G-Cloud is a framework that simplifies the public sector procurement process for suppliers and buyers in the cloud-based software services industry. Suppliers apply to join the framework and only if they meet certain criteria are they approved.
This is great for buyers because pre-approved suppliers meet quality standards and are much less of a risk than suppliers not on the framework.
Pre-qualified suppliers list their cloud-based services under three lots (more below), which makes it easy for contracting authorities to compare vendors and select the company that best meets their needs. In some cases, there is a direct award, which is totally different from the more ‘traditional’ online procurement process.
This ability to compare suppliers’ services means you need to find a way to stand out. Optimising your G-Cloud listings is the easiest way to do that. First, you have to determine if you should register in Lot 1, 2, or 3.
- Lot 1 is Software as a Service (SaaS)
- Lot 2 is Platform as a Service (PaaS)
- Lot 3 is Infrastructure as a Service (IaaS)
G-Cloud 13 added Lot 4 to the list, but G-Cloud 14 reduced it to three again.
Think G-Cloud Framework – Think Delta eSourcing
Delta eSourcing is one of the leading eProcurement and eTendering platforms in the UK. As a G-Cloud 14 supplier, we are the perfect partner to help you optimise your framework listing and improve your selection rate.
Our services are designed to match buyers and suppliers on a central hub, facilitating transparency, accountability, further competition, and innovation.
We’ve created a simple G-Cloud 14 suppliers guide, providing new businesses and SMEs with the basic information they need to navigate – and optimise – the framework.
Buyers and Suppliers Enjoy Many Benefits on the G-Cloud 14 Framework
The benefits of a G-Cloud services listing go beyond simplifying the procurement process for all parties. For instance:
Competition and innovation
Because the pre-qualified suppliers are all on par service and value-wise, the pressure’s on to enhance or improve their services, works, or products.
Transparency is in-built
Absolutely all framework agreement-related information is available to anyone browsing the Digital Marketplace. This helps build trust because the process is clearly fair for all concerned. It can also lead to collaboration among cloud software suppliers.
Enhanced security
There were some security concerns in previous iterations, but G-Cloud 14 ensures data is protected by a more robust information security system.
Greater visibility
There are a variety of public sector organisations on G-Cloud 14, including local councils, governing bodies, and central government agencies. Suppliers on the framework are visible to them all, at least, all with tenders in their Lot.
Improved efficiency
The procurement process is simpler, it’s easier for buyers to find qualified suppliers, and it shortens the tender process from months to weeks. If you’re in luck, framework contracts can even be awarded in a matter of days.
Easier application process
All suppliers need to do to apply is ensure they meet the criteria, answer a questionnaire, and complete their online catalogue of cloud-based services. The framework automatically ensures suppliers meet G-Cloud compliance requirements, including Procurement Act regulations and standards, so that’s one more process they don’t have to worry about.
Refresh cycles
Refresh cycles enable suppliers to update their listings. This is important in an evolving market as it ensures suppliers remain current and competitive as demands change. It also enables them to update their pricing in line with market norms.
Key Challenges Suppliers Face on the G-Cloud Platform
G-Cloud 14 is designed for simplicity, however, businesses new to public procurement, especially framework agreements, might still find the process tricky. Some of the challenges keeping them off G-Cloud include:
Bureaucracy
Suppliers new to G-Cloud have to jump through many hoops before they start. For instance, there’s a lot of admin (documentation) and suppliers must ensure that all docs and other bureaucratic processes comply with the new Act’s regulations.
The approval process can also be rather long, but once the ball is rolling and suppliers’ experience grows, approval time is often reduced. Unfortunately, many SMEs feel they can’t wait that long and choose the usual online procurement process instead.
Not enough technical experience
Buyers also face their fair share of challenges, like not having the technical know-how to optimise the evaluation process and implement the cloud-based solutions once they’ve awarded the contract.
Robust data security
Cybersecurity is always a concern where data is involved. When it’s public sector data, the concern is compounded. Contracting authorities might be up-to-date on cybersecurity measures, but that might not apply to all suppliers.
It’s up to buyers to ensure their suppliers comply with security requirements. It’s quite challenging looking into each and every supplier, including sub-contractors.
