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class="govuk-grid-row"> <div class="metadata-logo-wrapper"> <div class="govuk-grid-column-two-thirds metadata-column"> <div class="app-c-publisher-metadata" lang="en"> <div class="app-c-published-dates " lang="en"> Published 18 February 2013 <br>Last updated 29 November 2018 — <a href="#history">see all updates</a> </div> <div class="app-c-publisher-metadata__other"> <dl data-module="track-click"> <dt class="app-c-publisher-metadata__term"> From: </dt> <dd class="app-c-publisher-metadata__definition" data-module="gem-toggle"> <span class="app-c-publisher-metadata__definition-sentence"> <a href="/web/20190724154350/https://www.gov.uk/government/organisations/cabinet-office">Cabinet Office</a>, <a href="/web/20190724154350/https://www.gov.uk/government/organisations/efficiency-and-reform-group">Efficiency and Reform Group</a>, and <a href="/web/20190724154350/https://www.gov.uk/government/organisations/crown-commercial-service">Crown Commercial Service</a> </span> </dd> </dl> </div> </div> </div> <div class="govuk-grid-column-one-third"> </div> </div> </div> <div class="govuk-grid-row"> <div class="govuk-grid-column-two-thirds"> <div id="contents" class="app-c-contents-list-with-body" data-module="sticky-element-container"> <div class="responsive-bottom-margin"> <nav role="navigation" class="gem-c-contents-list gem-c-contents-list--no-underline " data-module="track-click"> <h2 class="gem-c-contents-list__title">Contents</h2> <ol class="gem-c-contents-list__list"> <li class="gem-c-contents-list__list-item gem-c-contents-list__list-item--dashed "> <a class="gem-c-contents-list__link " data-track-category="contentsClicked" data-track-action="content_item 1" data-track-label="#tips-for-smes-bidding-for-government-contracts" data-track-options="{"dimension29":"Tips for SMEs bidding for government contracts"}" href="#tips-for-smes-bidding-for-government-contracts">Tips for SMEs bidding for government contracts</a> </li> <li class="gem-c-contents-list__list-item gem-c-contents-list__list-item--dashed "> <a class="gem-c-contents-list__link " data-track-category="contentsClicked" data-track-action="content_item 2" data-track-label="#public-procurement-review-service" data-track-options="{"dimension29":"Public Procurement Review Service"}" href="#public-procurement-review-service">Public Procurement Review Service</a> </li> </ol> </nav> </div> <div class="gem-c-govspeak govuk-govspeak direction-ltr" data-module="govspeak"> <div class="govspeak"> <p>The government wants to buy from small and medium sized enterprises (<abbr title="Small and medium-sized enterprises">SMEs</abbr>) every time they are the best value for money. We have changed the way we buy goods and services to help more <abbr title="Small and medium-sized enterprises">SMEs</abbr> to bid for our contracts.</p> <p>The government has made changes to help <abbr title="Small and medium-sized enterprises">SMEs</abbr> bid for public sector contracts. These include:</p> <ul> <li>requiring the entire public sector supply chain to be paid within 30 days</li> <li>buying in a simpler and quicker way eg abolishing pre-qualification questionnaires for low value public sector contracts</li> <li>requiring the public sector to publish its contracts on <a href="https://web.archive.org/web/20190724154350/https://www.gov.uk/contracts-finder">Contracts Finder</a> </li> </ul> <div class="call-to-action"> <p>Find out <a href="https://web.archive.org/web/20190724154350/https://www.gov.uk/government/news/government-spends-114-billion-with-smes">more about the government’s procurement reforms</a> and see <a href="https://web.archive.org/web/20190724154350/https://www.gov.uk/government/publications/report-on-small-firms-2010-to-2015-by-lord-young">Lord Young’s report on small firms 2010 to 2015</a>.</p> </div> <p>Read more about <a href="https://web.archive.org/web/20190724154350/https://www.gov.uk/government/policies/buying-and-managing-government-goods-and-services-more-efficiently-and-effectively/supporting-pages/making-sure-government-gets-full-value-from-small-and-medium-sized-enterprises">government buying from <abbr title="Small and medium-sized enterprises">SMEs</abbr></a>.</p> <p>Contact the Crown Commercial Service (CCS) for any specific questions on doing business with government. Telephone the servicedesk on 0345 010 3503 or email <a href="https://web.archive.org/web/20190724154350/mailto:supplier@crowncommercial.gov.uk">supplier@crowncommercial.gov.uk</a>.</p> <h2 id="tips-for-smes-bidding-for-government-contracts">Tips for <abbr title="Small and medium-sized enterprises">SMEs</abbr> bidding for government contracts</h2> <h3 id="build-below-the-threshold">Build below the threshold</h3> <p>The quickest way to build up a government customer base is to start with low value procurements. To start with, aim for opportunities under £100,000 where government has abolished Pre-Qualification Questionnaires (<abbr title="Pre-Qualification Questionnaires">PQQs</abbr>). Building up your base this way is a great foundation for competing for bigger sales in the future.</p> <h3 id="be-part-of-the-conversation">Be part of the conversation</h3> <p>If the first time you spot the opportunity, it’s already formally gone to the market, you are behind the game. Pre-market engagement is your opportunity to shape the formal tender:</p> <ul> <li>sign up for email alerts on <a href="https://web.archive.org/web/20190724154350/https://www.gov.uk/contracts-finder">Contracts Finder</a> </li> <li>monitor PINs and register your interest in future procurements</li> <li>attend information days and public sector ‘product surgeries’</li> <li><a href="https://web.archive.org/web/20190724154350/https://www.gov.uk/government/publications/esourcing-tool-guidance-for-suppliers">register with the eSourcing tool for future opportunities</a></li> </ul> <h3 id="play-to-your-strengths">Play to your strengths</h3> <p>Recent studies of public sector procurers show that they see <abbr title="Small and medium-sized enterprises">SMEs</abbr> as flexible, quicker to react and able to offer better prices. Use the pre-market engagement to show this by reacting quickly to questions, offering options and evidence of where you’ve responded to change in the past. Recognise that you are likely to be cheaper than bigger players and show evidence that you offer value for money.</p> <h3 id="look-good-in-the-exam">Look good in the exam</h3> <p>Understand that no matter how good you are you will not win unless you make your strengths clear on paper too. Think of it as an exam - answer the question, don’t elaborate and think about getting advice if it’s your first time. The public sector is making the process simpler but remember that it will rightly be held accountable for the procurement decisions it makes, in a way the private sector is not. Take the exam seriously.</p> <h3 id="evidence-matters">Evidence matters</h3> <p>Cite evidence in your bid. If you say your system will show or do something, prove it: include a screen shot of how it works or other tangible evidence.</p> <div class="call-to-action"> <p>Find out more about <a href="https://web.archive.org/web/20190724154350/https://www.gov.uk/government/publications/become-a-crown-commercial-service-supplier">how to become a Crown Commercial Service supplier</a> and look for contract opportunities on <a href="https://web.archive.org/web/20190724154350/https://www.gov.uk/contracts-finder">Contracts Finder</a>.</p> </div> <h2 id="public-procurement-review-service">Public Procurement Review Service</h2> <p>Public Procurement Review Service service allows government suppliers and potential government suppliers to raise concerns anonymously about unfair public sector procurement practice. The government can then investigate and resolve these concerns. It also conducts spot checks on government buyers.</p> <div class="call-to-action"> <p>To use the Public Procurement Review Service, <a href="https://web.archive.org/web/20190724154350/https://www.gov.uk/government/publications/mystery-shopper-scope-and-remit">read the terms</a> and email <a href="https://web.archive.org/web/20190724154350/mailto:publicprocurementreview@cabinetoffice.gov.uk">publicprocurementreview@cabinetoffice.gov.uk</a> or telephone 0345 010 3503.</p> </div> </div> </div> <div class="responsive-bottom-margin"> <div class="app-c-published-dates app-c-published-dates--history" id="history" data-module="toggle" lang="en"> Published 18 February 2013 <br>Last updated 29 November 2018 <a href="#full-history" class="app-c-published-dates__toggle" data-controls="full-history" data-expanded="false" data-toggled-text="- hide all updates">+ show all updates</a> <div class="app-c-published-dates__change-history js-hidden" id="full-history"> <ol> <li class="app-c-published-dates__change-item"> <time class="app-c-published-dates__change-date timestamp" datetime="2018-11-29T09:41:28.000+00:00">29 November 2018</time> The Mystery Shopper Service has been rebranded the Public Procurement Review Service and the name has been updated to reflect this change </li> <li class="app-c-published-dates__change-item"> <time class="app-c-published-dates__change-date timestamp" datetime="2015-02-25T09:20:26.000+00:00">25 February 2015</time> Updated with information on recent reforms. </li> <li class="app-c-published-dates__change-item"> <time class="app-c-published-dates__change-date timestamp" datetime="2015-01-08T14:14:36.000+00:00">8 January 2015</time> New Mystery Shopper contact details </li> <li class="app-c-published-dates__change-item"> <time class="app-c-published-dates__change-date timestamp" datetime="2014-06-24T14:26:15.000+01:00">24 June 2014</time> Added information on proactive spot-checks on procurement. </li> <li class="app-c-published-dates__change-item"> <time class="app-c-published-dates__change-date timestamp" datetime="2014-01-20T12:57:23.000+00:00">20 January 2014</time> New section added - taking a pro-active approach. Includes details of Mystery Shopper scheme extension. </li> <li class="app-c-published-dates__change-item"> <time class="app-c-published-dates__change-date timestamp" datetime="2013-10-14T10:15:37.000+01:00">14 October 2013</time> Added video: Stephen Allott's top tips for SMEs. </li> <li class="app-c-published-dates__change-item"> <time class="app-c-published-dates__change-date timestamp" datetime="2013-02-18T22:27:00.000+00:00">18 February 2013</time> First published. </li> </ol> </div> </div> </div> <div data-sticky-element class="app-c-contents-list-with-body__link-wrapper"> <div class="app-c-contents-list-with-body__link-container"> <a class="app-c-back-to-top dont-print" href="#contents"> <svg class="app-c-back-to-top__icon" xmlns="http://www.w3.org/2000/svg" width="13" height="17" viewbox="0 0 13 17"> <path fill="currentColor" d="M6.5 0L0 6.5 1.4 8l4-4v12.7h2V4l4.3 4L13 6.4z"></path> </svg> Contents </a> </div> </div> </div> </div> <div class="govuk-grid-column-one-third"> <div 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contracts.","publisher":{"@type":"Organization","name":"GOV.UK","url":"https://web.archive.org/web/20190724154350/https://www.gov.uk","logo":{"@type":"ImageObject","url":"https://web.archive.org/web/20190724154350/https://assets.publishing.service.gov.uk/government-frontend/govuk_publishing_components/govuk-logo-e5962881254c9adb48f94d2f627d3bb67f258a6cbccc969e80abb7bbe4622976.png"}},"image":["https://web.archive.org/web/20190724154350/https://assets.publishing.service.gov.uk/government-frontend/govuk_publishing_components/govuk-schema-placeholder-1x1-5ceffac04f7f6d4f421bd1d36dbb723ef48c15426d7f77f90be80a83af3c747e.png","https://web.archive.org/web/20190724154350/https://assets.publishing.service.gov.uk/government-frontend/govuk_publishing_components/govuk-schema-placeholder-4x3-fcfe16abb1a015848e50d2ea797666a9eaf5158dca38ddfb1e52dc8c0543ab74.png","https://web.archive.org/web/20190724154350/https://assets.publishing.service.gov.uk/government-frontend/govuk_publishing_components/govuk-schema-placeholder-16x9-fcf616879a7b37970df4d2117de962e08f7d057674ef1af6063dcdd529424eee.png"],"author":{"@type":"Organization","name":"Cabinet Office","url":"https://web.archive.org/web/20190724154350/https://www.gov.uk/government/organisations/cabinet-office"},"about":[{"@context":"https://web.archive.org/web/20190724154350/http://schema.org","@type":"Thing","sameAs":"https://web.archive.org/web/20190724154350/https://www.gov.uk/government/european-union-laws-and-regulation-2"},{"@context":"https://web.archive.org/web/20190724154350/http://schema.org","@type":"Thing","sameAs":"https://web.archive.org/web/20190724154350/https://www.gov.uk/government/government-efficiency-transparency-and-accountability"},{"@context":"https://web.archive.org/web/20190724154350/http://schema.org","@type":"Thing","sameAs":"https://web.archive.org/web/20190724154350/https://www.gov.uk/business-and-industry"}],"articleBody":"\u003cdiv class=\"govspeak\"\u003e\u003cp\u003eThe government wants to buy from small and medium sized enterprises (\u003cabbr title=\"Small and medium-sized enterprises\"\u003eSMEs\u003c/abbr\u003e) every time they are the best value for money. We have changed the way we buy goods and services to help more \u003cabbr title=\"Small and medium-sized enterprises\"\u003eSMEs\u003c/abbr\u003e to bid for our contracts.\u003c/p\u003e\n\n\u003cp\u003eThe government has made changes to help \u003cabbr title=\"Small and medium-sized enterprises\"\u003eSMEs\u003c/abbr\u003e bid for public sector contracts. These include:\u003c/p\u003e\n\n\u003cul\u003e\n \u003cli\u003erequiring the entire public sector supply chain to be paid within 30 days\u003c/li\u003e\n \u003cli\u003ebuying in a simpler and quicker way eg abolishing pre-qualification questionnaires for low value public sector contracts\u003c/li\u003e\n \u003cli\u003erequiring the public sector to publish its contracts on \u003ca href=\"https://www.gov.uk/contracts-finder\"\u003eContracts Finder\u003c/a\u003e\n\u003c/li\u003e\n\u003c/ul\u003e\n\n\u003cdiv class=\"call-to-action\"\u003e\n\u003cp\u003eFind out \u003ca href=\"https://www.gov.uk/government/news/government-spends-114-billion-with-smes\"\u003emore about the government’s procurement reforms\u003c/a\u003e and see \u003ca href=\"https://www.gov.uk/government/publications/report-on-small-firms-2010-to-2015-by-lord-young\"\u003eLord Young’s report on small firms 2010 to 2015\u003c/a\u003e.\u003c/p\u003e\n\u003c/div\u003e\n\n\u003cp\u003eRead more about \u003ca href=\"https://www.gov.uk/government/policies/buying-and-managing-government-goods-and-services-more-efficiently-and-effectively/supporting-pages/making-sure-government-gets-full-value-from-small-and-medium-sized-enterprises\"\u003egovernment buying from \u003cabbr title=\"Small and medium-sized enterprises\"\u003eSMEs\u003c/abbr\u003e\u003c/a\u003e.\u003c/p\u003e\n\n\u003cp\u003eContact the Crown Commercial Service (CCS) for any specific questions on doing business with government. Telephone the servicedesk on 0345 010 3503 or email \u003ca href=\"mailto:supplier@crowncommercial.gov.uk\"\u003esupplier@crowncommercial.gov.uk\u003c/a\u003e.\u003c/p\u003e\n\n\u003ch2 id=\"tips-for-smes-bidding-for-government-contracts\"\u003eTips for \u003cabbr title=\"Small and medium-sized enterprises\"\u003eSMEs\u003c/abbr\u003e bidding for government contracts\u003c/h2\u003e\n\n\u003ch3 id=\"build-below-the-threshold\"\u003eBuild below the threshold\u003c/h3\u003e\n\n\u003cp\u003eThe quickest way to build up a government customer base is to start with low value procurements. To start with, aim for opportunities under £100,000 where government has abolished Pre-Qualification Questionnaires (\u003cabbr title=\"Pre-Qualification Questionnaires\"\u003ePQQs\u003c/abbr\u003e). Building up your base this way is a great foundation for competing for bigger sales in the future.\u003c/p\u003e\n\n\u003ch3 id=\"be-part-of-the-conversation\"\u003eBe part of the conversation\u003c/h3\u003e\n\n\u003cp\u003eIf the first time you spot the opportunity, it’s already formally gone to the market, you are behind the game. Pre-market engagement is your opportunity to shape the formal tender:\u003c/p\u003e\n\n\u003cul\u003e\n \u003cli\u003esign up for email alerts on \u003ca href=\"https://www.gov.uk/contracts-finder\"\u003eContracts Finder\u003c/a\u003e\n\u003c/li\u003e\n \u003cli\u003emonitor PINs and register your interest in future procurements\u003c/li\u003e\n \u003cli\u003eattend information days and public sector ‘product surgeries’\u003c/li\u003e\n \u003cli\u003e\u003ca href=\"https://www.gov.uk/government/publications/esourcing-tool-guidance-for-suppliers\"\u003eregister with the eSourcing tool for future opportunities\u003c/a\u003e\u003c/li\u003e\n\u003c/ul\u003e\n\n\u003ch3 id=\"play-to-your-strengths\"\u003ePlay to your strengths\u003c/h3\u003e\n\n\u003cp\u003eRecent studies of public sector procurers show that they see \u003cabbr title=\"Small and medium-sized enterprises\"\u003eSMEs\u003c/abbr\u003e as flexible, quicker to react and able to offer better prices. Use the pre-market engagement to show this by reacting quickly to questions, offering options and evidence of where you’ve responded to change in the past. Recognise that you are likely to be cheaper than bigger players and show evidence that you offer value for money.\u003c/p\u003e\n\n\u003ch3 id=\"look-good-in-the-exam\"\u003eLook good in the exam\u003c/h3\u003e\n\n\u003cp\u003eUnderstand that no matter how good you are you will not win unless you make your strengths clear on paper too. Think of it as an exam - answer the question, don’t elaborate and think about getting advice if it’s your first time. The public sector is making the process simpler but remember that it will rightly be held accountable for the procurement decisions it makes, in a way the private sector is not. Take the exam seriously.\u003c/p\u003e\n\n\u003ch3 id=\"evidence-matters\"\u003eEvidence matters\u003c/h3\u003e\n\n\u003cp\u003eCite evidence in your bid. If you say your system will show or do something, prove it: include a screen shot of how it works or other tangible evidence.\u003c/p\u003e\n\n\u003cdiv class=\"call-to-action\"\u003e\n\u003cp\u003eFind out more about \u003ca href=\"https://www.gov.uk/government/publications/become-a-crown-commercial-service-supplier\"\u003ehow to become a Crown Commercial Service supplier\u003c/a\u003e and look for contract opportunities on \u003ca href=\"https://www.gov.uk/contracts-finder\"\u003eContracts Finder\u003c/a\u003e.\u003c/p\u003e\n\u003c/div\u003e\n\n\u003ch2 id=\"public-procurement-review-service\"\u003ePublic Procurement Review Service\u003c/h2\u003e\n\n\u003cp\u003ePublic Procurement Review Service service allows government suppliers and potential government suppliers to raise concerns anonymously about unfair public sector procurement practice. The government can then investigate and resolve these concerns. It also conducts spot checks on government buyers.\u003c/p\u003e\n\n\u003cdiv class=\"call-to-action\"\u003e\n\u003cp\u003eTo use the Public Procurement Review Service, \u003ca href=\"https://www.gov.uk/government/publications/mystery-shopper-scope-and-remit\"\u003eread the terms\u003c/a\u003e and email \u003ca href=\"mailto:publicprocurementreview@cabinetoffice.gov.uk\"\u003epublicprocurementreview@cabinetoffice.gov.uk\u003c/a\u003e or telephone 0345 010 3503.\u003c/p\u003e\n\u003c/div\u003e\n\n\u003c/div\u003e"} </script><script type="application/ld+json"> {"@context":"https://web.archive.org/web/20190724154350/http://schema.org","@type":"BreadcrumbList","itemListElement":[{"@type":"ListItem","position":1,"item":{"name":"Home","@id":"https://web.archive.org/web/20190724154350/https://www.gov.uk/"}},{"@type":"ListItem","position":2,"item":{"name":"Help for British nationals overseas","@id":"https://web.archive.org/web/20190724154350/https://www.gov.uk/topic/help-british-nationals-overseas"}},{"@type":"ListItem","position":3,"item":{"name":"Europe","@id":"https://web.archive.org/web/20190724154350/https://www.gov.uk/topic/help-british-nationals-overseas/europe"}}]} </script> </body> </html>