Tips for public sector tendering

Most training providers will have an eye on the public sector and will want to provide training to different public bodies, including government departments, as part of their growth strategy. It’s good to have an overall strategy for public sector tendering and these tips can help you shape that approach. This isn't an exhaustive list and there are more things that you can do to improve your chances of success but these should give you the basics and an idea of where to get started!

?Be realistic

Begin with smaller sized contracts and look at opportunities under ￡100k to start with. These are often more frequent and have a ‘lighter touch’ to procurement so are more accessible for smaller training providers. Several of these are often a better choice than a single larger value contract. Use these to build a track record of success before bidding for larger scale contracts.

Be aware

Make sure you are using tender trackers to monitor latest opportunities but also keep a record of any market engagement events or supplier webinars that you can attend as well. Being prepared for what is due to be released helps you plan your responses without feeling overwhelmed and rushing to complete them. There are lots of portals for public sector procurement and it can be easy to get overwhelmed so keep your eyes peeled!

Be yourself

Use your track record and past successes to show how you can be more flexible, responsive and commercially attractive than larger providers. As a smaller provider bidding for contracts under ￡100k there are several advantages to being more agile, use these in your response. Equally, if you 'stretch the truth' in your response you will be expected to deliver against the tender response so don't be tempted to add any extra embellishments that would cause you problems in the future.

Be proud

Don’t be shy about using your case studies and testimonials to back up what you’ve said in your tender. Gather feedback from your clients (employers) and learners about how you have helped them and solved their problems, this is especially good when you can match this to what the tender is asking for. This is your opportunity to share all the successes you’ve had and relate them to the services you are bidding for. Go for it!

Be vigilant

Make sure take the tender seriously and you fully read all the supporting guidance and documentation before responding. Attach all the documents that are being asked for, stay within the word or character limits and, of course, submit before the deadline.

Tendering for direct contracts, rather than working as part of a supply chain, can be challenging for beginners to get involved with but by seeing the bigger picture you’ll notice improvements over time that really add value. Don’t be afraid to fail in your first attempt and then use the feedback provided to improve next time.?