Even after this week’s budget, the Irish Government will spend over €11 billion next year. This is a massive opportunity for SME’s due to the current Government focus to engage more with Irish SME’s. Additionally, public contracts are usually long-term, they lead to other opportunities and they come with a low credit risk.
Listed below are 5 simple tips to get you started and winning Public Procurement Tenders. Essentially, it all boils down to good sales practice which you employ in the Private Sector already;
Engage with Buyers early. Identify who is buying – get the Public Administration Yearbook. When are they buying? How much? If you are waiting for an eTender, you have probably lost already…
Be informed. Register with eTenders and LAQuotes to ensure you are alerted to suitable opportunities in your industry. Study the Specifications, understanding every last detail, ensuring you meet Minimum/Selection/Award Criteria, as required.
Clarify all the Requirements exactly. If you have a query/concern, ask for clarity before investing in an eTender. The buyer is usually not as knowledgeable about the product/service as you are so ensure any gaps in the Specification are identified/corrected, prior to responding.
Don’t touch the buyer! What I mean here is make the solution real. Public Sector Buyers are risk averse. Make the buying decision easy. Demonstrate similar projects, solutions or working prototypes of a proposed solution. Highlight capability, sustainability and reliability…
Once again, Public Sector Buyers are risk averse. As an SME, your capability, sustainability and reliability may be a concern especially if you are a new business or do not have a track record selling to the public-sector. The answer is partnering. Partner with a suitable organisation to jointly respond – this could be another SME or a larger complimentary business.
Have you any other comments/insights?
For more from Mike McGrath visit www.supply.ie