Don’t jump on the multiple listings bandwagon
We often get asked if it's better to focus on multiple listings. So we answer the question: What should suppliers consider when picking what to list?
With G-Cloud 12 opening for supplier applications very soon, suppliers should now be getting everything in order to get listed (or relisted if they already use the framework!). With many suppliers on the framework having services on G-Cloud adding up way into the double digits – suppliers need to ask themselves if they’re creating unnecessary work. In this blog, we’ve taken a look at why suppliers shouldn’t just copy the big companies in submitting lots of services – and should put the effort into making fewer exceptional ones, rather than a lot of mediocre ones!
Don’t over-do it
It’s important for suppliers to work with the resources they have. 297 suppliers on G-Cloud 11 have 20 listings or more. With a lot of these in the triple figures! Now, not every company is going to need that many listings, and it might be a considered a ‘visibility’ things – the more listings, the more chance of appearing in searches, right? Not necessarily. A lot of services listed on G-Cloud are filterable, whether by Hosting, Support or Software, or by Public and Private. It’s also important to remember, that utilising keywords within a services Features, Benefits and introductory paragraph is the best way to appear in buyers’ search results.
It’s also down to how much time and resources a supplier might have. With G-Cloud 12, Service Definitions are going to become mandatory for each service listed. These are multiple page documents going into more depth about the service, and what buyers can expect. These take a fair bit of time to get right and are a very important part of a suppliers listing. Completing one of these are multiple listings, if you’re stretched for time and resources, can be a big ask.
On a side note, 36% of listings on G-Cloud 11 do not have Service Definitions – that’s a lot of work for G-Cloud 12 to catch-up for some of those companies!
You can list on different Lots
It might be that a supplier can provide different cloud services and technology to the public sector. Don’t get us wrong, each defined solution should have its own listing. Contrary to what some suppliers think, and contrary to CCS informing suppliers incorrectly in 2019, a companies services can be listed in any of the three Lots independently. So, if a supplier can provide Hosting, Support and Software? Put those as three different listings within each respective Lot.
How should I list?
Suppliers need to focus down on the key services they provide to the public sector – and put these into their service listings. As we said, suppliers can put their services in different Lots and make sure they’re covering the scope. However, they need to spend time looking at competitors and how they can be found in searches. After all, with the prospect of buyers being able to directly award to competent and lowest price suppliers if they come up as the only supplier, it’s definitely worth spending the time on.