How can SMEs win more business from the public sector procurement spend of £200 billion per year + 2017 AGM

When: 14th Nov 2017, 18:00 - 14th Nov 2017, 21:00
Where: BCS, 1st Floor, The Davidson Building, 5 Southampton Street, London, WC2E 7HA
Town/City: London
Organiser: BCS Consultancy Specialist Group
Price: BCS, CMI & IC Members £10 (+VAT @ 20%), Non-members £15 (+VAT @ 20%)
Further Information: Further Information

BCS members may attend the 2017 AGM - 6pm - 6.30pm - free of charge, but there is a charge to attend the event that follows immediately afterwards

Speaker: Stephen Allott


How can SMEs win more public sector business? SMEs can offer superior value for money in certain cases compared to large suppliers. Big is not always better.

Encouraging SMEs to win more public sector business has been UK Government policy in various forms for many years and mirrors similar policies at EU level and in the USA. This crystallised in the Coalition Government Agreement in 2010 which included the “Aspiration” that SMEs should win 25% of central Government procurement spend. The 2015 Conservative Government manifesto followed this with a commitment to increase SME % to 33%. This was repeated in the 2017 manifesto.

While policy makers will be interested in whether this policy aim was achieved, which of the levers worked and which did not, SME suppliers will be more interested in whether it is worth investing the effort in trying to win central Government business.

There are several routes to winning central Government business including:

  1. Bidding one-off OJEU procurements
  2. Bidding for places on frameworks
  3. Registering as a G-Cloud Digital Marketplace supplier; one of the most effective routes to winning business for SMEs
  4. Supplying through other electronic catalogues and marketplaces
  5. Winning small local “sub-threshold” tenders

What are the practical steps suppliers can take to win more Government business?

About the speaker:

Stephen Allott was Crown Representative for SME in the Cabinet Office championing the policy of successive Governments to get full value from SME suppliers and increase the share of procurement spend going to SMEs. He will share lessons learnt on how to win business.

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