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Here's this week's Business Bulletin
Issue 341 - 30th May 2016

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There are usually two key officer roles on the board, Treasurer and Chair.

In addition its normal to have a Vice Chair but the role of Company Secretary often though not always falls to a member of the Executive.

As Chair you have a number of roles. Firstly you are a director like everyone else on the board with the same responsibilities. In addition you need to run board meetings in a way that is democratic and engaging with all of the members.

I would argue that the working relationship between the Chair and the Chief Executive is crucial but a trap here is that the relationship becomes too close and members feel that things are being stitched up in private between the CEO and the Chair.

As Chair your role is to enable the board to be effective. This means that you need to think about how you support each member to give their best to the board.

The old phrase ‘First among equals’ is a good guide but Chairs need the humility to understand that they are not the boss of members and they need their tacit support.

To return to the key relationship between CEO and Chair, this should be the place where the CEO is able to talk about all matters of importance in confidence.

Of course, legally the CEO reports to the Chair, and this is important in the event of a CEO that is failing or worse, corrupt. It will be the Chair who will have to deal with this, on behalf of and involving the board.

In my experience a bi monthly meeting works best. This should be a meeting with a prepared agenda and it can happen that the Chair will be the first to hear about difficult issues. The Chair’s judgement call is to decide whether such issues need board review immediately, at the next meeting or not at all.

Where an organisation has an Appraisal system it will the Chair that carries out the CEO’s appraisal. As Chair you have to decide the best way to do this, whether it should be a formal appraisal or something more informal.

It's also the Chair’s job to carry out appraisal of other board members. I have found this works best biennially as a relaxed informal discussion about how the member feels about how they are contributing, how this could be improved and what help would be useful to them.

This can lead to board training or other forms of individual or board development. Also the Chair needs to be thinking about the balance of skill, know-how and experience in the board and whether this needs to change in the light of changing circumstances.

The Chair should then be involved in the profiling of new board positions and the process of appointment.

Finally there is the public face of the organisation role. Chairs need to be centre stage at all high profile events the organisation does. Usually these events are attended by key stakeholders such as Ministers, senior public sector managers and other key influencers.

It’s the Chair’s role to welcome them and to engage them in conversation about the issues the organisation is addressing.

Almost inevitably this will be followed by endless photo shoots which will lead to your photograph being in newspapers across the country but the worst thing for me as a hungry eater is that by the time the photos have been done most of the buffet lunch has been eaten with very little left.

The price of chairing!
You can contact Peter here.

Peter’s views are his alone and do not necessarily reflect those of the organisations with which he is associated.

Responsible tourism project launched

Tourism is one of the world’s largest and fastest growing economic sectors. In 2012 the number of international tourist arrivals surpassed 1 billion, and is forecast to reach 1.8 billion in 2030 according to the UNWTO. In 2014 alone the NI economy generated £446million from overseas visitors with a further £248.8million being generated from domestic and ROI visitors.

Within this continuing growth of tourism there is a growing trend for sustainable and responsible tourism. Responsible tourism is tourism that minimizes negative economic, environmental and social impacts, brings economic benefits to host communities and preserves the cultural and natural resources of the destinations.

Canice Consulting has joined forces with partners from six member states to develop a new project dedicated to responsible tourism. This project (called CORRIE) aims to raise awareness on the topic of responsible tourism and recognize the inherent business opportunities. Using this approach, the project will increase business skills and foster a "responsible" mentality among people and communities active in tourism.

In addition the CORRIE project will create new innovative approaches to address competitiveness and unemployment within the tourism sector, in particular at regional and local levels. The main target group for the project are small businesses in specialized tourism from rural regions with diminishing populations and regions which suffer from economic crisis.

This project has been designed in such a way that stakeholders who participate in the CORRIE project will be positively impacted in terms of the:
  • Local community: through greater economic benefits for the local community
  • Environment: through the sustainable use of resources
  • Tourist: through a positive and valuable experience living up to or overachieving their expectations
  • World: minimisation of negative economic, environmental and social impacts.
For more information on the project visit the website

Think Training is Expensive?  Try having an Accident.....

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In one day we can show you how to deal with this and many other First Aid situations.

The Health and Safety Executive estimate that ONE MINOR accident can cost an Employer £315.

Our special offer this month is:
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Contact us today on 02838 39 45 80 or
email us here.

