9 Steps to G-Cloud Service Definition Success
Congratulations you made it onto to G-Cloud 10! But what about that pesky service definition that you pushed to the back of your mind on the 23rd of May?
Well, we know better than anyone that the application process can be challenging and time consuming. Not to mention you are up against the wire with there only being a few weeks to get your application submitted. So, we don’t blame you if you didn’t submit a service definition after all they are optional…but now you have some time it really is worth putting the effort in.
Our recent analysis of G-Cloud 9 suppliers shows that 29% of suppliers with no sales had a missing service definition and 43% had a low quality one. Your service definition is not your traditional sales brochure, it is meant to provide an overview of the service on offer and compliment your listing.
So, how do you get a good one?
1) Don’t be too salesy.
We say this until we are blue in the face to suppliers, within this document no one cares if you are the market leader or what awards you have won. Save those achievements for your website. Think functional not fun 😉
2) Do you have a value proposition?
A value proposition can show that you have done some research into the current public sector situation and have identified a problem that you can solve.
3) Overview of your service
What are you listing? Include here things like your key service capabilities and benefits of what you are delivering.
4) Data protection
Given the current data obsessed landscape and increased focus on data protection, it really is a good idea to have a section dedicated to how your organisation is committed to protecting the data you hold. You could mention any security accreditation’s you have and any proactive measures you have implemented as a result of GDPR regulations.
5) Using your service
Seems obvious but detail your ordering process as well as any on-boarding or off-boarding processes you have in place. If you’re a SaaS or hosting supplier, you could include any Service Level Agreements or any financial recompense that you offer for not meeting them.
6) Do you have any technical or customer requirements?
If so, put them in. These could be as minor as access to the internet or it could be the provision of other resources that need to be provided by the client.
7) Termination process
Describe your approach to termination include specific clauses, rights, obligations, and responsibilities, you can take these from your T&C’S.
8) Previous experience – this is a biggie!
Too often we see suppliers forgo the opportunity to talk about previous work they have done with the public sector or even the private sector. If a buyer is comparing two suppliers, your previous endorsements might be the thing to swing it for you! Include some case studies, preferably public sector but private sector is also good.
If you don’t have any case studies, why not include some client names or testimonials? You can only stand to gain from previous client’s positive experiences of working with you.
If you didn’t bother to submit a service definition, didn’t have enough time or even submitted something you aren’t entirely happy with, you can change it! The tips in this blog should get you on your way to having a service definition that is spick and span.