Tight budgets
It’s not that the UK government is tight-fisted, it’s that there are limited funds that have to spread across multiple departments. Public sector organisations must walk a financial tightrope to ensure they can carry out their duties and meet their responsibilities while stretching pennies.
Migrating to cloud software can be an expensive exercise, however, the long-term benefits of G-Cloud procurement more than make up for the initial costs.
How to Stand Out on the G-Cloud 14 Framework
Visibility is a problem in the highly competitive environment that characterises G-Cloud frameworks. Options to shine are limited, given that suppliers have to conform to a set structure and format. Still, there are ways to increase visibility and attract contracting authorities’ attention.
It starts with optimising your name and summary. You do this by using search terms buyers are most likely to use when looking for services related to your business offering.
Think about the terms you would use if you were looking for your service or product, for example, “cleaning services for office carpets and furniture.” You can use “office cleaning services,” carpet and furniture cleaning …” you get the idea.
Remember to use synonyms.
Additional tips include:
1) Optimise filters
Try to be as specific as possible about your software or hosting services so you attract super-relevant buyers. For example, if you’re narrowing your services by location, name the cities or the regions – depending on the extent of your reach.
Research shows that your list of cloud services should include:
- Types of ongoing support (email, telephone)
- ISO 27001 Information Security Management accreditation
- Staff security clearance for contracts involving sensitive information or access to off-limits areas.
- Official incident and risk management policies and processes
- Clear pricing (pricing structure and transparency)
- Other attributes relevant to your services, products, or works
2) Test your listing
Find out how effectively your listing advertises your services. Enter your key search phrases to see how many competitors crop up. If you’re one of hundreds, you must refine your terms and further optimise your list of cloud-based services. Ideally, you want to share the spotlight with only another two or three companies.
If you crop up in a crowd, you must look objectively at your online catalogue and consider:
- What differentiates you from your competitors – what is your USP?
- Have you been specific about your Features and Benefits?
- Have you provided details specific to your services?
3) Emphasise compliance with the Procurement Act 2023
The new Act is the be-all and end-all of public sector digital procurement. You must comply with all its regulations, with particular emphasis on information security and social value.
At the very least, you must have Cyber Essentials or Cyber Essentials Plus certification to demonstrate your commitment to data security.
Social value has gone from nice to have to absolutely essential. It has a minimum 10% weighting in the evaluation process so the more value you can add to uplift local communities, the better.
4) Include case studies
You must prove to public sector organisations that you can walk the walk. Case studies are the strongest proof that you excel at what you do. Case studies must be relevant, recent, and comprehensive to impress buyers.
Note: Comprehensive doesn’t mean lengthy. You can be succinct and still include pertinent details.
Note also: You can include testimonials, but they don’t have the same impact as case studies.
How to Win More Contracts on G-Cloud 14
We’ve just seen how to leverage G-Cloud’s framework to attract more attention and improve your business’s chances of winning contracts.
Now, we’ll look at how to bolster your procurement strategy in other ways.
Early engagement
Early engagement is actively encouraged as a way to better understand buyers’ needs. But, it works both ways. Suppliers get to know the nitty gritty details of a contract, while buyers learn about realistic expectations – what they can reasonably expect from their contract. For instance, the timeline might be too short or there might be more links in the supply chain than originally thought.
Basically, early engagement introduces buyers and suppliers and clarifies framework agreement details.
Register on eTendering platforms
eTendering platforms are the go-to tool for winning and awarding contracts. Delta eSourcing, a leading procurement platform, caters to buyers and suppliers, providing a range of features that simplify the entire online procurement process.
Its core feature is helping suppliers find and bid on relevant contracts, simultaneously providing contracting authorities with a platform to publish new contract opportunities and find specialists who can deliver tender requirements.
Additional features include:
- Market intelligence, including analytics, to optimise procurement strategies and track buying trends.
- Ongoing support and guidance to enhance supplier visibility on the G-Cloud framework.
- Access to resources and guides on how to effectively and efficiently use G-Cloud 14.
- Checklist to maximise the effectiveness of supplier listings on the framework.
Contact Delta eSourcing For More Information
For further information on optimising G-Cloud 14’s framework, book a consultation or free demo and put G-Cloud to work for you.