Paul Charles dropped in to Belfast 89FM to see Anita Cochrane and Chris Hughes to discuss his new book 'St Ernan's Blues.'

A rugged island 300-yards off the Donegal coast is the setting for Paul Charles’ new Inspector Starrett murder mystery.

St Ernan’s Blues revolves around ‘a retirement home’ for priests which is thrown into upheaval after the body of one them - Fr Matthew McKaye - is found in the kitchen.

The mild mannered Inspector Starrett is brought in to investigate the suspicious death and begins to delve into the lives of the clergy with the aim of finding the killer.

Talking about the book, Charles says he wanted to create an “Agatha Christie vibe” in having a lot of characters in one place at the time of the crime. “The island with the house seemed an ideal location,” said the former Magherafelt man, who combines his writing with his work as a music agent for acts such as The Kinks, Christie Moore and The Waterboys.

Ulster University Business School Business Institute is delighted to invite you to a one day conference entitled ‘Perspectives on the creation and development of effective entrepreneurship ecosystems in Northern Ireland.’

Date: Thursday 16th June 2016
Venue: W5, SSE Arena
Time: 9:30am- 4:30pm
The Conference aim is to contribute to the development of the entrepreneurial capacity of Northern Ireland. It will seek to achieve this through the bringing together of key entrepreneurship stakeholders to examine ways in which the entrepreneurship ecosystem in Northern Ireland can be further developed.

Speakers include: Ulster University Business School, EY, Invest NI, LEDCOM plus International perspectives from Denmark and Sweden.

Workshops will focus on regional development, harnessing the power of the private sector, education and clusters development
Register for this free event here
The elf Prints
Saturday Stall

Find the elf Prints Stall at St. Georges, Market, Belfast every Saturday.
The stall runs along Verner Street.
Visitors always welcome.
 Saturday Market Opening hours:
 9am- 3pm


Social Media Training for

Food, Drink and Hospitality Businesses
Intec Centre, Enniskillen - Wednesday 15th June 2016 – 2 pm-6 pm
Used well, social media can build awareness, drives sales, even help your business get found online. But it has to be the right social media for your business… and you need to know how to know that it’s working as hard for you as it possibly can.
Designed for food, drink and hospitality businesses and organisations in the Fermanagh & Omagh District Council area, this training session will help you get the most out of it!
With an emphasis on Facebook, Twitter, TripAdvisor and YouTube, this fun and informative session will include tips, advice and best practice guidance on:
  • Social media set-up and optimisation
  • How to build your social media community
  • How to drive engagement
  • Understanding social media analytics
  • And the big one – creating, finding and sharing content
Whether you’re a social media novice who would like to build your skills, or you’re already on the social media ladder and would like to take things to the next level, you’ll leave with loads of ideas and ‘tricks of the trade’ you can put into practice right away within your own business.
We’re keeping it to 50 places, so first come first served. Tickets are £20 each, including tea, coffee and sticky buns. Time and money well spent!
The session is delivered by Damian Donnelly of Ad_Man Creative Marketing. Damian has provided 1000s of hours of social media training and mentoring to 100s of businesses across the island of Ireland, both face-to-face and through seminars, workshops and clinics. His work with food, drink and hospitality businesses has taken him in front of household brands, hotels, B&Bs, guesthouses, self-catering accommodation, restaurants, cafés, pubs, fast food restaurants and take-aways, ethnic food restaurants, mobile caterers, artisan food producers, farm-shops, delis, and health food shops.
Book your place at
Or to find out more, email Damian at


New international partnership opportunities

Brought to you by the Enterprise Europe Network, we can put you in touch with these businesses and help you promote your own partnering requirements in Europe too.

A Bulgarian wholesaler of foods offers different dairy, preserved and meat products


Bulgarian company trading with dairy products, fruit and vegetable preserved foods and beef and pork, produced by local manufacturers, aims at contracting of long-term distribution agreement for sale of its merchandise with importers and wholesalers of foodstuffs.

A Bulgarian producer offers wet wipes and baby cosmetics


Bulgarian company, producer of wet wipes and baby cosmetics offers its merchandise to the interested distributors in the target countries. The offered wet wipes and baby cosmetics ensure gentle cleaning and care of the skin.

