Get the Content Right
We review our client’s content from an insider’s perspective to ensure that it is effective and attention-holding for public sector clients. We make sure that their language is appropriate and will resonate with public sector stakeholders as well as pointing out areas and nuances of application in the sector that our clients’ haven’t thought of. You only have a tiny window in which to grab your potential client’s attention. We make sure your content won’t turn them off.
Target the Right People
We help our clients to understand how public bodies operate and the difference between the procurement team and the end users themselves. We help our clients to decide who the right people are to approach, balancing accessibility with decision making power. The result is a set of individuals to target.
Choose the Right Engagement Methods
We help our clients find the best way to get through to their potential clients. This is to open a window of communication and to get their client’s attention. This can be any combination of hard copy letters, emails, phone calls, and social media, and our clients are often surprised to find that what works for them in the private sector won’t work in the public sector, and that different seniorities of stakeholder need different approaches and follow up methods.
Raise your Profile with Decision Makers before they Tender
Getting in touch with public sector decision makers is hard. You don’t know who they are and their procurement teams will often actively try to prevent you engaging directly with end users. But engaging with actual end users is vital if they are to be aware of your services and ultimately trust you enough to get into a contract.
We help our clients identify who they should be engaging with and how they should do it.
Understand the Client
Naturally our first step is to prepare by building a complete understanding of your offering and company, including both the practicalities of how the service is delivered as well as how the public sector can contract for it.
Understand the Market
We use our insider knowledge of central government and the wider public sector to consider where your offering would work best. As well as simply considering where your service could be applied, we also consider softer factors including innovation appetite and cultural fit.
Set the Direction
We then combine your offering with our knowledge of the marketplace to propose a marketing strategy. This sets out which areas of the public sector you should focus on and why, in the immediate and longer terms. We base this on where you are most likely to succeed in the short term and then how you can use this success to build a reference base which is essential in the public sector.
Focus on the Right Clients & Build Your Profile
Are you bidding for tenders you like the look of, but without much success? Despite the considerable efforts made to make public procurement fair, “blind bids”, where the bidder is not previously known to the buyer, fail more often than they succeed.
We help our clients to focus their marketing efforts on the most relevant areas of the public sector for them, allowing them to engage before the tender process begins.
We review the tender and report to you on how we think the tender will be evaluated and areas you need to watch out on.
Initial Draft Review
We review your initial draft of the bid document to check that the direction is correct and to get it ‘right first time’.