well

How can SMEs compete?

  • Small change, big impact.

  • Agile and fast moving

  • Local and Connected

  • Relevant and proportionate

  • Slow start- Big finish

  • Focus on the future and not the past

Quick Wins

  • Executive Sponsor and Social Value Lead​

  • Cross Department Development Group​

  • Social Value Identify and Legacy​

  • Social Value Theme owners​

  • Establish UK-specific Key Value Indicators​

  • Partnerships ​

  • Expenditure profiling and auditing​

  • Standards/Initiatives​

Prompt Payment Code​

Mental Health at Work​

Disability First​

Race at Work​

Gender Pay gap reporting​

Buy Social​

Social Value Standard

Prepare Your Method Statement

  • ‘Method Statement’, stating how you will achieve this and how your commitment meets the Award Criteria.

  • How will you manage your performance, including under performance and partners.

  • A timed project plan and process, including how you will implement your commitment and by when

  • How you will monitor, measure and report on your commitments/the impact of your proposals.

   - Timed action plan

   - Use of metrics

   - Tools/processes used to gather data

   - Reporting

   - Feedback and improvement

   - Transparency

Crown Commercial Service (CCS)- Space Technology Solutions

About CCS

CCS is the UK’s biggest public procurement organisation and an executive agency of the Cabinet Office.

With our expertise, we can help public sector customers:

   - stay compliant with procurement regulations

   - save time

   - get better value for money

   - reach social value goals

In 2023/24, our customers achieved commercial benefits equal to £4.9 billion

Our Priorities:

   - Maximising commercial benefits

   - Focused on customers

   - Strengthening the UK economy through effective policy implementation

RM 6235 Space Enabled & Geospatial Services

  • Sat Comms

Voice & Data Services

PNT

Broadcast

  • UAV

Short Range/Low Payload

Long Range/ Heavy Payload

  • Geospatial & Remote Sensing

Geospatial

Locational Data

Earth Observation (RAR & SAR)

Data Services

  • Professional Services (Launch & Manufacture)

Satellites

Spaceports/Space Operations

Launch Facilities/Services

Propulsion Systems

Antennas

Hardware & Software

Subsystems

RM6370 Space Technology Solutions

Design & Manufacture

Space manufacturing or In-space manufacturing(ISM in short) is the fabrication, assembly or integration of tangible goods beyond Earth’s atmosphere (or more generally, outside a planetary atmosphere).

Launch

Space launch is the earliest part of a flight that reaches space. Space launch involves liftoff, when a rocket or other space launch vehicle leaves the ground, floating ship or midair aircraft at the start of a flight.

Space Domain Awareness

Space domain awareness is the study and monitoring of satellites orbiting the Earth. It involves the detection, tracking, cataloguing and identification of artificial objects, i.e. active/inactive satellites, spent rocket bodies, or fragmentation debris.

Command & Control

The ability “to ensure freedom of action in Space for the United States and its allies and, when directed, deny an adversary freedom of action in Space.”

Space Cybersecurity

Space cybersecurity is the protection of space systems from cyber threats and vulnerabilities.

Tips for success when responding to CCS tenders

Take the opportunity to get involved in pre-tender market engagement

Understand needs and requirements

Challenge assumptions and help shape the scope

Raise any concerns re what is proposed and potential barriers to bidding

Make suggestions about the innovation you can offer

Ask questions

  • Read slides and Q&A issued after each PTME session, even if you couldn’t attend

Boost your understanding of what’s required

  • Take up offers of supplier 121s from the contracting authority’s commercial team

  • Refer to guidance and training links provided by the contracting authority that explain the procurement policy notes that apply to each tender

  • Pose clarification questions during the clarification period when the tender first opens to clarify anything that isn’t clear

  • Review the terms and conditions early to ensure you have sufficient time to pose any clarification questions you may have

Refer to guidance and training

  • Refer to guidance and training links provided by the contracting authority that explain the applicable procurement policy notes (PPNs) e.g.

