Busting the myths it's difficult to find and win work Part 2

Are you struggling to grow your business?  I know some business owners I speak to are struggling to grow their business. Most business owners I speak to have not given much consideration to selling to the public sector. Why would you? It’s complicated, your business is too small, the cheapest supplier will always win, the reasons not to go on.

What if I told you, these were myths? That the public sector wants to buy from you! Join me over the next few weeks while I bust these myths. So far, we’ve busted the following myths:

  • Public sector only buys from bigger businesses

  • Lowest price will always win a contract

  • Contracts always go to the same suppliers

  • You cannot contact/engage with buyers during the procurement process

  • Public sector clients aren’t worth the effort

  • You can cut and paste your response from one tender to another

  • Its difficult to find and win work.

Ok I admit we only covered the first part of that last myth last week. So, this week I’ll cover the second part of it.

It is difficult to find and win work.

The reality of this myth is that completing a bid/tender is a process and there are ways to maximise your success.

How can I win work?

  1. Choosing the right opportunities - I think the most important part of this is choosing the right opportunities. Key is understanding what you both can deliver and what you want to deliver. I always start by talking to clients about what they currently sell and where they currently sell to – both geographically and customer-wise. I’ve developed this download which takes you through elements which will help you to understand your current business.

    So, by understanding what you can deliver means that you will know if an opportunity is right for you and your business.

  2. You can download our guide which takes you through the areas to consider.

  3. Develop a bid library. This is a library of commonly used information. This will include insurance certificates, accounts, memberships, CVs. It should also include testimonials, examples of projects carried out, etc.

    A few weeks ago we busted the myths that you should not cut and paste answers from one tender to another. Keeping an updated library will mean that you should have information that will help you to answer commonly asked questions.

  4. Develop a bid pipeline.  If you are bidding on a semi-regular basis, putting together a pipeline for contract renewals and any important bids allows you to plan ahead and be prepared so that you are not blind-sided at the last minute.

    The first steps to developing your pipeline is keeping a record of all opportunities you consider. Contract start and end dates, details of the contract.

  5. Project plan the response to all tender/bid applications. Responding to bids and tenders is not always easy but it is a process.  

  6. If you submit a bid, ask for feedback. Whether successful or unsuccessful.

TOP TIPS

  1. Evaluate possible opportunities to understand if they are right for you and your business.

  2. Project plan your response to the Invitation. Do you have the time to respond to this?

  3. Ask for feedback – make changes to your process if needed.

What are you waiting for?

Don’t forget to download our free guide which takes you through the first steps to take in preparing to sell to the public sector. Or book a Virtual coffee. We’ll talk to you about your business and the opportunities available to you and your business.

Shiona Campbell