Online platform for creating databases and web applications specializing in collection and use of clinical information


A Spanish technology company has developed a platform for creating databases and web applications specializing in collection and use of clinical information. It is a flexible and cheap if compared to other existing tools that can be applied in hospitals, research centres and universities mainly. The company is interested in subcontracting or in an outsourcing/services agreement.

Regulatory and intellectual property support on biotechnology projects


A Spanish strategic consulting firm specialized in regulatory affairs and intellectual property issues in the biotechnology sector is looking for health companies interested in broadening their services portfolio to offer a complete work package to their clients, as well as offering outsourcing or subcontracting services to any biotechnology company involved in regulatory issues.

European Retail Market


A Spanish consulting firm which is specialized in both, brick-and-mortar, and e-commerce sales in the European retail market offers its services in order to support any company on introducing its products into Europe. It is looking for companies to assist them into their internationalization process into Europe, and support them on their planned activities related to it.

Looking for agents, distributors for centrifugal and axial fans, electric motors, blowers and accessories


An Italian company specialized in manufacturing of centrifugal and axial fans, electric motors, blowers and accessories is looking for agents or distributors for its products.

A Cypriot producer of traditional wine is seeking trade intermediary services.


A Cypriot company specialized in the production of fine, traditional wine from sun-dried grapes is looking for agents and distributors in order to represent and sell its products in Europe, specifically in Germany, and beyond.

Slovenian company specialized in aluminium casting and mechanical treatment is offering its services as subcontractor


Slovenian company with significant experience in the field of pressure die casting, mechanical treatment and cleaning including shot blasting is willing to act as a subcontractor for foreign partners. The company offers subcontracting agreements.

Italian company highly specialized in the use of technical innovation in molecular biology for the production of kits for clinical and research use, is searching for distributors, and offers technical scientific services


The company located in the north-eastern Italian region, has 30 years long experience in the development of technical innovation applied to molecular biology for the production of kits for clinical and research use. It is considered one of the leading companies in Italy in the mentioned sector. The company is looking for European distributors for the diagnostics kits, and offers consulting services for technology transfer to reaserch institutions and fellows researchers all over Europe.

Company developing wireless applications for mobile devices providing interaction between audience in meetings is looking for services agreements


The solution provided by the Brussels company is a new service to make audience interaction in meetings easier and secure, either with or without an internet connection. It lets the users set up, run and participate in multi-interactive meetings with large numbers of participants. They simply use their own devices, such as tablets, smartphones and lap-tops to provide feedback/comments/questions to the presenter. The company is looking for partners for services agreements or licence agreement.

Polish manufacturing company active in steel constructions sector offers its services


A company from Pomerania region in northern Poland specialised in manufacturing of steel structures up to 10 tonnes and producing heating boilers of various types is offering outsourcing and subcontracting services.

A leading Tunisian Company specialized in the production of confectionery seeks for distributors and importers from: France, Italy, UK, Russia, Poland, Serbia and Romania


A Tunisian company specialized in the production of confectionery with product range : Hard boiled candy and lollipops, bubble gum, chewing gum sticks and pellets (with or without sugar), halva with sugar addition and light. They have already a big experience in international distribution (present in more than 20 countries). They are currently looking for partners in : France, Italy, UK, Russia, Poland, Serbia and Romania. The type of collaboration is "Distribution services agreement"

Italian company producing dehydrated, semi-dry and dry-freeze vegetables for all foodstuff industry is looking for partners.


This italian company is specialised on the production of dehydrated, semi-dry and dry freeze vegetables. The production includes all kinds of vegetables from tomatos to artichokes and a line of biological products (dry, semi-dry and flour). The company is looking for trade agents or/and distributors to widen its activity in France, Belgium, Germany, Uniteded Kingdom and Netherland.

Italian e-learning company seeks distribution partners and joint venture opportunities abroad.


This italian company provides its customers with digital training courses such as leadership and human resources management, sales techniques, creativity and innovation, effective presentations, bank operator’s relationship with the client. The courses can be downloaded and displayed on the digital platform of the company using tablet, smart phone and PC. It is looking for distribution services and joint venture opportunities in all Europe.

Slovak company is seeking distributors for its zeolite products designed for agriculture (animal feed additive, animal additive to bedding, soil conditioners and fertilizers).


