Advice Cloud

G-Cloud experts and government procurement consultants

0330 124 4224

  • About
  • For Suppliers
    • For Suppliers
    • Our Framework Services
      • G-Cloud
      • Digital Outcomes & Specialists
      • Technology Services
      • Transport Technology & Associated Services
      • Medical IT
      • Network Services
      • Technology Products
      • Data and Application Solutions
      • Other Frameworks
    • Our Support Services
      • Buyability™ Review Service
      • Win with G-Cloud
      • Win with DOS
      • Win Public Sector Business
      • Win Central Government Business
    • Our DPS Services
      • Artificial Intelligence
      • Cyber Security Services
      • Automation Marketplace
      • Spark Technology Innovation Marketplace
      • IoT Technologies Services
      • Digital Technology Services
      • Quality Assurance and Testing for IT Systems
      • Gigabit Capable Connectivity
      • YPO Care Technology
      • HSCN Access Services
    • Why Choose Us?
      • Case Studies
      • Our Experience
      • Our Process
  • For Buyers
    • For Buyers
    • Our Services
      • G-Cloud Support Desk
      • G-Cloud Procurement Services
      • Digital Outcomes and Specialists
      • General Support Services
      • UKCloud Health services
    • Why choose us
      • Our Experience
  • Training
  • Spend data
    • Spend data
    • Spend Data
      • G-Cloud Sales
      • Digital Outcomes and Specialists and Digital Services Sales
  • Resources
    • Resources
    • Procurement Essentials
      • Procurement 101
      • What is a Framework?
      • What is a Dynamic Purchasing System?
    • Ultimate Guides
      • Ultimate Guide to G-Cloud
      • Ultimate Guide to Digital Outcomes and Specialists
    • Tools
      • G-Cloud Sales
      • DOS and Digital Services Sales
      • Procurement Pipeline
      • Framework Alert
    • Resources
      • Blogs
      • G-Cloud
      • DOS
      • Business Guides
      • Expert Insights
      • Research
      • Events
      • Press
      • Videos
      • Announcements
  • Contact Us
G-CloudDigital Outcomes & SpecialistsTechnology ServicesTransport Technology & Associated ServicesMedical ITNetwork ServicesTechnology ProductsData and Application SolutionsOther Frameworks

Making the most of Digital Outcomes & Specialists 5

Watch our recent DOS5 webinar for free now. Our experts cover everything you need to know about the framework, and how to maximise being listed!

WATCH

Buyability™ Review ServiceWin with G-CloudWin with DOSWin Public Sector BusinessWin Central Government Business

Making the most of Digital Outcomes & Specialists 5

Watch our recent DOS5 webinar for free now. Our experts cover everything you need to know about the framework, and how to maximise being listed!

WATCH

Artificial IntelligenceCyber Security ServicesAutomation MarketplaceSpark Technology Innovation MarketplaceIoT Technologies ServicesDigital Technology ServicesQuality Assurance and Testing for IT SystemsGigabit Capable ConnectivityYPO Care TechnologyHSCN Access Services

Making the most of Digital Outcomes & Specialists 5

Watch our recent DOS5 webinar for free now. Our experts cover everything you need to know about the framework, and how to maximise being listed!

WATCH

Case StudiesOur ExperienceOur Process

Making the most of Digital Outcomes & Specialists 5

Watch our recent DOS5 webinar for free now. Our experts cover everything you need to know about the framework, and how to maximise being listed!

WATCH

G-Cloud Support DeskG-Cloud Procurement ServicesDigital Outcomes and SpecialistsGeneral Support ServicesUKCloud Health services

Read our 'Social Value in IT procurement' White Paper!

Social Value seems to be the hot procurement topic at the moment. But, what is it and does it have a place within IT and Digital procurement? Download our free White Paper.

READ NOW

Our Experience

Read our 'Social Value in IT procurement' White Paper!

Social Value seems to be the hot procurement topic at the moment. But, what is it and does it have a place within IT and Digital procurement? Download our free White Paper.

READ NOW

G-Cloud SalesDigital Outcomes and Specialists and Digital Services Sales

Grab a copy of our Public Sector Sales & Marketing Guide!

Our expert advisers and staff have put together this in-depth report to help you get to grips with navigating the Public Sector market. Grab your FREE copy here.

DOWNLOAD

Procurement 101What is a Framework?What is a Dynamic Purchasing System?

Download our free Guide to DOS Tenders!

Get expert advice and tips on how to write winning bids for opportunities on the Digital Outcomes and Specialists framework.

DOWNLOAD

Ultimate Guide to G-CloudUltimate Guide to Digital Outcomes and Specialists

Download our free Guide to DOS Tenders!

Get expert advice and tips on how to write winning bids for opportunities on the Digital Outcomes and Specialists framework.

DOWNLOAD

G-Cloud SalesDOS and Digital Services SalesProcurement PipelineFramework Alert

Download our free Guide to DOS Tenders!

Get expert advice and tips on how to write winning bids for opportunities on the Digital Outcomes and Specialists framework.

DOWNLOAD

BlogsG-CloudDOSBusiness GuidesExpert InsightsResearchEventsPressVideosAnnouncements

Download our free Guide to DOS Tenders!

