Congratulations to all of those successfully listed on the G-Cloud 14 framework! On 18th November our CEO, Chris Farthing, hosted a webinar attended by those awarded a place on the framework to help them prepare for the 18 months ahead. The informative webinar was focused on the requirements, changes made to the framework and actionable tips that sparked an insightful Q&A session.
We’ve worked on all G-Cloud frameworks since its 5th iteration, making our team the framework specialists and public procurement experts to dish out advice.
What’s New with G-Cloud 14?
Chris explained during the session that the framework is scheduled to run for 18 months from 29th October 2024, with no extension period. Call-off contracts completed through the framework will initially last up to 36 months, with the option to extend by 12 months.
Financial criteria had been introduced to Lots 1-3 for the first time, making it challenging for some suppliers to get onto the framework. This was to ensure suppliers were financially stable and viable partners for the public sector. Suppliers were required to demonstrate insurance levels during application, rather than during contract award. With only 4,000 suppliers and 42,000 services being listed for G-Cloud 14, compared to 5,000 suppliers and almost 50,000 services being listed for G-Cloud 13, this was one of the most challenging G-Cloud frameworks to get onto!
Even though G-Cloud 14 has only just opened up, market engagement has already commenced for G-Cloud 15(!), which Chris describes to be ‘fundamentally different done under the new regulations.’ If under the new regulations and an open framework, it is likely that G-Cloud will continue to be released as version 1, version 2, version 3 etc. of G-Cloud 15. So, watch this space!
What is Buyability™?
We coined the term ‘buyability’ to address the issue of suppliers not being buyable. Improving buyability is about removing blockers and streamlining the process of buying your services via government procurement processes and frameworks.
If you first hear of a G-Gloud contract as an award notice to a competitor, then you likely have a buyability issue! A good engagement strategy and listing helps mitigate this, as a vast majority of the work is done via direct award.
The first step to improving your buyability, is understanding the buyer cycle:
- Buyer conducts early market engagement
- Buyer searches G-Cloud using keywords/phrases reflective of their requirements
- Buyer creates a shortlist from their searches – usually 3-5 suppliers
- Buyer can ask suppliers clarification questions (no negotiation)
- Buyer evaluates listings using their pre-set evaluation criteria
- Buyer awards contract to Most Economically Advantageous Tender (MEAT), however this will be changed to Most Advantageous Tender next year
OR
- Buyer finds a supplier that matches their technical and commercial needs, thus direct awarding the contract. Good to keep in mind that this happens around 70-80% of the time!
Buyers will often use G-Cloud as a buying mechanism after engaging with the market. Buyers can use meetings and webinars to let suppliers know their needs, however proactiveness is the best approach. This means a strong sales and marketing strategy is required – engage with buyers upfront to understand their needs, pitch your product/service appropriately and provide details around your G-Cloud 14 listing.
Top Tips for the G-Cloud 14 framework
- Avoid making your service summary or service name too short
- Ensure terms are searchable – don’t use branded terms for your technology
- Avoid using overly salesy, marketing and technical language – simply explain what the product or services does
- Avoid referencing links throughout the listing that won’t work – it can be considered non-compliant
- Provide clear (and compliant) pricing
- Understand how your Lot works – especially Lot 4 – and share this with your teams
- Check the listings of your competitors
- Use the spend data
- Ensure your service definition is up to scratch
- Be proactive NOT reactive!
Things to Consider
- Are you paying attention to your social value? Under Procurement Policy Note 06/20, 10% of an awarded contract has to be attributed towards social value
- Do your potential buyers know who you are? Have you targeted them with marketing initiatives?
- Do you/your teams know and understand how the framework works? Understanding the framework can significantly boost your sales, as you may have to explain the framework to buyers
- How easy is it to understand your security? How does your cloud security align with cloud security principles and NCSC guidance?
- Do you have a sector specific sales and marketing plan? Will you take the partner route or a direct route?
How we can help
With our annual, affordable Procurement Plus membership, we give you access to our experts whenever you need them – perfect for G-Cloud suppliers! We can help you navigate tricky procurement processes, call-off contracts and help with value proposition when you need it. Book a chat here if you want to know more!
If you don’t require a full at-hand service, we instead offer buyability reviews to ensure your Lot 1-3 listings are optimised for your target buyers. With our quick, free and easy buyability assessment, suppliers can check their buyability score. This tool is also available to book in your buyability check in with us!
