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In 2012, the UK government unveiled a pioneering initiative set to transform public sector IT procurement: the G-Cloud framework. G-Cloud promised to democratise the procurement process, offering an equal opportunity for suppliers of all sizes. As the public sector continues its digital transformation, G-Cloud has become a beacon for suppliers looking to partner with government entities. However, the experience of being on G-Cloud differs from what many suppliers anticipated.

The common perception is that being part of the framework means government bodies will actively seek out your services and request a quote. Yet, this is far from the case. Unless you are offering a very standardised service that is in regular demand, many suppliers find they are not being called upon and fail to win contracts despite being listed on the G-Cloud framework.

If You Don’t Get Asked to Quote, Why Join?

While it's true that suppliers are not inundated with contract offers just because they are on a framework, for those supplying cloud-based products, G-Cloud is the most widely recognised framework accessible to every public sector organisation. This can be highly advantageous for those willing to proactively sell into the public sector.

Active Sales in the Public Sector

Being part of a framework, especially one as renowned as G-Cloud, means that suppliers can actively sell to the UK public sector, almost similarly to how one would approach the private sector.

Most government departments are probably unfamiliar with your products and services. Being on the G-Cloud framework gives suppliers the contract vehicle that allows their sales teams to actively explain offerings, demonstrate how they resolve specific issues, and justify their importance to the buyer. This approach gives those who are actively selling a distinct advantage over those who await an invitation to quote.

Read about how to actively sell to the public sector here.

G-Cloud is an ideal framework for suppliers because it is open to all UK government departments and a significant number of other public sector bodies, including local governments, health services, educational institutions, and not-for-profit organisations. By adopting a proactive sales approach, G-Cloud enables suppliers to prospect potential buyers and actively cultivate relationships with those who are well-suited for your product or service.

If you miss the opportunity to join the G-Cloud framework, you can consider other frameworks for an active selling approach. However, you may find your opportunities are limited to those with access to that particular framework.

Applications to join G-Cloud close on the 26th of April 2024.

Click here to read the contract notice and access information about the G-Cloud framework.

Follow Tenderlake on LinkedIn for concise insights on public-sector tenders and emerging procurement signals.