Higgle: The B2B Sales Club Unlocking the Mysteries of Public Sector Procurement with Dan Cook
What powerful strategies can help suppliers break into the lucrative public sector market?
Dan Cook, Director of Public Sector for digital product consultancy Red Badger, is here to give deep insights into public sector procurement. He provides a very unique perspective, showcased by his journey from being a buyer in the public sector to navigating the challenges as a supplier. We discuss the arduous RFP process, the cost of sales, and the significant effort involved in managing client relationships.
We further explore the structured world of government procurement, which Dan is an absolute expert in, given that he is the former CIO at the Houses of Parliament. He uncovers the layers affecting procurement, from decision-makers near Whitehall to the implications of the newly implemented Procurement Act. As we dissect strategies for thriving in public sector markets, we highlight the importance of building robust networks and forming strategic partnerships.
Topics covered during this episode include:
- Why the RFP process and client relationship management are complex and challenging for suppliers.
- How understanding the public sector procurement process requires recognizing ministerial and civil servant dynamics.
- Why the new Procurement Act is impacting transparency and competition.
- How building robust networks and partnerships is vital for success in the public sector.
- Why hiring experienced professionals can help navigate public sector entry.
- How partnerships with larger suppliers can provide strategic entry points into the market.
- Why co-branded case studies are useful in gaining credibility.
- How knowledge-sharing within the B2B sales community can benefit those navigating public procurement.
- Why suppliers must be adaptable and continuously test strategies in public sector procurement.
Discover strategies for navigating the complex public sector procurement landscape in this must-listen episode!
Dan Cook on LinkedIn: https://uk.linkedin.com/in/dan-cook-5bb23223