Getting the Most from a Framework Agreement
Framework agreements offer a streamlined way for businesses to secure public sector contracts. They are like an approved suppliers list for the public sector, which you have to bid to be on.
Once your business is successfully on a framework, it often needs to be 'worked'! Often they are the start of the process of selling into the public sector.
Frameworks can differ in levels of competition and required levels of bid writing skills and effort. Effective bid writing for frameworks is still essential. With thousands of frameworks now available in the UK for public sector buyer to use to engage with suppliers, you need to ensure you not only choose the ones which can be the best tool for your business, but that you ensure your bid is successful! We have helped our clients win places and the resulting mini competitions and call-offs across hundreds of frameworks, from CCS to ESPO, from PfH to Fusion21.
Key Steps to Maximise Framework Opportunities
1. Know the Framework Marketing Rules
Each framework has its own set of marketing rules. Familiarise yourself with these rules to ensure you can effectively promote your inclusion on the framework without breaching any guidelines. This includes knowing what promotional activities are allowed and how you can communicate your status to potential clients.
2. Engage with Key Decision-Makers
Being on a framework is just the beginning. Actively engage with key decision-makers within the public sector to let them know about your services. This can be done through networking events, direct marketing campaigns, and regular updates. Building relationships with these stakeholders is crucial for getting noticed and considered for contracts.
3. Create Compelling Campaigns
Develop marketing campaigns that highlight your inclusion in the framework and your ability to meet public sector needs. Use case studies, testimonials, and success stories to demonstrate your expertise and reliability. Tailor your messages to address the specific challenges and requirements of the public sector.
4. Generate Leads and Build Relationships
Use the framework as a platform to generate leads. Attend “meet the buyer” events, participate in relevant industry conferences, and engage in community initiatives. The goal is to build strong relationships with potential clients and make it easy for them to choose your services.
5. Explain Compliance
Make sure potential clients understand how they can compliantly use your services via the framework. Offer clear explanations and guidance on the procurement process, including how to make direct awards without further competition. This not only simplifies the process for them but also positions you as a knowledgeable and helpful partner.
Continuous Improvement
Always look for ways to improve your approach to using frameworks. Gather feedback from your interactions and contracts to refine your strategies. Stay updated on any changes to the framework rules or public sector procurement policies to ensure you remain compliant and competitive.
