Public sector contracts can be valuable, beyond the profit margin (regular payment, high profile, opportunity for work across the sector). However, the bidding process is onerous! The pre-qualification questionnaire seeks to filter out companies that aren’t capable. However, they don’t make it very easy. Requirements such as showing you’ve undertaken ten contracts in three years, and the time and resources to fill out the documentation create a barrier.

It’s important to be selective in the projects you bid for. Pay particular attention to the requests for policies and procedures. Look at the evaluation criteria and weightings to recognise where the buyer’s focus is and whether these are strengths or weaknesses of your company.