Winning work with government: How to break into public procurement

If you run a small business, the idea of supplying to the government might feel far-fetched. You imagine long forms, red tape, impossible requirements and contracts sewn up by giant companies.

And yet, the UK government spends over £300 billion a year on goods and services, and a growing chunk of that is being directed towards small and medium-sized enterprises (SMEs).

The challenge isn't that small firms can't deliver this work – many absolutely can. It's that the system isn't always easy to navigate and opportunities often fly under the radar.

If you're curious about winning work in the public sector but don't know where to start, here are some simple, practical ways to get yourself in the game.

Understand how the public sector buys

The public sector includes central government departments, local councils, NHS trusts, schools, police forces and more. They all buy things – from consultancy and software to cleaning services and construction materials.

Larger contracts tend to go to "strategic suppliers" – the big firms that have long-term deals with government – but those big firms often subcontract parts of the work. That's where small businesses come in.

There are several ways the public sector buys:

• Through open tenders listed on sites like Contracts Finder

• Via frameworks or approved supplier lists

• Through dynamic purchasing systems, which stay open to new suppliers

• By partnering with subcontractors (like you) through their main contractors

You don't always need to win a headline contract – there are lots of ways to get involved through the supply chain.

Get your business contract-ready

Most small businesses don't lose contracts because they're not good enough – they lose them because they're not prepared.

Before you bid, make sure you have some basics in place:

• Public liability and (if applicable) employers' liability insurance

• A company capability statement or simple summary of what you do

• Financial accounts or management figures (you don't need a £1 million turnover, but buyers want reassurance)

• Key policies such as health and safety, data protection and environmental

• Cyber Essentials certification if your work involves IT or handling data

You'll also need to be able to explain your pricing clearly and show how you deliver value for money. This doesn't mean being the cheapest. Public sector buyers often look for long-term reliability, not just a low quote.

Don't just rely on tender portals

Many SMEs start by browsing tender sites. While that's useful, it can also be discouraging – many contracts feel too big, too complex or too far along to be worth pursuing.

Instead, focus on:

• building relationships with buyers at local authorities, NHS trusts or universities

• exploring subcontracting opportunities through larger suppliers

• attending meet-the-buyer events and local procurement briefings

One of the best ways to stand out is to show up. It's not always about being the biggest player – sometimes it's about being the only one who made the effort to ask the right question or introduce your business at the right time.

Join Supply Connect

If you're serious about winning public sector work but don't know where to begin, take a look at Supply Connect.

It's a free programme designed specifically to help small businesses prepare for, access and win contracts with strategic suppliers.

Once you register, you'll get access to:

• one-to-one advice on becoming "bid ready"

• live and online training on how to navigate procurement

• templates, guides and checklists

• real contract opportunities, including those from strategic suppliers looking for SME partners

The programme is fully funded, so there's no cost to join, and it's open to all sectors. You can sign up at the Supply Connect page on Enterprise Nation.

Final thoughts

Public procurement is a huge opportunity for thousands of small firms across the UK.

Yes, there's a learning curve. Yes, you'll need to get a few things in order. But the work is there and the doors are opening. And with the right preparation and support, your business could be part of it.

And once you've got your foot in the door, it often leads to much more – from repeat business and multi-year contracts to bigger opportunities down the line. The key is to start.

Take your next step

Public sector contracts aren't just for the big players. With the government actively encouraging SMEs to take part, your business could be exactly what buyers are looking for. Register now