How to identify the right public sector contracts for your business

As a woman entrepreneur with years of experience in business development, I understand the challenges of growing a service-based business. Public sector contracts present an exciting opportunity to expand your reach and secure sustainable income. However, many women business owners like yourself might think their businesses are too small to compete, or that the application process is too complex. Let me assure you—these are myths I'm eager to debunk.

What opportunities do the public sector offer?

Exploring Opportunities: The public sector offers a wide range of opportunities, including low-value contracts worth as little as £12,000 that are perfectly accessible to sole traders and small businesses like yours. In Scotland alone, 91% of advertised opportunities last year were classed as low-value opportunities (typically under £50,000 for goods and services).

Myth-Busting: Contrary to what you might have heard, contracts are not always awarded to the same large suppliers. In fact, last year 77% of contracts in Scotland were won by SMEs. New procurement regulations are specifically designed to ensure fairness and accessibility for businesses of all sizes.

"I initially saw the public sector as my competition. After a consultation with BDS – Business Development and Support Limited, I realised they could actually be my clients. Now 80% of my work comes from public sector contracts." – BDS Client, Business Consultant

How do I identify suitable contracts?

Finding contracts can be straightforward with dedicated procurement platforms such as:

  • Contracts Finder

  • Public Contracts Scotland

  • eTendersNI

  • Sell2Wales

  • Find a Tender

These sites make it easier than ever to search for contracts that align with your expertise. Remember, all notices must be published on a procurement portal.

Portal Tip: For Sell2Wales and Public Contracts Scotland, I highly recommend completing a Supplier Finder Profile. This allows buyers to discover and invite you directly to bid for relevant contracts.

Decoding Contract Notices: When you review a contract notice, focus on these key elements to quickly assess if it's right for you:

  1. Contract value

  2. Contract length

  3. Key deliverables

  4. Experience requirements

  5. Essential requirements

  6. Submission deadline

Choosing the Right Contract Types: Several contract types might suit your business. For example, a 'Dynamic Purchasing System' (which is essentially an approved supplier list that stays open for new applicants) can be an excellent starting point for small businesses entering the public sector market.

How do I know if I can bid for this contract?

Evaluating Essential Requirements: Before bidding, understand what criteria apply. Some contracts will have:

  • Minimum turnover requirements (often a percentage of the contract value)

  • Credit check requirements

  • Insurance requirements

  • No financial requirements at all

For smaller contracts, financial requirements can be minimal, making them accessible entry points.

Understanding Qualification Criteria: Many service-based business owners are surprised to learn they already meet qualification requirements. Typically, if you can demonstrate experience delivering similar services—even from before establishing your current business—you'll meet many qualification criteria.

Each contract varies, so I work with clients to assess specific requirements before investing time in bid writing, whether that's:

  • Insurance levels

  • Professional qualifications

  • Financial stability

  • Past experience.

Optimising Your Delivery Capacity: Consider how you'll deliver the work:

  • What size contracts can you manage independently?

  • Might you need to bring on additional support staff?

  • Could collaboration with other small businesses be your path to success?

Mastering Bid Writing: Writing compelling bids is a skill you can develop with practice. Your unique perspective as an experienced service provider is valuable—you just need to present it effectively. Working with BDS, you'll learn how to showcase your expertise in a way that resonates with public sector buyers.

The BDS approach to bid support

Handholding Rather Than Takeover: Unlike many bid writing services that simply complete applications for you, BDS takes a different approach. Our mentoring service means I work alongside you throughout the process, helping you understand each step so that ultimately, you'll be able to assess and apply for opportunities independently.

Our collaborative process:

  1. Opportunity identification and evaluation

  2. Assessment call to determine if it's right for your business

  3. Exploration of each part of the opportunity

  4. Draft development with thorough feedback

  5. Final submission preparation

  6. Evaluation call to learn and improve for future opportunities.

Next Steps for Your Business

Successfully entering the public sector market starts with finding the right opportunities, assessing your readiness, and accessing appropriate support. By following these steps, you can position your business for sustainable growth and increased visibility.

Ready to take your first step?

Contact BDS – Business Development and Support today to explore how we can help you navigate the procurement process and achieve your business growth goals.

Shiona Campbell