Public procurement overseas: A quick guide for Tech Companies

A Pathway for UK Tech Companies to Bid Confidently Globally

As technology continues to reshape the global economy, UK tech companies are increasingly looking to expand their reach by selling products and services to government agencies overseas. However, while these public sector markets present significant growth opportunities, they come with a unique set of challenges. To succeed, tech companies must not only offer innovative solutions but also navigate complex procurement processes, regulatory frameworks, and growing sustainability expectations.

This article outlines the key challenges faced by UK tech companies when bidding for government contracts overseas and highlights the critical areas to focus on for public contract readiness:

Challenges in Selling to Government Agencies Overseas

1. Understanding Foreign Procurement Regulations Each country has its own procurement laws and requirements that often vary significantly from the UK’s systems. Tech companies need to familiarize themselves with local regulations, including thresholds for public tenders, bidding processes, and compliance standards. This can be especially daunting when dealing with non-English-speaking countries or regions with opaque procurement practices.

2. Navigating Cultural and Political Differences Selling to a government agency isn’t just about meeting technical requirements—it also involves understanding local business culture and the political climate. Factors such as decision-making processes, communication styles, and government priorities can vary widely. Without an understanding of these nuances, even the most competitive bid may struggle to gain traction.

3. Meeting High Compliance Standards Government contracts typically have stringent compliance requirements, particularly around data protection, cybersecurity, and environmental sustainability. Many overseas governments are prioritizing sustainable procurement in line with global sustainability goals, and UK tech companies need to align their offerings to these values.

4. Competing with Local Providers Many governments prefer to work with local vendors or require foreign companies to partner with domestic firms. This puts UK tech companies at a disadvantage unless they can demonstrate clear added value over local competitors, such as superior innovation or sustainable practices.

Key Areas to Focus on to Be Public Contract-Ready

To overcome these challenges and maximize the chances of winning overseas public contracts, UK tech companies should focus on the following key areas:

1. Procurement Knowledge and Bid Compliance Investing in procurement expertise is essential. Companies must have a thorough understanding of both UK and foreign procurement regulations, along with the ability to craft bids that meet all local requirements. This involves not just legal and regulatory knowledge but also developing clear and compelling value propositions that meet the government’s needs.

2. Building Relationships and Networks Establishing strong relationships with in-country partners, intermediaries, or government contacts can be invaluable. Early engagement with decision-makers and procurement teams allows businesses to better understand government priorities, policies, and upcoming opportunities.

3. Sustainability and Social Value Alignment Governments worldwide are placing increasing emphasis on sustainability, environmental impact, and social value in their procurement processes. Tech companies need to demonstrate how their solutions contribute to broader societal goals, such as reducing carbon footprints, promoting diversity and inclusion, or advancing digital literacy. Incorporating sustainability into bids is no longer optional—it’s a strategic imperative.

4. Developing Localised Strategies Tailoring your approach to meet the specific needs of each market is critical. This includes localizing your bid materials, building a strategy for local partnerships, and adapting your solution to align with local economic and political priorities.

If you're looking to strengthen your overseas bidding strategy, don’t hesitate to get in touch; I'd be more than happy to support your work winning journey.

How My Bid Support and Sustainability Expertise Can Help

With a strong track record of supporting businesses in securing public contracts, I offer a unique blend of skills and experience that can help UK tech companies navigate the complexities of overseas procurement. As a member of the Chartered Institute of Marketing, an associate member of the Chartered Institute of Export and International Trade, and a certified sustainability consultant, I bring a multifaceted approach to helping organisations identify and pursue contract opportunities abroad. In many ways, I bring the best of Britain to the world and the world to Britain.

1. Bid Support and Proposal Development My expertise as a bid support specialist enables me to help companies craft proposals that are clear, compliant, and compelling. Whether it's navigating foreign procurement regulations or building a strong narrative that highlights your tech’s innovation and social value, I ensure that your bids are strategically positioned for success.

2. Public Contract Readiness I guide companies in setting up the necessary processes and systems to be public contract-ready. From creating internal bid management structures to developing compliance tracking and bid libraries, I equip organisations with the tools they need to confidently enter and compete in international public sector markets.

3. Sustainability Consulting Sustainability is no longer a 'nice-to-have'—it's a critical component of public sector procurement. I help businesses align their bids with global sustainability standards and demonstrate their commitment to social value. This includes everything from developing comprehensive sustainability strategies to meeting regulatory requirements for environmental impact.

4. Training and Upskilling I offer tailored training to upskill teams, ensuring they are well-versed in the latest procurement trends, evaluation criteria, and sustainability expectations. With this training, your team will be better prepared to respond to international opportunities, setting your company apart from competitors.

The opportunity for UK tech companies to sell to government agencies overseas is vast, but the path to success requires careful navigation of procurement regulations, compliance requirements, and sustainability commitments. By focusing on bid readiness and aligning with global sustainability goals, businesses can unlock significant growth potential.

If you feel you need a little help with your overseas bidding, feel free to reach out; I'll be delighted to help.