The shape of government regulated buying procedures.
There are vast opportunities to sell to local and central governments, government-funded services, and the military that is subject to a government regulated buying process.
The buying process for such requirements is normally highly regulated for the purposes of eliminating fraud, maintaining transparency, and making the best use of public funds.
The initial steps progress in much the same way as for unplanned and planned buying.
There may be RFIs (Requests For Information) or PQQs (Pre Qualification Questionnaires).
Once a requirement has met internal criteria for the initiation of a buying process, the task is normally handed over to a procurement team who are then tasked with running a competition according to the rules of the selected process.
In the EU, procurements can use one of four systems and six procedures:
EU Government Regulated Buying Systems
Tenders
Frameworks
eAuctions
Dynamic Purchasing Systems
EU Government Regulated Buying Procedures
Open
Restricted
Negotiated
Competitive Dialogue
Competitive Procedure with Negotiation
Innovation Partnership
As the UK historically implemented its EU law public procurement obligations through UK regulations (the principal ones being the Public Contracts Regulations 2015 (PCR 2015)), these continue to apply even though the UK has left the EU and the transition period has ended.
For those who compete for business that is subject to strict procurement regulations, it is essential to understand the applicable rules, systems, and procedures.
Outside of the EU and the UK, regulations are different however, most countries in the world do publish the procurement rules under which their governments and public institutions operate.
If you bid for government regulated business, study the rules.
This page describes the current UK Government public procurement policies:
https://www.gov.uk/guidance/public-sector-procurement-policy
Post Brexit UK public procurement overhaul plans:
https://pages.achilles.com/reform-of-public-procurement-law-after-brexit-whitepaper
The Law Reviews - Explore strategic legal analysis in 117 jurisdictions worldwide:
https://thelawreviews.co.uk/countries
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If you have the discipline of an autodidact, use our free B2B sales training course, indexed here. This page presents 1.3 of section one, about the government regulated buying process. If you need more, have any of our B2B sales training courses or any element or any combination of elements delivered for groups or individuals through online sales training sessions or one-to-one coaching. Call +44 (0)1392 851500 or email jimm@salessense.co.uk for details.