 PPN 02/23 Tackling Modern Slavery in Government Supply Chains and Information and Guidance on the Modern Slavery Act

 PPN 06/20 – taking account of social value in the award of central government contracts and Information and guidance on the Social Value Act

 EFS and FVRA guidance and the FVRA tool and the Sourcing Playbook

PPN 10/23 Prompt Payment Guidance

 Specific guidance for adopting and applying the requirements and the criteria used to judge compliance in the procurement process

Further information on the standard of carbon emissions data required as part of the plan

Answers to some of the most common questions posed about CRP requirements

Plan Ahead

  • Plan who needs to be involved in responding and when they will be available

  • Plan enough time to submit your tender to reduce last minute panic

  • Plan to upload your tender to the required e - platform well before the deadline

  • Plan availability post tender submission to answer any CCS clarification questions

  • Ensure you respond in a timely manner, adhering to deadlines

  • Top tip: understand how CCS will request any additional information and which mailboxes to monitor

Break Down the Ask

Example requirement:

“Please provide your strategy for sourcing and recruiting subcontractors and for ensuring that you can effectively monitor, measure and exercise executive control”

You should respond by providing your strategy for:

  • Sourcing subcontractors

  • Recruiting subcontractors

  • Ensuring effective monitoring

  • Ensuring effective measuring

  • Exercising executive control

Top tip: You MUST address every aspect of the response guidance, or you will lose marks

Structure Your Response

  • Use spacing, headings and bullets to guide

  • Adhere to the character and word limits

  • If there are no bullet points in the question, break down the different elements of the question to help structure your answer in a reader friendly way

  • Address each of the points in the same order as they appear within the question

  • Top tip: make evaluators’ lives easier by structuring your response logically and clearly

Ensure Legibility

  • Keep sentences and paragraphs short

  • Make every word count e.g. use

   - ‘enough’ instead of ‘a sufficient amount of’ ‘

   - ‘is’ instead of ‘has been proved to be’

  • Don’t waste words addressing points that aren’t in the response guidance of the question or the relevant part of the specification

  • Top tip: each component part of a question should link to the relevant part of the specification

Use firm, positive language that shows your commitment to your proposal:

  • ‘we will’ instead of ‘we could’

  • ‘we know’ instead of ‘we believe’

  • ‘we have’ or ‘we know’ instead of ‘we aspire to’

  • ‘we will meet’ instead of ‘we aim to’

Consider your reader and be clear

Don’t assume prior knowledge and ensure you explain key concepts. Minimise use of jargons and acronyms - evaluators need context for understanding. For example:

  • Bad - ‘Our hand-held petrol chainsaw has a 50cc engine, operating at 9000 RPMs, with an 18 inch bar, and a power output of 3.4kw.’

  • Good - ‘Our chainsaw is easy to start, has great safety features, an easy to replace chain, and is ideal for cutting large trees with a diameter of 10 to 20 inches.’

Understand that some duplication may be required

  • The same evaluators may not score every question, so some repetition of core content may be required

  • Don’t refer to your website or external links. Unless attachments are permitted, evaluators can only review the responses in the text boxes

Ensure you proof read your responses before submitting. Check you have:

  • Fully addressed each of the component parts and the requirement of each of the Award questions and aspects of the specification referred to within the question

  • Explained your proposition clearly

  • Addressed the “how” as well as the “what”

  • Provided relevant evidence where requested to demonstrate a competency

  • Top tip: Cite evidence in your bid. If you say your system will show or do something, prove it: include a screen shot of how it works or other tangible evidence

Frazer Nash Consultancy -Creating a Business Development Plan for Defence

Agenda

  • Aims of the Session

  • Understanding the market

  • Creating an opportunity pipeline

  • Creating a plan and measuring success

  • Investment

Aims of the Session

Every business development plan will look different – these are tools that can help you to create yours:

  • How to assess the market

  • What investment options there are

  • How to measure success

  • How to create an opportunity pipeline

Understanding the Market

  1. The big context​

  2. Customers, funding and procurement​

  3. Total vs. addressable market

Creating an Opportunity Pipeline

GO​

   - Early discussion and intelligence gathering​

   - Intended opportunity – ‘Capture’​

   - Live opportunity​

GET​

   - What is the ‘PWin’​

   - Track record (including partners)​

   - Assessing the competition

Creating a plan and measuring success

  • Scope and objectives (short and medium term)​

  • SWOT​

  • Plan for Growth – engagement, offering​

  • Responsibilities and resource requirements​

  • Profile and Publicity

  • Action log

Investment

Some things to consider:

