Unlocking Social Procurement Opportunities: Two-part workshop series | workshop 1
QSEC, ArcBlue and Gov Ready held an interactive webinar exploring what it means for social enterprises to be procurement ready. Drawing on experience across government and private sector procurement, the session shared practical strategies to help social enterprises position themselves effectively, communicate their value, and demonstrate capability.
Summary
This webinar explores practical steps and strategies for social enterprises preparing to engage in procurement, including:
- How to position your enterprise as a capable and competitive supplier.
- What buyers look for and how to align with procurement expectations.
- Ways to refine your value proposition and frame a compelling pitch.
- Using evidence like case studies and testimonials to build credibility.
- Applying the “Three Ps” framework: Position, Pitch, and Perform.
- Accessing opportunities beyond tender platforms, including BAU and panel arrangements.
- Approaches to engaging strategically with government and corporate buyers.
- Steps for developing an internal procurement readiness plan.
- Understanding compliance requirements and how to meet them.
- The scale of opportunity for social enterprises across public and private procurement markets.
Show notes and quotes
Thomas Pollock: “Our goal, for every social enterprise that we work with, we don't want them actually fishing just in the social enterprise opportunities. We want them fishing in the larger pools with local, state and federal government.”
“The problem you solve in one short, succinct sentence is not an easy exercise. Branding experts will charge you thousands for it. But it's really important. And that problem, that core problem you solve, that's what we need every single buyer to know about you.”
“For the social enterprises out there, listening today that maybe don't have too much experience trying to work with government or win contracts, start with your local council. Start small. Most of the councils since COVID have got buy local policies in place.”
Elisabeth Lette: “Back to the three Ps, understand your position, what's the type of work you want to do? Who do you want to work with? Where do you fit into that playing field? What's your story going to be? How are you going to go in? How are you going to pitch? And then what's the evidence?”
Adele Laughton: “Our experience at QSEC is that getting ready phase. Getting businesses to understand what it's like to get ready for procurement and all of the steps that sit before actually tendering.”
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