1. Understand the Value of Mini-Competitions:
Competing in these mini-tenders isn’t just about chasing another win; it’s a treasure trove of information. Every time you compete, you receive actionable feedback on your competitive positioning. This isn’t about mere numbers; it’s about understanding how your price and overall value proposition are viewed against others on the framework. With each tender, you refine your strategy, building upon strengths and addressing areas of improvement.

2. Undertake Competitive Positioning Analysis:
Familiarise yourself with the other suppliers on the framework. By analysing their strengths and services, you can better position yourself for success. Determine where your services outshine the competition and where there might be gaps. This isn’t a one-time exercise but an ongoing strategy to stay ahead of the curve. Each insight can be used as a lever to strengthen your offering and better position yourself in future mini-competitions.

3. Engage Potential Buyers Directly and Indirectly:
It’s entirely possible that potential buyers might be unaware of the new framework or your position within it. Reach out, but be savvy about it:

4. LinkedIn:
Use this platform to strategically connect with potential buyers. Once a connection is established, target them with content and ads emphasizing your service strengths, achievements, and expertise.

5. Newsletters:
Craft newsletters that shine a spotlight on your successes, case studies, and key services. Use these to foster and maintain a connection with potential buyers, subtly reminding them of what you bring to the table.

6. Don’t Overlook Your Current Contracts:
If the framework is set to replace older contracts, and you’ve been serving clients under these, you’re at risk. Engage with these clients, ensure they’re aware of the changes, and reinforce the value you’ve always delivered. It’s about ensuring continuity and trust amidst the transition.

7. Make Your Presence Felt:
a. Webinars and Workshops: Hosting informative sessions is a strategic way to establish and solidify your position as an industry leader. It subtly reinforces your expertise to potential buyers without overtly marketing your framework position.
b. Industry Events: Your presence at industry-related events boosts visibility. Engage, network, and if possible, take the stage. Share insights, discuss trends, and ensure potential buyers are familiar with your brand and value proposition.

8. Maintain Strong Communication Lines with the Contracting Authority:
Don’t underestimate the value of a strong relationship with the contracting authority. I’ve had clients working very closely with the OGP who’ve told them about upcoming competitions and provided details on other competitors. They can offer insights, updates, and perhaps even some subtle nudges in the right direction. Ensure you’re not just another name on the list, but a proactive, engaged participant.