Get expert advice and tips on how to write winning bids for opportunities on the Digital Outcomes and Specialists framework.

DOWNLOAD

BlogsPublished: 26 May 2020

Four steps to ensure a good public sector strategy

  • LinkedIn
  • Twitter
  • Facebook
  • RSS

Getting on to a framework, such as G-Cloud, is just the start. Suppliers need a good public sector strategy!

public sector strategy

The public sector is a vast and complex market to be successful in, especially if you’re an SME just starting out in the B2G world. You need to have a plan. Here are some key steps to consider when setting up a successful public sector strategy,

1. Understand where you fit in

Not many companies benefit from taking a wide net approach when it comes to selling to the public sector. The 30,000+ organisations within the UK public sector may at times face similar challenges, but more often than not, they are different. It’s unlikely that your value proposition will be equally suited to a small, rural local council as well as to a large central government department. Approaching the right organisations will save you time and effort, and it will show you’ve done your homework.

We suggest doing some market research to get a good understanding of the public sector landscape and the challenges that organisations are facing in today’s societal, economic and political contexts. Within this, where does your solution play a role?

Lastly, ensure you understand how procurement works. This knowledge should feed into all of your sales and marketing messaging to show that you aren’t rushing into this – you’re aware of the regulations your prospects have to adhere to, and you’re willing to support that process.

2. Write down a practical action plan with milestones

There are some logical steps to take if you’re looking to sell to the public sector – one of the most important steps being to get listed on one or more frameworks. Opportunities to do this will be at particular times in the year, which can start to form an action plan.

Around these dates, you must be proactive. Don’t sit back and wait for frameworks to pay off themselves – be active in building a reputation and effectively communicating your solution both online and face-to-face. Write this into your action plan, in the form of campaigns, events, engagement plans, sales targets.

Write it down – what are your goals this year, and how will you achieve them using the tools available to you?

3. Have an effective, targeted preprocurement function

Pre-procurement (or pre-sales) is an important phase in your action plan. Being listed on frameworks and tendering for contracts is important for closing a public sector deal, but it’s also crucial to build strong relationships. Engaging with an organisation about their plans, priorities and challenges prior to a procurement being formalised, can take up to 12 months to really establish a good fit and demonstrate a need that your solution can meet.

Having an effective sales function at the pre-procurement stage means that you can begin to help government Buyers to understand their own requirements and shape tenders. This is what is meant by “avoid bidding blind” – you’ll have a much clearer view of where a tender has come from and what’s happening within that organisation.

4. Build a framework portfolio that’s a business enabler

To access a lot of tenders, or to be buyable via a catalogue, you will need to be listed on Frameworks and/or Dynamic Purchasing Systems. There is no limit to how many you can get listed on, however it’s important to understand how each one works so that they act as enablers and not barriers. Being able to converse with your prospects about your framework portfolio, and how they can buy your services, shows you have the experience and knowledge that a lot of Buyers look for in a potential partnership.

Whether you’re listed on one framework, or multiple, it’s a good idea to have a support system in place to provide advice and guidance when you need it. This can mean the difference between a deal that’s closed or lost to a competitor.

We would narrow this down to:

  • Be informed
  • Be understanding
  • Be buyable

Do ensure your wider team are looped into your plans in the public sector, and that they’ve received the necessary training and support to have effective conversations with Buyers, and write effective bids for Buyers.

Buyability Review

Share

  • LinkedIn
  • Twitter
  • Facebook
  • RSS

Tags: strategy

Advice Cloud Latest

  • Diversity and intersectionality in procurement
  • The future of Education Technology
  • Watch our latest DOS5 webinar
  • G-Cloud & DOS Spending Review to Dec 2020
  • What suppliers need to know about the DOS framework
Tweets by @AdviceCloud

Related Posts

  • public sector strategy

    New year, new public sector strategy?

    We're now into 2021, which means suppliers may be re-evaluating their public sector strategy.

    Read more
  • Toby Gavin Mantis PR

    Why isn’t the media publishing my story?

    Getting onto G-Cloud is only the beginning. Think about the next steps! Here are five things to consider when placing public sector stories, written by Toby Gavin from MantisPR

    Read more
  • About
  • For Suppliers
  • For Buyers
  • Training
  • Spend data
  • Resources
  • Contact Us
  • Terms and Conditions
  • Privacy Policy
  • Cookie policy
  • © 2021 Advice Cloud
wiredsussexchambermembertechukcrownsupplierSussex Business Awards 29Brighton and Hove living wageCyber Essentials CertifiedInnopsis

Advice Cloud Limited | Registered in England | Company Registration no 05776223
Registered Office: Advice Cloud Ltd, 15-17 Middle Street, Brighton, East Sussex, BN1 1AL

We use cookies to improve your website experience. For example we use cookies to show you relevant webinars, content etc.

We have placed cookies on your device to help make our website better. Some of the cookies we use are essential for our website to work.

We also use some non-essential cookies to collect information to provide you with a better experience and to improve Our Site by better understanding how you use it.

You can use this tool to change your cookie settings.

To control third party cookies, you can also adjust your browser settings.