Public sector bodies, councils, NHS trusts, and large organisations often only buy through approved procurement frameworks. If you’re an SME, getting on board with a framework gives you direct access to major contracts and big buyers who might not otherwise know you exist.

Yes, it takes a bit of work to get on there – but it can really pay off.

Why do public sector organisations buy through frameworks?

Having a pre-approved pool of suppliers saves organisations time and paperwork. It also ensures that the suppliers are all delivering to a professional standard and in alignment with the procurer’s strategic objectives.

Frameworks are also really useful for social value. When you’ve got a group of businesses on a framework all working towards clear social value objectives, informed by local need, sharing resources and best practice, forming long term relationships with local VCSEs etc – you get a lot more impact.

I’ve got a sneaking suspicion it might involve jumping through a few hoops if we want to get involved?‍

You’re not wrong. Getting onto a framework can be super competitive, and unfortunately the effort involved puts a lot of smaller businesses off. But if you can navigate the process, the rewards can be big: you’ll be able to access opportunities you wouldn’t have otherwise, and you’ll be competing with a much smaller pool of competitors to win the work. The process of bidding for contracts is much less admin-heavy too – you’ve already done a lot of the leg-work by getting onto the framework in the first place. 

Is it worth it?

For a good framework – yes. 

You’re generally being judged on capability rather than size, so you can compete with bigger firms without needing a massive marketing budget, sales team, or decades of prior experience. Your foot is already in the door!

You’ve also got every chance of building long-term relationships with clients – that means reliable income.

Procurers may also share their suppliers with national networks – you might find yourself put forward for work or even directly awarded contracts off the back of your involvement. 

If you’re looking for a steady pipeline (who isn’t?), it could be time very well spent.

OK, you’ve convinced me. What do I need to do next?

Start by finding frameworks that are a good fit for your business – that need what you’re selling and will work for your size, location and capacity.

Government procurement or local authority portals are a good place to start (Contracts Finder, Find a Tender, Public Contracts Scotland, Sell2Wales, eTenders NI, eTenders Ireland)

Be sure to check eligibility requirements and things like turnover thresholds and compliance requirements before you get stuck in.

A bit of googling – think I can manage that. When does it start to get tricky?

Once you’ve downloaded the application pack, have a good read to get your head around what you’ll need to provide as part of your tender. You’re likely to be asked for things like company details, insurance, accounts, policies and procedures and a few examples of relevant contracts showing the outcomes you delivered.

A lot of paperwork then. What if I can’t lay my hands on all of it?

‍It’s all good stuff that’s worth having in order – and there’s no reason why you can’t create something before submission if there are gaps.

Some institutions (e.g. Federation of Small Businesses, Supply Chain Sustainability School) are very good at this kind of thing, and can help you with resources, templates and training.

What’s the best way to stand out and win a place?

Write strong, evidence based responses. Scorers will want to see proof that backs up your claims. 

When it comes to the social value question, make sure you use context, data and detail to tell the story -–and tailor it to the framework’s needs. No cutting and pasting allowed! Find out more about how to put together a great social value bid response here.

Make sure you submit well before the deadline if you can too. Submission portals can be clunky and are prone to crashing.

What happens if we get accepted?

‍Once you’re on the framework, stay proactive. Build relationships with the procuring bodies on there, watch out for opportunities and keep putting yourself forwards.

And if we don’t?‍

Don’t be disheartened – lots of applicants succeed on their second and third attempts purely because they’ve got better at the application process.

That’s why it’s really important to ask for feedback. Request the debrief report, analyse scoring gaps, look for patterns and improve for next time.

And why does CHY care?

Because we're passionate about social value. When small, local businesses win contracts it’s good for the local economy and community, and enables social value too!

SMEs, particularly those at the smaller end of the spectrum, are often doing better work in the social value space than big organisations – it’s just a part of who they are. But most don’t have an ESG or bid team to help them navigate procurement processes – most of which are overwhelming and off-putting when you’re time poor and not really sure where to start. 

Some frameworks are pretty good at helping smaller businesses on board (check out Yorbuild, who have Minor Works frameworks that are more accessible for smaller businesses, and also run the Supply Chain Engagement Programme which helps local suppliers engage with framework contractors) - but there’s a lot of work to be done.
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If you’re an SME looking to get better at enabling, monitoring and measuring your social value so you can win more work – maybe in your framework tender! – we’re currently offering free 20 minute social value check-ins with our friendly consultants.

Contact us at info@chyconsultany.com to find out more.