Part of winning new business, for many industries, involves public sector contracts. And if it were as simple as “You pay us some money, and we’ll do some work”, everyone involved would be a lot happier.
But because it involves the public sector, the chances are that this will be one of the most difficult and frustrating experiences of your entire career!
Let’s take a look at the UK Government procurement process in greater detail. Once we have a better understanding, we’ll look at how case studies fit into that picture.
Needless to say, Scotland, Wales and Northern Ireland have their own dedicated public sector procurement processes, and life is short, so we’ll be focusing on England in this article.
There are two main ways to search for opportunities to sell to the public sector:
The Digital Marketplace
This can be used to sell Cloud technology and support, via one of three frameworks:
The Contracts Finder
The Contracts Finder allows you to search for government and government agency contracts worth over £10,000 only. You can create an account and set alerts up, which we highly recommend, or just have a quick browse. The site also contains details of upcoming contracts, which is useful for giving you preparation time.
There are several other routes to finding government and public sector procurement contracts, which may or may not prove slightly less fruitful:
There may also be dedicated websites or marketplaces specific to your industry – have a look around, and perhaps ask some of your industry contacts. What you need to aim for here is a combination of Google alerts, RSS feeds and automated notifications, to ensure that you don’t miss any opportunities. The quicker you can automate these tasks, the greater the reduction in time costs; and, of course, there’ll be a much smaller chance of missing the opportunity to win new business.