Selling to the public sector is just like selling to any other company, you just have to understand the customer. You need to understand their buying policies and procedures research the opportunity and develop reasons why they should buy form you. It is vital to establish what the organisation expects of its suppliers and to ensure you have those measures in place.
Who is the public sector
- National Health Service
- Local Authorities
- Government Departments
- Ministry of Defence
- Northern Ireland Assembly
- National Assembly for Wales
- Scottish Executive
Although all these organisations operate under the same policies and procedures and buy similar things, it is not a single market. In essence the majority operate and purchase differently, although consortia do exist and more recently central government departments have started to collaborate in their purchasing requirements.
Finding out about opportunities
All public sector business is subject to European regulations to ensure that business over certain values are advertised for all to access. But all public sector organisations have rules and regulations in Standing orders and Standing Financial Instructions to ensure probity in all contracts and transactions.
There are many avenues to explore to obtain access which all take time. Please see our contract search page, for an easy assessable service.
Are You ready?
The public sector has certain procedures and checks that apply when selecting suppliers, including financial standing, business insurances, and business probity. They will also require evidence that appropriate policies are in place and used. For example:
- Health and Safety Policy
- Quality assurance Policy
- Equal Opportunities Policy
- Environmental Policy
And that you have the technical capacity, customer care and suitable references to confirm past performance.
You will them have to consider the more commercial aspects of the tender bid, prices and the technical capacity to be able to perform to a specific criteria.
If unsuccessful you can always get feedback on your bid to ensure improvement to future bids.