A lot of the business owners I speak to assume that finding public sector tenders is a complex process, not achievable for them. The truth is that with the right strategies, businesses can increase their chances of success. The public sector is being encouraged to use SME (businesses with less than 250 employees) suppliers and last year in Scotland 77% of contracts were won by SMEs. In this guide, I provide ten essential tips to help you navigate the public sector procurement effectively.

1. Understand the Process the Public Sector Use to Buy Goods and Services

It’s important to gain an understanding of how the public sector buy goods and services. Familiarise yourself with the tendering process, this includes how tenders are advertised, evaluated, and awarded. This knowledge will help you identify the right tender opportunities for you and your business.

2. Use Tendering Portals

Public sector organisations must advertise opportunities using key online tendering portals. The public sector must use set procurement portals. This makes it easier to search and apply for opportunities that match your business offerings. In England, the public sector must advertise all opportunities on Contracts Finder or Find a Tender, depending on the value of the opportunity. The Scottish public sector must advertise opportunities on the Public Contracts Scotland Portal, whilst the Welsh public sector must advertise all opportunities on the Sell2Wales portal.

3. Conduct Thorough Research

It is important that you carry out some research to identify the right tenders. It's unlikely that the first tender you see will be a good fit for you and your business. Take the time to research the specific requirements of each tender, including the contract value, any financial requirements, membership requirements, how the tender will be evaluated, and submission deadlines. Not every opportunity will be right for you and your business at the point you look, but by understanding what opportunities are out there helps you to know when you find the right opportunity. This research also helps you to develop a pipeline of opportunities to apply for in the future.

4. Network with Sector Buyers

Some buyers hold or attend Meet the Buyer and Supplier Engagement events. Attending these allows you to build relationships with key decision-makers and sector buyers. Networking can provide insights into upcoming tenders and the needs of public sector organisations, giving you a competitive edge in the tendering process.

5. Focus on Social Value/Community Benefits

Public sector tenders often emphasise social value/community benefits. Highlight how your business can add value to the community or environment, aligning with the social objectives of the tendering organisation. Many suppliers I talk to don’t know how to show this. Normally, after a quick chat, we establish as a small business they are already adding value to both their community and environment.

6. Tailor Your Tender Response

It is important to customise your tender response based on the specification and what your research has told you about the buyer. You must address all questions and criteria outlined in the tender specification, demonstrating how your goods or service meet or exceed the needs of the buyer.

7. Leverage Social Media

Use social media to stay informed about new tender opportunities and industry trends. Follow relevant government agencies and procurement bodies to receive updates on tender announcements and deadlines.

8. Engage a Bid Professional

Consider hiring a professional bid coach/mentor, like BDS, to hold your hand as you find the right opportunity, navigate the procurement portal and develop the best bid you can. Working with the right bid professional will help you to better understand the process and ultimately enhance the quality of your tender submissions. A skilled bid professional will help articulate your value proposition clearly and persuasively, increasing your chances of winning public contracts.

9. Monitor Contract Awards

Public sector bodies should publish the results of the tendering process. This is done through a published Contract Notice. Monitoring contract awards will help you to understand the competitive landscape. Analysing past awards can provide insights into your competitors, what opportunities are out there, and help you to build a pipeline of opportunities you can apply for in the future.

10. Seek Help

Use available resources and support services to assist with the tendering process. Some organisations offer workshops, training, coaching, and guidance to help businesses grow by selling to the public sector.

By following these ten tips, businesses can improve their chances of finding and winning public sector tenders. A strategic approach, combined with thorough research and effective networking, can lead to successful outcomes in the competitive world of public procurement.

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Top 10 Tips for Finding Public Sector Tenders