Slovak company active in mining and processing of natural zeolite and manufacture of products for agriculture (including ecological agriculture) based on natural zeolite offers animal feed additive (for livestock and poultry), mineral additive to livestock bedding, soil conditioners and fertilizers (for vegetables and fruits and garden) looks for experienced agents or distributors within the EU and outside in order to reach the cooperation agreement.

Spanish logistics & freight company Barcelona based looking for partners for subcontracting /comercial agreement.


Spanish logistics company offers its services including transport in Spain and Portugal, warehousing, picking and hub services, and its facilities to companies wanting to introduce and distribute their products/services in Spain. They are interested in establishing commercial/subcontracting/outsourcing agreements with other worldwide logistic companies, producers, and suppliers of products from sectors such as industrial, agro food, pharmaceutical, chemical, or other with palletized products.

Spanish company offers warehouse/logistics and comercial/sales team to companies looking for a distribution base the South of Europe


A Spanish company offers professional services (global or partial services) of warehousing, picking, handling, manufacturing, showroom, invoicing, and commercial/sales workforce, amongst others. Their ideal partners should be companies in need of a distribution base in southern Europe and wiling to establish contacts in hypermarkets and DIY stores in Spain. The company is looking for an agency or services agreements with manufacturers, distributors, importers or exporters worldwide.

Barcelona-based manufacturer of high quality professional cosmetics looking for distributors


Spanish manufacturer with 37 years’ experience in top quality cosmetics for beauty specialists, SPA, beauty salons and medical aesthetic centres is looking for trade intermediaries with a broad experience in the cosmetic sector for a commercial or distribution agreement. The company offers more than 20 product lines with different facial and corporal treatments for all skins’ types, 100% natural and with the most innovative cosmetic technology.

Barcelona based specialist in "aids to navigation" looking for a distribution/commercial/subcontracting agreements


Spanish company based in Barcelona specialized in the commercialization and manufacture of equipment for navigation aids such as buoys and beacons. They have a wide range of products and can also provide tailored solutions. To expand its business, the company is looking for local partners in Latin America and Africa to promote and distribute "aids to navigation" (AtoN) range of products. The company is also interested in commercial, and subcontracting agreements.

Swedish company of posture equipment is looking for distributors and/or agents


A Swedish company has developed and designed posture supporting products for improved body posture. The high quality and performance products help their customers to have better posture.The Swedish company is looking for a partner for a distribution and/or commercial agency agreement, within the segments sports retail/fitness equipment, pharmacies and/or ergonomic products for offices.The partner should have resources and capacity for taking on a new product range. Targeted market: EU.

Romanian producer of sport textile articles is looking for distributors and subcontracting


A Romanian company located in Transylvania is specialized in manufacturing textile articles and is looking for distributors for its products: sport suits, blouses, breeches, shirts, hats, gloves, pyjamas. The company is also offering its services as subcontractor for foreign partners active in the same or a related field of activity.


Each week Nick O' Shiel, Chief Executive, Omagh Enterprise Company, blogs on issues related to enterprise, technology and the economy. This week Nick discusses 16 things you need to know about technology.

Technology has always been at the forefront of change and has helped improve how we live. But in recent years it has intruded in more menacing ways that give cause for concern. Is it time to take stock?

1 The first Industrial Revolution took place around 1784 with developments in mechanical production, steam power and the spread of railroads.

2 The second Industrial Revolution happened around 1870 with an expansion in mass production, electrical power and the assembly line.

3 The third Industrial Revolution started around 1969 with growth in automated production, electronics and the computer.

4 The current Digital Revolution has just begun with advances in artificial intelligence, data analytics, robotics, and much more.

5 Today’s revolution will see developments in mobile computing, the spread of sensors to collect infinite amounts of data, the acceleration of machine learning, the advent of Virtual Reality and the realisation of the Internet of Things.

6 Technology in the future will increase opportunities for those with the right skills while simultaneously increasing inequality for those without such talents, as an ugly and unkind winner-takes-all economy becomes the norm.

7 Technology is evolving to become a living breathing seamless integrated part of life that can influence, shape and even dictate what we think and do.

8 Technology is developing a global network of internet-based connected systems that talk to each other and learn at a scarily fast pace.

9 Technology is for the first time collecting information and analysing data in a way that will foster a separate decision-making, mind-like consciousness of its own.
10 Technology has always served mankind but for the first time will have the capacity to transcend its intended function and create its own course.

