The public sector offers a vast array of commercial opportunities to firms. For many, however, it’s a market they’ve never tried to crack.
Selling to local authorities and other public bodies demands a different approach and, without the necessary know-how, this can be a daunting prospect.
South Lanarkshire Council has tackled this head on with a series of meet-the-buyer seminars aimed at demystifying the process.
So far, “Selling To South Lanarkshire Council” has been staged in Rutherglen, Hamilton, Lanark and East Kilbride in conjunction with local Chambers of Commerce and the Small Business Gateway network.
At each event the speakers included senior Council procurement staff, legal and finance managers plus the Authorities Buying Consortium (ABC). Along with 11 other local authorities, the Police, Fire Brigade, colleges and other public bodies, the Council purchases fuel, energy, furniture, stationary and other goods through the ABC. There was also advice from the Small Business Gateways on how they can assist firms in selling to the public sector.
At the end of each event, companies had an opportunity to talk to buyers from each of the Council’s departments about the criteria for becoming an approved supplier.
South Lanarkshire Council Leader Eddie McAvoy said: “We want to make selling to the Council as easy and as pain free as possible. These events are a valuable part of that process. They offer straight-forward advice that will also stand companies in good stead if they wish to sell to other areas of the public sector.”
In the future, the Council could also arrange more informal seminars for any firms that wish further information.
A copy of the “Selling To South Lanarkshire” presentation and booklet is available from John Mitchell, Tel.: 01698 455138. The booklet is also available at http://www.sled.org.uk/sellingtoslc/
Picture Caption: (From left) Expenditure Supervisor with South Lanarkshire’s Finance Services John Bruce, Housing and Technical Resources Chief Accountant Eamonn Hughes, President of the Hamilton and Clydesdale Chamber of Commerce Alison Brownlie, Director of the Authorities Buying Consortium Ronnie McLean, Executive Director of Enterprise Resources Bill Kirk and Solicitor with South Lanarkshire Council’s Legal Services William Scobbie.