1. Know where opportunities are published
In England, Contracts Finder lists public sector opportunities above £10,000 for central government and £25,000 for the wider public sector, and larger contracts are advertised in the Official Journal of the European Union. Scotland, Wales and Northern Ireland run their own portals: Public Contracts Scotland, Sell2Wales and eTendersNI. Set up alerts for the categories and regions that suit you.
2. Engage before the tender
Buyers are encouraged to talk to the market before they write a specification, through supplier days, prior information notices and soft market testing. Taking part helps you understand the problem the buyer is trying to solve and gives you the chance to shape a realistic requirement.
3. Get onto the right frameworks
A large share of public spending goes through framework agreements run by central purchasing bodies such as Crown Commercial Service, YPO, ESPO and NEPO. Find out which frameworks your target buyers use and when they reopen, because a framework place is often the only route to the work.
4. Answer the question that is asked
Tenders are scored against published criteria, usually a mix of quality, price and social value. Answer each question directly, back up claims with evidence and relevant case studies, and stay within the word limits. Evaluators can only score what is written on the page.
5. Consider partnering
If a contract is too large to bid for alone, a consortium or a subcontracting role with a prime contractor can be the way in. The Public Contracts Regulations 2015 require 30-day payment terms to be passed down the supply chain, which makes subcontracting a more practical option for SMEs.
6. Always ask for feedback
Win or lose, ask for a debrief. Buyers are required to explain how bids were scored, and the feedback is the quickest way to strengthen your next submission.
For market data that can help you prioritise, see our Procurement Insights, and find out how PSS helps suppliers meet buyers on the Why Exhibit page.