11 Micro technologies will evolve to play a central role in our lives as they monitor our fitness and health on a moment-by-moment basis.

12 Technology and life are becoming synonymous and just as biological life evolves to fight and survive so too will technological life.

13 The march of technology is unstoppable and our reliance on it means the surrender of privacy and freedom, which comes at great cost.

14 Technology is advancing to the point where it will fuse with us, as intelligent limbs and organs and the dispersal of nanobots will repair and report our frailties.

15 Technology will help us to physically and cognitively function at higher levels even though it will change what it means to be human.

16 Technology already abounds and each iteration ensnares us a little more to the point where it will soon be too late to decouple from its grasp, even if we wished.

SO, technology has always been our servant but the next wave will evolve to a new level of sophistication and complexity that may or may not include us.

Why not join the conversation and leave a comment
Nick O'Shiel,
Omagh Enterprise
Great Northern Road, Omagh, Co. Tyrone, BT78 5LU
Tel: +44 (0) 28 8224 9494  Fax: +44 (0) 28 8224 9451

Every business-owner wants – needs – their business to be found easily online when potential customers are searching for the products or services they offer. If they can’t be found, then the sale is sure to go elsewhere.
This masterclass will arm delegates with practical, difference-making ‘do-ables’ and ‘tricks of the trade’ that they can implement straight away in their own businesses to improve their online visibility and give them the competitive edge.

What will we cover? 
  •  The main factors involved in local SEO.
  • Website SEO (including, content optimisation, meta optimisation, the importance of links).
  • The importance of social media in SEO (including, optimising social channels and the value of ‘social signals’).
Who is it for? 
  • Anyone keen to keep their business ahead of the competition.
  • Anyone frustrated at not ranking as highly as they could.
  • Anyone keen to brush up on their digital marketing skills.
When is it?
Friday 17th June 9.30am-4.30pm
Where is it?
Radisson Blu @ The Gasworks, 3 Cromac Place, Ormeau Road, Belfast, BT7 2JB
What is the cost?
£195 per delegate inc. lunch, refreshments and discounted on-site parking
Delivery by Damian Donnelly (
Booking essential and places limited.

Please book via Danielle on
or 07719 764777 - no later than 6th June 2016



For Northern Ireland specific contracts, there are a number of sources of information specifically for contracts within Northern Ireland. The Central Procurement Directorate (CPD) handles contracts for a number of government departments.

You can find a list of current tender opportunities on the CPD website. Again, there is no email alert facility that we can find which makes the content difficult to adapt to the Bulletin format.

Please see for the current list of Northern Ireland opportunities.

105693 - - T4S 2016-2017 Panel of Training Providers 2016-2017
Publication date:  27-05-2016
Response deadline:  20-06-2016 17:00   Irish time
Procedure: 1. Open Procedure (NON OJEU)
Buyer: Taste 4 Success Skillnet

100880 - GES RFT - Galway Executive Skillnet Panel of Trainers 2016
Publication date:  12-11-2015
Response deadline:  15-10-2016 11:00   Irish time
Procedure: 1. Open Procedure (NON OJEU)
Buyer: Galway Executive Skillnet

81581 - - Application for Admission to the ETB/SOLAS Contracted Training Tender List
Publication date:  24-01-2014
Response deadline:  28-03-2017 12:00   Irish time
Procedure: 2. Open Procedure (OJEU)
Description: SOLAS and ETBs have a recurring requirement for the delivery of third party training services and are seeking to establish a panel of training contractors (the “Contracted Training Tender List” or “CTTL”) from which contractors will be selected to tender for the delivery of various training programmes, once specific needs arise. It is anticipated that this panel of trainers will be operational until April 2017. It is not possible to quantify the amount of work to be commissioned using this panel. Successful listing on the panel does not guarantee any quantity or level of work. The volume of work may vary considerably from year to year.
Buyer: Solas

105509 - - Service for the Development and Delivery of a Programme for Nascent Rural Female Entrepreneurial Development
Publication date:  25-05-2016
Response deadline:  27-06-2016 12:00   Irish time
Procedure: 2. Open Procedure (OJEU)
Description: The Department of Agriculture, Food and Marine (DAFM) is seeking proposals from suitable, experienced service providers who have the capability and vision, to develop and implement a tailored work programme to address the skills, enterprise and capability gaps of rural nascent female entrepreneurs. The service will be co-financed from the CEDRA Rural Innovation and Development Fund set up by the Minister for Agriculture, Food and the Marine.
Buyer: Department of Agriculture, Food and the Marine

