Webinar: Find your perfect buyer and get to know them
Join us for the first in a series of ‘Winning public sector business’ webinars on the 7th of March, find out how to find your perfect public sector buyer and get to know them!
Jos Creese, the former CIO/CDO, now Strategic Adviser at Advice Cloud
As part of our commitment to helping SMEs win government contracts, we have decided to run a series of webinars covering some of the stumbling blocks suppliers face when selling to the public sector. The first webinar covers one of the most important elements of winning public sector contracts, having a well-defined target market and knowing your buyer.
Many businesses that come to us say they “target the public sector”. Our first question is “ok, but which departments and how much do you know about them?”. No one can afford to target everyone! This is particularly true when it comes to SMEs where resources are scarce.
Often the public sector is a side-line business, a secondary vertical that gets neglected. This is a paradox when you consider that over £2.6bn has been spent on tech on the Digital Marketplace alone and over 45% of this was on SME products and services. There is money to be earned but SMEs need to start with a clearly defined public sector audience to effectively compete with larger companies.
To get on the right track of defining your target market, join our experts on the 7th of March and find out:
- How to use spend data for target market analysis – Have you already checked out our Spend data tool? If you haven’t you should! Using data to inform your sales strategy is a must! But how to go about it? In this webinar, our MD Chris Farthing will walk you through our Spend Data tool and show you how you could use it for market analysis in particular.
- What’s eating government? – We always emphasise that when selling to the public sector you should sell a problem solution, not a technology product. But what are the problems you need to be solving? Join our Strategic Advisor Jos Creese and find out the current most common issues that government is tackling.
A bit about the presenters:
Jos Creese, Strategic Advisor
With over 30 years IT leadership experience, Jos has held a number of CIO roles and non-executive director positions. He was CIO and latterly CDO for Hampshire County Council, leading a range of ground-breaking shared services and achieving national recognition with a range of awards for IT innovation. Jos has set up and chaired the Local Public Service CIO Council and has worked with central government on a range of strategic programmes such as open data, ID cards and supplier negotiation.
Chris Farthing, Managing Director
Prior to setting up Advice Cloud in 2014, Chris had been involved in Public Sector procurement for over 20 years in sales, management and consultancy roles. He has worked for the likes of DEFRA and The Metropolitan Police Service and has extensive experience in local government working with Brighton and Hove City Council, East Sussex County Council, Croydon Council and many more. This year Chris has been elected to be on the TechUK Central Government Council (CGC).