The biggest sales opportunity for small business in 2015

This spells a big opportunity for your business to seek out contracts and win new work. Enterprise Nation founder, Emma Jones, explains.

Government spends £230bn every year on products and services across all layers; central government, local government, the police, NHS, emergency services etc.

If you thought that spend only goes on big ticket items like roads and rail, think again. Across the annual spend of £230bn, the government buys:

  • IT services
  • Facilities management like plumbing, cleaning, landscape gardening
  • Catering
  • Uniforms
  • Pens and stationery
  • Taxi services
  • You name it – the government is buying it!

Maybe you also thought the process of selling to government would be beyond your time and financial budget; it will take too long and costs too much to go through the process and form-filling. Think again!

To smooth the process, a new version of Contractsfinder ( will go live in January 2015 with over £190 million in active projects for you to review. There will be links to LinkedIn so you can form groups to bid and you’ll also be able to see how previous contracts were awarded, and at what price. You can search by postcode to view opportunities in your area and, on securing a contract, government commits to paying within 30 days – and will do its best to ensure large suppliers do too if that’s the way you’ve chosen to secure a contract.

Think of it like this: the government is now firmly motivated to give as much business as possible to small business – and they’re making it a lot easier for you to play your part.

Here’s some advice from Sally Collier, head of Crown Commercial Services on how to make the most of this significant opportunity:

  • Determine your strategy ie do you want to sell to central or local government and do you want to sell direct or via a large supplier?
  • Based on this, decide on the top 6 relationships you need to cultivate ie with large suppliers or direct with the buyers listed on Contractsfinder
  • Talk to the buyers! They want to talk to you to explain what they’re after with the contract to ensure everyone gets the best result.

If you’re interested in pursuing this opportunity, attend The Government Exchange on Monday 8 December to meet buyers from central and local government as well as procurement teams from the largest suppliers to government including Sodexo, Fujitsu and Accenture.

Book your place now for The Government Exchange

Image: Sales via Shutterstock