Here at Advice Cloud we often talk about the importance of frameworks such as G-Cloud. However, listing on G-Cloud isn’t the final goal – and shouldn’t be considered such in a supplier’s plan. For a supplier, getting their services onto the framework is a step towards an overall wider outcome: doing more business with the public sector.
Putting G-Cloud into a public sector strategy
As we said, just like any other framework, G-Cloud needs to be a part of a company’s overall public sector strategy. With over £12bn worth of sales taking place through G-Cloud, the business is there – but there are over 5000 suppliers on its current 13th iteration. Just being a part of the list doesn’t mean you’re going to get the business.
Suppliers need to ask the following questions: How are you going to market yourselves to the public sector? When should you encourage buyers to procure your services through G-Cloud? How can a public sector buyer find your services when they need a solution?
A lot of making a success of G-Cloud is about getting your services out there and known to the public sector – prior to them using G-Cloud. This means that when it comes to them needing a supplier to help, they’ll know where to look.
This includes going to the many events that take place each year based centred on the topics of digital transformation and procurement in the public sector. Some of these are held by Crown Commercial Service themselves, including supplier-engagement sessions for the many frameworks and Dynamic Purchasing Systems they run. There are also organisations such as techUK, who hold many events based on helping companies tackle the public sector and to get networking.
It might go without saying, but social media is a great way to connect with potential buyers – and to promote your success and participation in the public sector market. Especially on Twitter or LinkedIn, where many procurement leaders are very active. See what discussions are taking place and get involved!
Does your company know you’re listing on G-Cloud?
If your marketing department doesn’t know that you’re on G-Cloud they will not be promoting it – simple as that. Think of it this way: you’ve been awarded on to a great route to market that can drive business and you haven’t spoken a word about it in your marketing materials. If it’s not obvious to Government Buyers that you are indeed listed and familiar with how the framework works, they could pass you by as a feasible option. Meaning you will lose out on business. Your marketing team is best placed to get that message across in the best way.
Your sales team should also be in the know. If not, they are missing out on a potential selling point for your services. Switched-on Government buyers know that they can procure quickly through G-Cloud. If they are interested in your product or services, hearing that you’re on G-Cloud will give them that quick procurement route, and make them more likely to put the money down.
Having the G-Cloud know-how can sometimes make or break a sales call or pitch. Your Sales team could come out of that meeting feeling like they demonstrated their procurement knowledge and how they understand the challenges buyers face. Or they can come out not even mentioning how the buyer can actually buy your services. Which one will build more trust with the buyer?
So, there you have it. Some useful tips to get you started on making the most of G-Cloud and kicking off your procurement journey on this framework the right way! Working out how your time and other resources to hand is key, too. So, if you feel you don’t have the capacity to put the effort in that G-Cloud deserves – then it may be time to consider external support.