  • Percentage of pipeline

  • Dedicated resource

  • Timescales

  • Bidding can be expensive

  • Conferences and events – attendance/exhibition/travel

  • Need to be flexible

Introduction to Strategic Command, Defence Digital and SKYNET 6

Topics

  1. The Defence Operating Model & Procurement

  2. Strategic Command & Defence Digital

  3. Capability Requirement Generation

  4. SKYNET and Space Priorities for Defence

  5. Enterprise Space Category

The Defence Operating Model

  1. Ministers

  2. Head Office

  3. Commands

   - Defence Nuclear Organisation

   - Army Command

   - Navy Command

   - Air Command

    - Space Command

   - Strategic Command

  1. Enabling Organisations

  • Dstl

  • Defence Digital

  • Defence Equipment & Support

  • Submarine Delivery Agency

  • Defence Infrastructure Organisation

  • Defence Business Services

  • Atomic Weapons Establishment

  • UK Hydrographic Office

  • Oil & Pipelines Agency

  • Defence Safety Authority

  • Single Source Regulations Office

  • MOD Police

  • Sheffield Forgemasters

  • Enabling Organisations

Strategic Command

  • Acts as Capability Sponsor and Integrated User for joint and enabling strategic military capabilities.

Develop, Deliver and Generate joint strategic war-fighting capabilities.

Lead Development and Generation of an Integrated Joint Force.

Lead on the Cyber Domain for Defence.

Take responsibility for strategic and operational integration across the five warfighting domains.

  • Special Forces

  • Logistics and Support

  • Joint Force Development

  • Chief of Staff

  • Defence Medical Services

  • Defence Digital

  • Overseas Bases

  • PJHQ

  • Defence Intelligence

Defence Digital

  • Enabling organisation for the delivery of Digital services and capabilities.

Provides direction and coherence in development and exploitation of Digital technologies for Defence.

Primary delivery agent for Defence core digital systems and services (c.£2bn-£3bn annual spend).

  • Digital Categories

Space

Networks

Hardware & Services

Software

Professional Services

Defence in Space – Key Areas of Focus

  • Secure SATCOM

  • Position, Navigation & Timing

  • Earth Observation

  • Space Domain Awareness

  • Launch

  • Space Command & Control (C2)

  • Space Control

Supply Chain Priorities

  1. National Space Strategy

  2. Defence Space Strategy: Operationalising the Space Domain

  3. The National Space Strategy in Action

  4. Space Industrial Plan

Communication Methods

  • The Defence Sourcing Portal (DSP) is the primary method of engaging with industry.

  • Industry Days, Round Tables etc. will be announced on DSP, as well as Contracts Finder.

  • We also use Defence Share for sharing information with industry up to Official-Sensitive.

  • See gov.uk for more general information on SKYNET 6.

MoD Portal Practicalities

Finding opportunities and the mechanics of procurement portals.

MoD Procurement Portals

In principle, tendering aspects of MoD procurement is very straight forward.

  • Defence has to align with government drive for transparency and accessibility expected of public procurement

  • As a result, new direct tender and contract opportunities valued over £10,000 are required to be listed on the main MOD procurement portal

  • Accessible to any size of company

Main Portal: Defence Sourcing Portal

www.contracts.mod.uk

Portal summary

  • Went live 15 Feb 2021

  • All public opportunities valued over £10,000

  • Requires one-time registration as long as you have some key requirements in place

  • Company registration

  • DUNS number (Dun & Bradstreet)

  • Cyber Essentials (more on this later)

DE&S and MoD pages both advise you to go to the Defence Sourcing Portal. But, this is not the sole resource you’re going to need to explore to access opportunities.

And how can you approach the tendering system and process in a practical way as an SME?

MOD Procurement Portals – R-Cloud

R-Cloud is the Dstl centric portal for contract research.

Portal summary

  • Strongly Dstl focused/centric

  • TRL level 1-6, so naturally based on earlier stage research contracts

  • As of Oct 2023, there’s an extension to this: R-Cloud+

MOD Procurement Portals – Serapis

A framework running until July 2025. Broken into “lots” managed by different industry primes. Front line commands, rapid exploitation of technologies.

Realities of Portals

Many opportunities are likely to be large, well-developed, and suitable for larger primes (as lead bidders). So why sign up for portals and keep an eye on them?

  • Your window into defence procurement priorities

  • Your opportunity to understand opportunities -> primes leading them

  • Guide your tech strategy (is your product current or future)

  • Some opportunities will be more suitable for start-ups and you’ll be aware

  • So you know where to dig to find sub-contracts

What Opportunities Show Up on Portals?

