Special Feature
How Your Business can Break into Public Sector Work By entering the world of bidding for public sector tenders, you’re giving your business the opportunity to reap the benefits of long-term stability, new revenue streams, corporate growth, expansion, and so much more. Here, we explain why you should consider tendering for public contracts, how to write a compelling bid, and some of our top tips for winning your dream contract. What are the benefits of winning public sector tenders? Although public sector tenders have long been a favourite for larger businesses, the government has recently taken steps to ensure that more SMEs can access and win these valuable contracts, with the UK government promising £88 billion to be spent through SMEs this year. The benefits of diversifying your customer base through public sector contracts are plentiful, and here’s why. 1. Securing a pipeline of work Since Covid-19, the private sector has experienced a marked decline in the number of private sector contracts available. If businesses are to continue to grow after this impact, then they need to identify new sources of stable income. By bidding and winning public sector contracts, SMEs can guarantee themselves a secure pipeline of work from reliable organisations, ensuring longevity and ultimately, economic recovery. Although the private sector can produce lucrative projects, there is no guarantee the work will always be there. 2. Favourable payment terms Since 2019, the UK government had guaranteed that their suppliers be paid 100% of what they’re owed within 30 days. By ensuring prompt payment, it helps to support the supplier’s cashflow, business performance, and productivity. No late payments! 10
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3. Gain experience and grow your business By winning contracts to supply goods or services to a public body, your business can increase your revenues, cement your reputation as a supplier, and attract and retain great staff. The guaranteed revenue that the public sector provides gives your business the breathing room it needs to support longevity and operational growth. How to write a winning bid Writing compelling and winning quality responses to tenders is vital to your tender process. After all, the whole aim of getting involved with public sector tenders is to win them! Before you start, make sure: 1. You know your deadlines Time management/bad timing can be a huge problem for bid writers. Before you get started, make sure you double check your deadline and read the tender timetable so you can start planning effectively. 2. Assess and digest Before you leap into the application process, take the time to digest the details of the project and what it entails, making sure that your company is truly the best fit. Even if you decide not to go with the project, eventually it will save you time and money instead of applying for a project you weren’t suitable for. 3. Do your research It’s vital that whoever is writing the bid to research the buyer and understand
what the company usually looks for, what they value, and how they can best procure the required service. It’s also important for the bid writer to research the competition to spot weaknesses, working them into your strengths to give you the competitive advantage. 4. Think ABC, ‘Accurate, Brief and Concise’ Time and time again, too many bids are written with generic ‘fluff’ instead of the specifics about how you’re going to procure the required service, and why you’re the best fit. Buyers don’t want to read paragraphs full of well written prose, they want numbers and hard facts. When you’re writing a bid, get straight to the point and tell them exactly how you’re going to deliver the project. However, make sure you achieve a balance. Don’t fill your bid with industry jargon the buyer won’t understand, make your content accessible and easy to understand. 5. Proofread, proofread, proofread Even if you’ve written a great bid, silly spelling mistakes and bad grammar won’t come off well to the buyer; it implies carelessness and a lack of attention to detail. Before you submit your bid, make sure you’ve proofread it more than once. Our top tips on how to win public sector tenders • Introduce yourself There has never been a better time for SMEs to get involved
Building & Facilities Management – September 2021
