Public Sector business can be extremely competitive, with taking part in the tendering process often being the only way to get a seat at the table. However, public procurement can be incredibly complex, and without a full understanding of the rules and regulations, it can seem difficult to be able to enter the competition to win public sector business.
One way to get ahead of the competition is through early engagement – talking to buyers ahead of the procurement process, during the scoping and preparation phase.
By making contact with public sector buyers earlier, you stand to position yourself as an influencer and thought leader, instead of just another commercial supplier. Once you’ve developed a relationship with a buyer, there’s even the possibility of shaping the procurement requirement.
By leveraging Ingenium’s data and our range of managed digital marketing solutions, you can begin conversations with key public sector decision makers earlier. Using engaging content to build credibility and authority within your customer base, we can help you start to position your brand as an industry expert. Above all, we put you in touch with the right people – meaning you can get a competitive edge over suppliers who aren’t having the same conversations.
Build relationships with decision-makers and influencers in the buying organisation
Discover areas where your own solution could make a real impact and add value
Shape the buying organisation request by using your own industry experience and knowledge
Play an active role in any market research or testing discussions with industry
Increase the chances of being shortlisted
Become seen as a strategic partner rather than a commercial supplier
Our colleagues at iGov Survey recently conducted an extensive survey into procurement throughout the public sector. The survey report for Procurement Approaches Across the Public Sector: Challenges & Opportunities revealed findings including that 40% of organisations view early engagement as the highest priority in a procurement exercise. The report also contains key findings about the impact of cyber security, perceived barriers to successful procurement, eSourcing and more.
Media & Marketing Solutions has produced a short video, Successful Conversion Through Early Engagement, detailing the benefits of early engagement for both buyers and suppliers. As well as describing the different types of early engagement, the video includes highlights of our research into buyers’ opinions on early engagement and a case study of how we helped a client contact key central government departments ahead of the formal tendering process.
To see how Media & Marketing Solutions can help you access Ingenium, get in touch today on 0845 094 8567, or submit your enquiry on our contact form.