One of the most common pieces of feedback we receive from subscribers trying to win their first public contract is that they are tired of being knocked back from promising opportunities, with many minded to give up entirely and focus their efforts exclusively on the private sector.
This is entirely understandable when time and resources are minimal and the workload involved in bidding so substantial, but companies in any industry need diverse revenue streams in order to prosper and grow. Winning your first tender is not so much about the here and now, but about the future: once you have your foot in the door, many more opportunities will open up to you.
In our experience, it pays to be pragmatic when selecting your target. Larger contracts are unlikely to be awarded to a supplier with no previous public sector experience, so below-threshold procurements should be your focus; they may not be worth millions, but winning just one can prove to be a vital stepping stone for any company aspiring to win large government contracts.
In other words, don’t try to run before you can walk. Be selective about your bids and focus on winning one of the more modest contracts in order to give yourself the best chance of success. Your first win allows you to demonstrate your capabilities and gain vital references, which will be invaluable when making your pitch for a larger and more lucrative contract.