Winning Public Sector Business - a rough guide

4. Winning business, continued

4.2 Understanding your customer...continued

However you engineer the meeting, ask them about what they buy today and what is planned, what their problems and perceived risks are and what role a supplier like you can play in their being able to provide a ‘Best Value’ service to their ‘customer’ (which may be the community, or it may be another part of the organisation).

Look at the Council’s website to find out whether they are buying the kind of goods and services you offer. If you are a smaller local company you are unlikely to be considered for the supply of the sort of commodity items listed above, unless you can add value in a particular way eg speed of response, specialist service, niche items that meet specific needs.

The areas where you can add value and where Councils are always looking for good quality suppliers include local delivery of services such as contract cleaning, food supply eg to care homes, cash collection services and specialist professional temporary staff eg surveyors, architects, social workers and teachers.

Be aware that Council buyers do not appreciate being bombarded with telesales calls or mailshots advertising your products or services. They are also sensitive to any approaches that could be misinterpreted, which can even include buying a Council manager a drink (he has to declare it!).

Next page:  4.3 Providing ‘Best Value’

For information or help in breaking into this sector or improving your market share, contact us for a free initial consultation.

To download this guide click here