If you’ve won your bid and got onto a public sector or government Framework, congratulations! If you know how to get lots of new business out of being on the Framework, you’re going to do very well over the next couple of years (or if you don’t know how to get new business out of being on a Framework, our training “So, you got onto a Framework, What Now?” will teach you what you need to do).
But….what happens when the Framework ends?
Never rest on your laurels. At the end of the Framework, you will probably need to bid again to re-gain your place. You may think that if you’ve done well, then you will be guaranteed to win your bid again because the buyer knows you. Wrong. This is definitely not always the case. Do not assume you have already won. It’s just not worth the risk of losing all that business.
It may be four or so years since you last completed a bid. Things will have changed slightly and moved on, both for the buyer and within your field. The buyer may now be looking for something slightly different; and competitors may be offering something new and exciting.
Talk to the buyer and leverage your position as the incumbent supplier. Find out exactly what they are looking for and what they need next. Is there anything else you can offer them? Have you added anything new to your service? Can you offer them anything more? It’s also useful to note that it’s more important now than ever before to consider social value and sustainability and how you can add that to your offering (again, we offer training in social value and sustainability in bids if you need it).
Look at your competitors and work out what they are doing well. What are they doing differently? Do your homework – they want to win this as much as you do! Do they have accreditations that you don’t yet have but might need to invest in, or a library full of impressive case studies? Start considering this early on in the process.
If this contract means a lot to you, it might also be wise to enlist the services of a bid management company, which will help you fill in all the gaps and ensure you have a much better chance of winning your bid. It could be an important investment!
Feel free to ask us if you have any questions (no strings, we’re just happy to chat!), or our Frameworks training might be for you. We’re on 01392 247997 or email info@winningtenders.com if you need us.