We are often asked to advise start-up companies looking to break into the public sector by bidding for tenders - and we have to give them bad news: unless you are prepared for the long haul and investment, don’t go there.
Why? After all, the sector represents well over half of the country’s business-to-business trade, it pays reliably and once you are established, you have a good chance of continued business.
So why is it so difficult to break into? It comes down to four key reasons: