In procurement, a framework is a structured agreement that allows public sector bodies to procure goods and services from pre-approved suppliers without running a full tender each time. The purpose of a framework is to support quicker, more cost-effective procurement while ensuring that suppliers meet key compliance and security standards required for working with public bodies.
The G-Cloud framework is part of the Digital Marketplace and is operated by Crown Commercial Services (CCS), the government’s central procurement function: it’s open to both small and medium enterprises (SMEs) and larger suppliers.
The current version of the framework is G-Cloud 14. G-Cloud 15 ITT is due for release in October 2025.
The New G-Cloud 15 Framework Lot Structure
- Lot 1a – IaaS/PaaS: Cloud Service Suppliers and Resellers
- Lot 1b – IaaS/PaaS: Defence and Security Suppliers Only
- Lot 2a – SaaS: Infrastructure/Service Management SaaS Only
- Lot 2b – All Other SaaS
- Lot 3 – Cloud Support: Including MSPs
The G-Cloud Digital Marketplace
The Digital Marketplace is a user-friendly platform used to search, compare and purchase from thousands of pre-approved suppliers. By winning a place on G-Cloud, you gain entry to this digital marketplace — and it can become an important sales tool for your business.
The marketplace allows suppliers to browse and filter call-off contracts through their awarded frameworks, along with being an open communication channel directly to buyers. Buyers can directly award contracts to suppliers, host call-off contracts and search for suitable suppliers through the various frameworks hosted on the Digital Marketplace.
What Is Changing for G-Cloud 15?
G-Cloud 15 represents the next iteration of the UK government's cloud procurement framework. As ever, it will build upon previous versions to streamline public sector access to cloud services and solutions. However, we are expecting some big changes this time around.
- The lot structure has changed
- There are increased compliance checks such as FVRAs, TACs, Carbon Reduction Plans and Modern Slavery Statements
- Quality, cost and social value will now be evaluated rather than for information only purposes
- The call-off process can now be with or without competition, with a maximum of 36-month term
- G-Cloud 15 will be a 4-year contract, re-opening after 18 and 24 months for new applications and for existing suppliers to make changes to their offering
The Trick to Success on the G-Cloud 15 Framework
To maximise your sales on the G-Cloud framework, don't adopt a passive approach. You are seeking to show new potential clients that they can buy from you via G-Cloud and, ideally, to shape their ‘requirements list.’
Understanding your competitors
- Who is successfully selling what you offer?
- What key words/language are they using?
- Who are they working with?
- What features are they able to demonstrate?
Knowing your potential buyers
- What services are your target customers buying and from which suppliers?
- Can you reverse engineer their search?
- At a broader level, what authorities are or aren’t using G-Cloud?
Use the G-Cloud supplier marketing toolkit
CCS encourages you to create case studies to highlight your work, the benefits and savings made. This guide also includes detailed “DO” and “DO NOT” lists. Consider the following options to get yourself known and to influence the buyer’s decision about their route to market:
» Building relationships | » Attending events |
» Early market engagement | » Telemarketing |
» Mailers | » Emails |
How to Prepare for Your Bid Submission
Preparing for G-Cloud 15 requires smart planning, and suppliers must focus on staying updated, meeting criteria, understanding service categories, and aligning offerings with public sector needs.
Step 1: Initial registration for the Digital Marketplace and Central Digital Platform
Step 2: Check your eligibility by reviewing the framework's criteria.
Step 3: Ensure your company meets financial viability requirements, has a proven record of accomplishment in cloud services, and gathers essential documents.
Step 4: Search optimisation with keywords. Use specific terms related to your services to narrow down results. Include technical specifications, service categories, and industry-specific language in your searches.
Step 5: Keep track of successful search terms that lead to contract wins. This data can inform future bidding strategies and help you optimise your service descriptions.
With bid writing, mentoring and more, we can help you with every single step.
Let Thornton & Lowe Guide You to Success
We are a bid consultancy which completes more than 500 tenders per year, with a demonstrable track record not just in the technology sector but with winning contracts under G-Cloud. To learn more, and to access the full range of services we offer, contact Thornton & Lowe today.
