How to Get Government Contracts

Winning a government contract can be a game-changer for your business. It provides a steady stream of income, enhances your reputation and gives you access to large-scale projects across a wide range of sectors. But for many small and medium-sized businesses, the process of securing public sector work may seem complex or out of reach.

In reality, government procurement in the UK is increasingly designed to be accessible, with simplified processes and specific targets for small business participation. This article explains how to get started, what to expect from the tendering process and how to increase your chances of success.

Understand how government buying works

Public sector organisations include local authorities, NHS trusts, schools, police forces, central government departments and publicly funded agencies. These bodies spend hundreds of billions of pounds annually on everything from construction and consultancy to cleaning services, IT support, stationery and catering.

Procurement rules require transparency, fairness and value for money. Contracts are awarded through competitive tendering, and opportunities are usually advertised publicly. The value of the contract often determines how formal the process is.

Lower-value contracts may require only a quote or short proposal. Higher-value contracts (often over £213,477 for central government or £5.3 million for works contracts, according to UK thresholds) require full tenders and more detailed submissions.

Register on government procurement portals

Most government contracts are listed on online portals. The main one is Contracts Finder, which lists opportunities from central and local government in England. You can search by location, sector and contract value.

Other portals include:

• Find a Tender: For high-value public contracts replacing the old EU Tenders Electronic Daily (TED)

• CompeteFor: Used for larger infrastructure projects

• Public Contracts Scotland, Sell2Wales, and eTendersNI: For devolved administrations

• Crown Commercial Service (CCS): Manages large-scale frameworks and dynamic purchasing systems

Registering is free and allows you to receive alerts and download tender documents.

Prepare your business for tendering

Before applying for contracts, ensure your business is ready to compete. You will often need the following:

• A clear set of policies, including health and safety, equality and environmental responsibility

• Financial accounts for at least one or two years

• References from previous clients or evidence of completed work

• Insurance documentation, including public liability and professional indemnity

• Accreditations or certifications relevant to your industry, such as ISO or Cyber Essentials

Start gathering this material early so you are ready when an opportunity comes up.

Understand frameworks and DPS

Some government contracts are awarded through framework agreements or dynamic purchasing systems (DPS). A framework is a pre-approved list of suppliers who can bid for mini-contracts over several years. You must first be accepted onto the framework, often via an open tender process.

A DPS is similar but allows new suppliers to join at any time. These are particularly useful for small businesses because they lower barriers to entry and offer ongoing opportunities.

Once you are on a framework or DPS, you can bid for individual projects without going through the full procurement process each time.

Write strong tenders

Tenders are scored competitively, with criteria based on price, quality, innovation, social value and delivery capability. Your submission should demonstrate that you understand the buyer’s needs, offer good value and can deliver reliably.

Answer every question clearly and completely. Use the buyer’s language and structure, and provide evidence to support your claims. Case studies, testimonials and measurable outcomes are very effective.

Avoid overpromising. Focus on being credible, realistic and relevant. Many bids are lost not due to poor service, but because of weak or unclear submissions.

Consider teaming up

If you are a small business lacking capacity or experience, consider forming a consortium or subcontracting with a larger organisation already working in the public sector. This allows you to gain experience, build relationships and improve your credentials for future bids.

You may also be able to join larger tenders as a named delivery partner. Make sure roles, responsibilities and payments are clearly defined in a partnership agreement.

Monitor and improve

If your tender is unsuccessful, always request feedback. Most public buyers are required to provide scoring and commentary. This is an invaluable learning tool and helps you refine future submissions.

Over time, you can build a portfolio of experience, references and performance data that makes your business more attractive to public buyers.

Final thoughts

Winning government contracts takes time, preparation and patience, but it is achievable for businesses of all sizes. Start by understanding where opportunities are published, register your interest, and make sure your business has the right documentation and systems in place.

With persistence, each bid becomes easier. Even unsuccessful tenders help you learn and improve. Many businesses grow significantly by securing a single contract, and once you are in the system, more opportunities follow.