How to get the most out of frameworks like TS3
Technology Services 3 is a big opportunity for suppliers if they use it right. Here's some tips!
Technology Services 3 is now open for applications. A highly competitive framework to apply for, it has a lot of promise if you get listed. Suppliers may be asking how can they make sure they’re making the most of the framework.
Here, we point out three things suppliers should be aware of going into frameworks. So, if you’re new to those like TS3, or not currently doing the business, read on…
Manage your teams
The most important thing about making a success of Technology Services 3 is how you invest your time. This means bringing in the appropriate people at the right stages. During the application stage, you’ll want to make sure you’ve got people involved who can answer the technology-based requirements, as well as those who make decisions on pricing and maybe even marketing personnel too.
You might think that adding more cooks in the kitchen might not make everything worthwhile, but the more effort at the application stage means more chance of getting listed on a highly competitive framework like Technology Services 3. There’s nothing worse than spending lots of effort on an application for it to be easily rejected on submission – spend the time on getting it right and increasing your chances of getting listed.
Put the effort in
This goes without saying but trying to cut corners will definitely hinder your success with procurement frameworks. This doesn’t just mean the application stage either, which as we mentioned requires some devoted time and people, it also means putting frameworks into your public sector strategy.
You have to be spending the time after it goes Live making sure you can create great bids, proposals and get the word out that you’re doing business with public sector organisations.
The more focus on your strategy and where frameworks like TS3 sit, the more chances of success and ROI.
Know what you’re doing when it goes Live
This is almost a culmination of everything we’ve mentioned so far. Have the right teams involved, who are willing to put the effort in and make sure they know how to maximise your listing on the framework. Ensure those who are in charge of crafting the bids know how to write responses that the public sector will love. Getting accepted on to Technology Services 3 is going to be tough – it’s a competitive one! – but winning the business when listed also requires a good understanding of what buyers look for.
It’s also important at this stage that you’re not just applying for anything and everything. Buyers will send opportunities/tenders to the relevant Lot (further competition), but it doesn’t mean you’ll be able to deliver everything that’s sought after. And that’s okay. Spend your time qualifying the right opportunities and make sure you can hit the requirements.
Yes, TS3 has Direct Award available in 4 out of the 5 Lots. This means buyers can narrow down their searches and award contracts to the appropriate supplier that meets their criteria – normally only if it’s straightforward. But suppliers shouldn’t be just waiting around for this, as more bespoke and complex requirements will be run as further competition.
These are some key suggestions in order to make sure you’re getting the most out of TS3. All frameworks that suppliers use to sell to the public sector should be seen as enablers and tools rather than the end of the journey, in our opinion. To get that ROI, it’s about making sure your strategy is finetuned and the effort is being put in from the start!