105511 - Ploughing - Request for Tender for Marquee and Design and print at Ploughing Championships 2016
Publication date:  23-05-2016
Response deadline:  10-06-2016 12:00   Irish time
Procedure: 1. Open Procedure (NON OJEU)
Buyer: Science Foundation Ireland

94207 - CIE 5341 JC - CIE Advisory Services
Publication date:  02-04-2015
Response deadline:  02-04-2018 12:00   Irish time
Procedure: Negotiated Procedure (NON OJEU)
Description: To assist the CIE Board of Córas Iompair Éireann in discharging its responsibilities, expertise and advice may be required in the following areas; • Finance; • Strategy formulation • Financial transactions • Safety Management • Risk Management • Organisational development
Buyer: Iarnrod Eireann-Irish Rail

104320 - 2015P084 - Multiple Supplier Framework for Recruitment Services
Publication date:  15-04-2016
Response deadline:  02-06-2016 12:00   Irish time
Procedure: 2. Open Procedure (OJEU)
Description: The CBI is seeking to establish a multiple supplier framework agreement for the provision of Recruitment Services under the following 2 lots: 1. General Recruitment 2. IT Recruitment It is anticipated that the top 5 ranking tenderers for each lot will be admitted to the Framework.
Buyer: Central Bank of Ireland

105509 - - Service for the Development and Delivery of a Programme for Nascent Rural Female Entrepreneurial Development
Publication date:  25-05-2016
Response deadline:  27-06-2016 12:00   Irish time
Procedure: 2. Open Procedure (OJEU)
Description: The Department of Agriculture, Food and Marine (DAFM) is seeking proposals from suitable, experienced service providers who have the capability and vision, to develop and implement a tailored work programme to address the skills, enterprise and capability gaps of rural nascent female entrepreneurs. The service will be co-financed from the CEDRA Rural Innovation and Development Fund set up by the Minister for Agriculture, Food and the Marine.
Buyer: Department of Agriculture, Food and the Marine

105631 - ICT - Moodle Solution - LMETB request for tender for Hosted Moodle Solution
Publication date:  24-05-2016
Response deadline:  15-06-2016 12:00   Irish time
Procedure: 1. Open Procedure (NON OJEU)
Description: Louth and Meath Education and Training Board request tenders for a Hosted Moodle Solution
Buyer: Louth and Meath Education & Training Board (LMETB)

105448 - HSE 6419 - Framework type Agreement for Executive and Leadership Individual and Group Coaching in the HSE
Publication date:  23-05-2016
Response deadline:  27-06-2016 12:00   Irish time
Procedure: 2. Open Procedure (OJEU)
Description: The HSE invites suitably qualified and experienced coaches to submit a tender for a tender competition for the establishment of Framework type Agreement for Coaching Services in support of HSE Leadership and Management Development. It is HSE’s intention to establish a Framework Agreement for Coaching Services which will be utilised to provide coaching on a one-to-one basis or on a team basis to support the HSE People Strategy 2015-2018. The overall requirements of those providing coaching services will be, but are not exclusive to: - supporting identified senior managers undergoing personal transition; - assisting in the development of managerial competence and resilience in a changing environment; - Talent development and the development of leadership teams It is the HSE’s intention to establish a Framework type Agreement for Coaching Services of a panel of a maximum of 25 coaches, from which a coach will be assigned to a HSE manager as-and-when required, based on factors including but not limited to the coach’s qualifications, experience and area(s) of specialism. For full details please see the Invitation to Tender documents published with the Contract Notice on the etenders website,
Buyer: Health Service Executive (HSE)

105511 - Ploughing - Request for Tender for Marquee and Design and print at Ploughing Championships 2016
Publication date:  23-05-2016
Response deadline:  10-06-2016 12:00   Irish time
Procedure: 1. Open Procedure (NON OJEU)
Buyer: Science Foundation Ireland

Belfast City Council Tenders are available at

First Edition Publications
Townsend Business Centre, Townsend St., BELFAST BT13 2ES 

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