Lets start off with a big topic that I know many independent business people are passionate about - usually in a negative way. How do you win contracts in the public sector when you have no previous experience of supplying to the public sector, yet the buyers want tenders from people with previous experience? - The catch 22 criterion!
Well there is no easy answer but it can be done. Firstly do your homework by identifying your target buyers, including contact people within the organisation. Then find ways of building relationships with your contact people so that they, at least, know of your existence and desire to sell to them. Find out when opportunities are coming up. As a first step identify small opportunities that will pose less risk to the buyer should they choose your company as their supplier. Once you get one or two smaller contacts under your belt you can start to bid for larger contracts.
Sign up to http://www.supply2.gov.uk/ to find out about government contracts in your area - it is free if you just receive information for your local area.
Commentary on funding and innovation with a major focus on UK government research and development tax incentives (R&D tax credit and relief) including what qualifies and how to get it!
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