  • RFIs (Request for Information)

Not contracts, but information returns

Scoping out market and suppliers, shaping future tender

  • PQQs (Pre-Qualification Questionnaires)

Initial qualification stage of a tender

Preliminary information and broad outlines

Weed out unqualified bidders, save everyone time

  • ITTs (Invitations to Tender)

Formal tendering competition

Scored categories, full information (mostly)

Can be significant amounts of work

RFI Example: eLoran

What is it?

A ground-based version of GPS/GNSS – a position and timing system based on terrestrial antennas broadcasting signal to receivers. Receivers triangulate signals to determine position.

Why is it relevant?

eLoran is presented as a robust, ground-based backup to GPS and other GNSS systems, which are vulnerable to jamming, spoofing, and space-based failures. Unlike GNSS, eLoran uses low-frequency, high-power signals from terrestrial transmitters, making it resilient to many common threats. GPS World highlights past investments in eLoran infrastructure and renewed interest from U.S. government agencies in deploying it as part of a national strategy for resilient positioning, navigation, and timing (PNT) systems:

eLoran: Part of the solution to GNSS vulnerability - GPS World

Russia expected to ditch GLONASS for Loran in Ukraine invasion - GPS World

RFI Example: eLoran context in UK

Context: in 2023 UK Government published a 10 point framework for PNT Resilience (Position, Navigation, Timing):

Positioning, Navigation and Timing: Overview - GOV.UK

The details of the contract, although now expired, can be found here:

https://www.contractsfinder.service.gov.uk/Notice/7acdd127-28b5-4047-8582-c2d1323faa15?

What about PQQs and ITTs? The Basics

Contract requirements are flowed down; you can’t get away from them as a sub-contractor even if you have a small role down the food chain.

Essential bidding requirements:

  • Cybersecurity (i.e. Cyber Essentials)

  • Understand document security classifications

  • Understand security clearance requirements (often less strict than you might think)

  • Understand Security Aspects Letters

  • Audited accounts and turnover figures

  • Evidence of Quality Management, Sub-contractor management policies if applicable

PQQ/ITT: What’s in it?

Buyer documents (either Word or PDF):

  • PQQ/ITT Guidance and Summary document

  • Relevant Annexes (i.e. slides from industry day)

  • PQQ: Contract Notice – ITT: Draft Contract

  • Draft User Requirements Summary

  • Draft Capability Requirements Statement

  • Marking Criteria for questions

  • Explanatory document for questions

  • Draft or final security aspects letter

  • Draft or final security requirements

PQQ/ITT Example

Things you have to return:

  1. Every single tick box and requirement filled in on the platform

  2. All relevant attachments (examples)

   1. Modern slavery statements (and similar)

   2. Signed agreements

   3. Audited account statements

  1. Examples case studies of past projects

  2. Statements on capability, staffing, capacity

  3. Statements on your ability to meet technical aspects of bid with evidence

  4. Statements on your ability to meet security aspects of bid with evidence

PQQ/ITT Response: What if you’re an SME?

The prime will be asking sub-contracts for information to support them in meeting all the essential requirements.

All Primes have restrictions (available resource, capability gaps, requirement for something novel to input to bid, lack of case studies in relevant areas) and they need an ecosystem of sub-contracts to help them create a compelling and full bid.

You can try to engage at any stage with primes/others in the food chain: RFI, PQQ, ITT, post ITT (during contract negotiation), post-contract award. If they don’t know you exist, they can’t find you!

  • They’re your window into what is happening in your field

  • For SMEs, often they’re most useful as the starting point for actioning a BD engagement plan (rather than directly bidding)

  • Make a system! Lots of noise with tenders, organize your life so it’s not overwhelming

  • If you’ve never pursued an RFI or PQQ, just have a go! See the process, iterate and become better.

Additional Resources Worth Looking At

MOD drafted overview on how to work with them:

Major suppliers

Lots of further links to relevant policies, guides on procurement

Facilities and security aspects

Accreditations (Cyber and other)

Contact details within MOD for people to help

  • Understanding security aspects:

 https://www.gov.uk/government/collections/government-security

  • HMG drafted overview of how SMEs can work with government:

   - https://www.gov.uk/government/publications/smes-a-guide-to-working-with-government

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