How can tech companies procure business within the Government sector?

Insights on Winning Government Contracts for Small Businesses!

‘Government-as-a-Platform’ has become quite a popular term in the recent times. The advancements in the technology are creating newer opportunities for the public sector. It will transform their working and enhance their service delivery. Not only that, it aims to help the government to balance the costs and services.

A digital platform designed to streamline government operational and administrative tasks is the best thing since sliced bread. With the technologies like IoT (Internet of Things), AI (Artificial Intelligence), and the speed of 5G knocking the doors, the future seems to hold a great potential.

A government can never be free from the pressure of budget cuts and shifting citizen expectations. They are always looking for ways to enhance the outcome with limited resources.

On the other side, we have tech startups and SMEs bidding to support the government and in turn, also make a place for themselves in the market. The recent Digital Marketplace report states that the small-to-medium sized enterprises have acquired 48% of the total digital services sales until the year 2017. The government contracts for small businesses via the G-Cloud framework account for around £1.4bn since it was formed. And, the figures are increasing every year.

From 2012 to till now, the government and other public sector organisations have spent more than £3bn on digital, data and technology services. The new version of G-Cloud 10 is estimated to be worth £600 million. New companies have a huge scope to bid and win the contracts to support efficient and effective public services. Thanks to the tech firms that work with the authorities to ease their work as well as benefit the citizens. But, it doesn’t come that easy!

The race to winning government contracts for small businesses has its own rules and procedures. Mark Eves, the CEO of iTouchVision, has worked closely with the local councils and the government authorities to reform their working. He shares his experience of what it looks like to enter the market and work with the public sector organisations.

Here are the expert insights from our conversation-

Know the channels

Generally, the public sector organisations place their requirements on the channels like Digital Marketplace and Contract Finder. It is important for a supplier to be present on such platforms. There is no direct advertisement. These platforms serve as a medium to connect the government with the suppliers. They can evaluate them and buy their services. A company can only bid on the platform after registering and fulfilling the criteria.

Aim to address the problems

Your solution should be helpful to the government in real terms. To make it happen, the supplier company should do a deeper analysis. Understand the actual problems and inefficiencies. Know what they are facing and then let your solution help them. It’s not only about selling your product or services but ensuring that it’s of real benefit to the government. Otherwise, it may be of no interest to them.

Risk factor

The general tendency in the public sector is avoiding the risks. They may not want to take a risk with a new company with no exact records. A supplier company should have the well-proven solution. Innovation is welcome but experimentation may not be! Provide a guaranteed solution that applies to their working and meets their requirements. The company can also consider a tie-up with the third-party agency or service provider. This may be helpful to get recognition in the initial period.

Focus on the tenders

This is very crucial. Tender plays a key role in winning the government contracts. A tender states and captures every detailed requirement of the expected solution. The company must go through the minutest detail, give point-to-point answers and explain their solution. There is room for hidden aspects. The more you get the tender right, more are the chances. Fair and square!

Local legislation and compliance

There is no space for anything illegal. A company bidding for the government contracts should abide by the rules. They should be aware of the legislation and applicable laws pertaining to their services. A solution offered to the government should always be in compliance with the local legislation. For example, every firm now needs to take care of the upcoming GDPR regulations.

Transparency and delivery

Be clear and bid for it. The government desires for transparency in every aspect. They are using taxpayers’ money and are answerable to them. A company should be clear and transparent about its solution, costs, and duration. Also, it is recommended to go for small-and-quick deliveries than taking ages that may put your service in question. Understanding the budgetary needs should also be taken care of.

Consistent support

This step comes in the post-winning strategy. Once a company has been awarded any government contract, it is their responsibility to fulfil it on time and provide them with complete support. There is a difference between the staff culture in the private and the public sector. Understand their needs and develop a user-friendly solution. Proper training, support documents, on-site visits, and regular feedback are mandatory for the ultimate success. Be in constant touch!

Referrals and case studies

A customer is not just for Christmas! A happy client will help you earn more business through further projects and referrals; this is more prevalent in the public sector. If you’re successful at delivering the expected solution and outstanding support, then you’re in the game. Create case studies and be in the network to repeat business and earn new ones.

Prepare. Personalize. Provide.

In 2016/17, CCS (Crown Commercial Services) was successful in delivering £725 million in savings for the government including commercial benefits for taxpayers with the digital frameworks. Considering these figures, there is more to explore for the government and the tech firms. Both need to work together to bring the desired change. For the tech firms, they really need to be up and prepare with proper research, personalize the product plan accordingly and provide a solution that addresses the pain points. We have always followed a standard, flexible, and timely approach to help our clients. No doubt, it has always been a great experience.

Let’s go digital!