In the current business environment, with the fierce competition and volatile market conditions making it increasingly difficult for companies to find a solid footing in their respective niches and achieve growth targets, government contracts can serve as a powerful tool for overcoming these common challenges and ensuring sustainable development.
Unfortunately, many small and medium-sized businesses (SMEs) are still reluctant to enter the race for winning government contracts, either because they fear change, aren’t aware of the advantages, or because of perceived barriers to entry, not knowing how public sector tendering actually works.
However, the public procurement regime in the UK has become significantly more inclusive and innovative in recent years under the new regulations introduced by the Procurement Act 2023, which favour and facilitate the participation of SMEs. This means it’s now easier than ever for smaller enterprises to find a government tender and take advantage of the perks that come with securing public sector contracts.
So, if you’re an entrepreneur looking to take your business to the next level, you might want to find out how partnering with government bodies can benefit your company.
Venturing into Public Sector Tendering
As someone who has only ever worked in the private sector, bidding for public sector contracts can feel like stepping into a brand-new realm. That’s because selling goods and services to public sector entities comes with strict rules, requiring you to adhere to certain norms and follow procedures that differ from those in the private sector.
You’ll be competing with other vendors and suppliers to win contracts with different buyers in the public sector. This includes organisations that fall under government control and conduct non-profit activities in areas such as healthcare, education, transportation, waste management, regional and national administration, etc. with the purpose of serving the community.
Public sector tenders allow public bodies to acquire goods, services, or work from privately-owned companies by entering legally binding agreements with them, after following a set of strict procedures.
It all starts with one of these organisations issuing a public contract notice, informing suppliers of their procurement needs and giving interested parties the opportunity to bid for the contract. To submit an offer, you need to examine the terms and conditions for the procurement carefully and follow the instructions outlined in the tender precisely. The issuing party will award the contract to the vendor that meets the necessary requirements and submits the most advantageous bid.
Access to New Business Opportunities
One of the main reasons for pursuing contracts in the public sector is the ample business opportunities they provide. Since these contracts are made public on government platforms, they are easily accessible to suppliers, allowing all those who are interested to bid for them. As long as you meet the eligibility criteria and fulfil the requirements laid out in the tender, you stand a good chance of winning the tender.
This levels the playing field, giving smaller market players the chance to compete for public contracts that were once out of reach and ensuring fair and transparent practices. All the information regarding tenders is publicly available, and you will receive feedback on your application, even if you don’t win the contract. Things work differently in the private sector, where buyers are under no obligation to make their procurement needs and processes public and can choose whom they want to send tender invitations to.
The UK public sector spends over £350B on procurement each year, which makes it the largest buyer of goods and services in the country. Therefore, government contracts can serve as a gateway to diverse markets and industries with consistent demand and buying power, helping you unlock lucrative business opportunities and expand your customer base considerably.
Steady and Reliable Income Stream
When you’re a small or medium-sized enterprise, revenue fluctuations are one of the biggest challenges you have to deal with. These variations can make it difficult to plan for the future and maintain a steady pace of growth for your business. The good news is that government contracts can address these concerns to some extent.
The fact that the UK public sector publishes over 50,000 contracts each year, many of which require multiple suppliers, ensures there’s always work available in this space. With government organisations having a constant need for products and services, many of the contracts they sign with vendors and suppliers tend to span several years. These long-term commitments guarantee repeat work and can turn into a steady source of revenue for your business.
What’s more, low-value tenders account for over 70% of the contracts issued by government bodies, which increases accessibility for SMEs. A stable cash flow and increased revenue coming from the public sector can help you overcome market downturns and keep your company thriving in the long run.
Enhanced Reputation and Visibility
There’s more to public tendering than securing new business and boosting profits, although these benefits are in and of themselves quite remarkable. Winning government contracts is also a great way to differentiate your business from the rest and thus earn a competitive advantage, which is not a small thing to achieve in a time when most companies compete for the same customers.
Entering a contract with a public organisation is often seen as a vote of confidence. If you are deemed good enough to supply products/services to the government, you are perceived as a trustworthy and dependable company.
Moreover, becoming a supplier for the public sector also comes with significant opportunities for networking and collaboration. Many public sector contracts involve multiple vendors and other government entities, which gives you the chance to broaden your professional network. The people and organisations you interact and connect with in this environment can lead the way to new contracts and work opportunities.
Last but not least, securing government contracts also communicates to investors and lenders that your business is reliable, facilitating access to loans and funding.
There’s a lot to gain from collaborating with the public sector. So, if you want to accelerate business growth, joining the public procurement landscape can be the right solution for you.