Bidding For Public Sector Contracts Successfully

January 21, 2010

In this video, Sheila Elliott, the founder of BSS Management Consultancy, provides you with an overview of how to sell to public sector organisations in the UK. Many small businesses are keen to sell to the public sector but are unable to do so successful.

Sheila shares key facts which can be summarised as follows:
1. Buyers in the public sector think differently from those in the private sector
2. They have a low appetite for risks and so their main focus is about minimising risks.
3. They have a formal process to select suppliers and rely extensively on evidence to support their decisions.

All of this means that the key for the supplier to persuade them positively is to demonstrate that they are safe, reliable, competent, accountable and credit worthy to do business with as well as offer value for money.

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