I saw a post about a public-sector training framework in my feed recently, and it got well over a hundred comments. I read them all, and it’s left me feeling a bit dismayed.

Firstly, most of the comments were tags: “thought of you”, “one for us?”. That’s fair enough – that’s how LinkedIn works. But a surprising number were some version of “how do we tender for this?” with about three weeks to go before the deadline.

I don’t mean to sound sniffy, everyone starts somewhere, and I’d much rather more small providers bid for public work, not fewer. But three weeks really isn’t enough time to start. Before you write a word of your quality answers, you need to be registered on the Central Digital Platform. You need written policies on data protection, safeguarding, equality, health and safety and business continuity. You need insurance at the levels asked for, or a clear account of why you don’t need it. You need examples of recent contracts you can actually evidence and a day rate you’re comfortable living with for years. None of that is quick, and none of it is the interesting part.

Simply put, the deadline is for submitting.

Getting ready happens weeks, even months, before the notice appears.

Another thing I noticed was people forming partnerships in the comments. Under the Procurement Act you have to list every subcontractor you intend to use, and anyone you rely on to qualify goes through exclusion checks with you. A friendly “let’s team up” in a comment thread has real consequences once it’s on a tender form.

Lastly, it’s really worth doing the maths before you get excited. A framework place isn’t paid work. It’s a shortcut permission to compete for work. Even at a value of £1m, up to an eight-year period and, potentially, over fifty suppliers. Do the sums and then decide whether the bid is worth your time.

If you’re a small provider thinking about public sector work and want to get ready properly, rather than in the three weeks before a deadline, get in touch.