Bid Writing to Win Frameworks
Framework agreements are multi-supplier contracts that establish long-term relationships, approving you as a designated supplier.
Framework tenders, like standard contracts, typically blend quality and price evaluations. Buyers review all submissions to select a specific number of approved suppliers for the framework.
Once on a framework, buyers often conduct mini-competitions or “call-offs” for specific requirements, significantly reducing procurement timescales and complexity.
Alternatively, some frameworks allow for direct awards, based on pre-agreed geographical lots or ongoing performance measured throughout the partnership, eliminating the need for further mini-competitions
Treat a framework opportunity just like any other tender. You need to invest time and resources to fully understand it: what the buyer wants, what they expect, your competitors’ strengths and weaknesses, and how you can gain a competitive edge.
Buyers will likely want to see your experience and ability to meet the framework’s requirements. This often includes requests for references from past work, financial information, company details, and any relevant accreditations you hold.
We also recommend considering compliance elements early so you can plan effectively. For instance, what staff training will be needed? Does your business require additional certifications? What specific experience and evidence are relevant, and can you begin gathering it before the tender is even advertised? Thorough planning is key!
Framework Bodies
UK government frameworks are typically released every 3-5 years. Within the healthcare sector, several public sector organisations form purchasing groups. These consortiums combine requirements to ensure competitive prices and procurement security for buyers.
NHS SBS Frameworks
Framework Values:
Over £3billion spent using NHS SBS frameworks to date
Scope:
Established in 2005 as an innovative partnership between the Department of Health and Social Care (DHSC) and digital experts Sopra Steria, the NHS Shared Business Services platform aims to increase efficiency and quality and provide savings across public sector healthcare procurement in England. The services advertised across the various contracts and frameworks hosted by NHS SBS utilise both SMEs and national providers.
Currently, two thirds of all NHS Trusts and commissioners use NHS SBS to procure goods and services, with a £3billion spend and over £726million worth of savings successfully delivered to the NHS. 54 active framework agreements give NHS sector buyers access to over 2300 suppliers and are organised across four main categories: Business Services, Construction and Estates, Digital and IT and Health.
Bidding for NHS SBS Frameworks
If you’re a supplier looking to bid for and win a place on an NHS Shared Business Services (NHS SBS) framework, here’s a detailed guide on how to make the most of this opportunity:
Being appointed as an NHS SBS Framework Agreement Supplier is a significant achievement that can help you expand your customer base and grow your business in the healthcare and public sectors. NHS SBS encourages suppliers to promote their award to ensure existing and potential customers are aware of what they offer.
To effectively promote your position on an NHS SBS framework and win contracts, consider the following:
- Use the NHS SBS supplier badge on digital channels and print materials, such as presentation slides, promotional material (brochures, leaflets, emails, banners), promotional graphics (social media), web pages, and event stands. Make sure to use the badge in line with the provided brand guidelines.
- Issue a press release or article to announce and explain your partnership with NHS SBS to existing and potential customers. When describing NHS SBS, use their full name in the first instance, which can be abbreviated to NHS SBS, and include a link to their website. You can also use the provided boilerplate text to provide more detail on the organisation.
- When describing your agreement, state your company name, the name of the framework agreement, and the specific Lots you’ve been named on. Explain what customers can access through each Lot, and work with the NHS SBS category manager to ensure the wording is accurate.
- Develop client stories and case studies to showcase the benefits of the framework agreement and the savings customers have successfully achieved by working with you. Work with the NHS SBS category manager to develop these materials and send them for approval before use.
- Announce your partnership with NHS SBS on social media using the pre-approved supplier logos and images provided by the framework agreement lead. Tag NHS SBS using their official handles on LinkedIn and Twitter.
To maximise your chances of winning contracts through an NHS SBS framework:
- Respond promptly to any opportunities that arise
- Tailor your proposals to meet the specific needs and requirements of each customer
- Highlight your company’s commitment to delivering value for money and supporting the healthcare sector
- Build strong relationships with the NHS SBS team and the customers you work with
Remember to send all press releases and literature regarding your award to NHS SBS for approval before distribution, and only refer to the goods and services available under the terms of the framework agreement.
By leveraging your position on an NHS SBS framework and actively pursuing opportunities, you can establish your company as a trusted supplier in the healthcare and public sectors, win new contracts, and contribute to the delivery of cost-effective and high-quality services to the NHS.
Crown Commercial Services (CCS) Frameworks
Thousands of public/third-sector buyers annually
Framework Values:
£22.7billion in the year 20/21
Scope:
The largest public procurement organisation in the UK, CCS uses its commercial expertise to help buyers in central government and across the public and third sectors to purchase a huge range of goods and services, from locum doctors to laptops. Due to the size and scale of CCS, buyers can expect competitive prices and a large number of suppliers, from multinational companies to small and medium businesses (SMEs), vying for places on their many framework agreements.
Frameworks hosted on CCS encompass a huge range of services and values and are divided into various categories.
Tendering for Crown Commercial Services (CCS) Frameworks
If you’re a supplier looking to bid for and win a place on a Crown Commercial Service (CCS) framework, here’s a detailed guide on how to navigate the process and make the most of this opportunity:
Becoming an appointed supplier on a CCS framework can significantly boost your business growth by providing access to a wide range of public sector customers. To bid for and win a place on a CCS framework, follow these steps:
- Monitor the Find a Tender service and Contracts Finder for CCS tender opportunities relevant to your business area. You can also check the upcoming agreement page on the CCS website to see what opportunities are coming up.
- When a suitable tender opportunity arises, respond to the contract notice on the Find a Tender service to express your interest. Keep in mind that expressing interest does not guarantee success.
- To be awarded a position as a supplier on a CCS framework, you need to be successful in the Find a Tender service process. Carefully review the tender documents and submit a comprehensive bid that demonstrates your company’s expertise, experience, and capacity to deliver the required goods or services. Highlight your unique selling points and provide evidence of successful projects you’ve completed in the past.
- CCS evaluates all bids based on pre-determined criteria, which may include quality, price, social value, and other factors. If your bid is successful, you’ll be appointed to the framework for its duration.
It’s important to note that there are no joining fees for CCS frameworks. Suppliers pay a small commission, or levy, based solely on the value of sales made through the framework. The commission varies by agreement but currently averages just 0.33%.
Once a framework is awarded, additional suppliers cannot be added. If you miss the opportunity to bid, you’ll need to wait until the next relevant tender opportunity arises. New procurements typically start several months before the current arrangement’s expiry date.
If there are no relevant tender opportunities currently available for your area of business, you may be able to subcontract your services to suppliers on existing agreements. Contact the relevant supplier directly if this is something you’re interested in.
To maximise your chances of winning contracts through a CCS framework once you’ve secured a place:
- Respond promptly to any opportunities that arise
- Tailor your proposals to meet the specific requirements of each customer
- Demonstrate your ability to deliver high-quality goods or services, value for money, and positive social impact
- Build strong relationships with customers and the CCS team
By successfully bidding for and winning a place on a CCS framework, you can establish your company as a trusted supplier in the public sector, access new markets, and grow your business through long-term relationships with a diverse range of customers.
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