Public sector business can be extremely competitive, with taking part in the tendering process often being the only way to get a seat at the table. However, public procurement can also be incredibly complex and, without a full understanding of the rules and regulations, it can seem difficult to be able to enter the competition to win public sector business.
One way to get ahead of competitors is through early engagement – talking to buyers ahead of the official procurement process, during the scoping and preparation phase.
By making contact with public sector buyers earlier, you stand to position yourself as an influencer and thought leader, instead of just another commercial supplier.
Remember, procurement officers and those writing the requirements are often not experts in the goods, works and services they require. Proactive conversations can support their understanding and change the direction and ultimate requirements of the specification itself – something that could work in your favour if you’ve helped to shape it.
Read on to find out more about early engagement processes.