Smes: How To Win Public Contracts In The Uk

As an SME, you stand a good chance of winning public contracts

, provided you get timely information and are able to take effective, affirmative action. You need to prepare a detailed bid, providing convincing replies to all the points mentioned in the published tender document.

Small and medium-sized enterprises (SMEs) in the UK now have more opportunities than ever before to participate in public tenders. The Government has framed favourable policies to help widen the share of SMEs winning public tenders; it is up to them to make the most of the opportunities available.

To raise their participation in the public sector marketplace, it is important for SMEs to arm themselves with the required business intelligence. They need to keep abreast of the latest developments in the sector so that they can strategise accordingly. This means getting early notification of tender notices, providing enough time to compose a winning response.

Legislative guidelines regarding tender opportunities do not differentiate between small, medium-sized or large suppliers. All the issuing authority seeks is satisfaction regarding a bidders ability to deliver. If SMEs are able to provide evidence of their capability to deliver consistently, there will be no practical hindrances to them being awarded contracts.

Where several companies are on an equal competitive footing regarding their capabilities, business intelligence will make the difference. Businesses themselves can constantly monitor the market to identify new trends in specific areas. However, with most of their staff busy with their core jobs, they dont usually have enough resources to spare for effective intelligence gathering. A better option is to work in collaboration with a business intelligence service which can provide the latest news regarding their business sector and upcoming tenders. This can be done at minimal cost, without committing valuable human resources to cumbersome information analysis.

There are business intelligence service providers which can alert your company to new public tenders. By obtaining timely information about tender requirements complemented by information on market conditions, you will be better able to strategise, increasing your chances of securing new contracts.

Another essential step is to gain an understanding of the processes and procedures used by the authority issuing the tender. You need to apprise yourself of the legislative framework within which public authorities are required to act as well as the criteria against which the tender bids will be evaluated.

You must know how to demonstrate your companys expertise without being voluminous in your reply. You need to answer the tender document step by step so that it becomes easier for the evaluators to take stock of it. And you must adopt a neutral tone when talking about your achievements do not go overboard. If you are accredited, mentioned that fact it will help you establish your credentials as a reliable supplier.

Procurement guidelines in the UK require the contracting authority to ensure that all participants have an equal opportunity to state their business case. If a company has prepared their tender response in an appropriate manner, then they will stand a good chance of getting shortlisted.

The legislation requires contracting authorities to include a minimum mandatory standstill period of ten days, to enable unsuccessful bidders for Government contracts to seek clarifications, if they desire. Unsuccessful bidders will be informed of the outcome of the tender evaluation and offered a debrief.

by: Fiona Campbell

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