OasisLMS

Duration: 58mins - As a result of joining this event the participant will know how the public sector market in the UK procures its goods and services which will enable them to develop or refine their public sector focussed sales plan.

All sales professionals

UK and International

The public sector is probably the largest single market in the UK. In 2019 it awarded £93 billion across more than 45,000 contracts and 16,000 suppliers. It sets out to support SMEs with its policies. The market is also growing, it was 17% up on the previous year and continues to grow. It is a great fit for many organisations but relatively few choose to approach it. Public Sector is a fair, structured and transparent procurer with great payment terms and little or no risk of bad debt and overall is a very loyal customer. It fits very strongly with the ethical sales approach championed by the ISP and its members. We are launching this special interest group to help our members share best practice for entering and winning and growing in this market. This launch session will set out the scale and context of the available opportunities, start to explore some of the specialist areas and competencies required and also ask for input and participation from the audience to help guide the development and focus of the group. Your own experiences, good and bad, will all be useful input. The objective of the group is to grow the number of members selling into public sector and to improve the success and experience of our members and importantly their customers.

An understanding of the segmentation of the UK public sector An understanding of the routes to market used by UK public sector and where to find information An understanding of the values and types of products and services procured by public sector

CPD Points: Two (when attending live) or one (watching the recording)

s Matthew Spencer has worked in business to business selling for more than 35 years, and for the last 20 years has focussed on selling into the Public Sector, leading sales teams and setting strategies for growth. He has worked on diverse opportunities and critical UK contracts, ranging from printing UK Visas and Prescriptions through to the Electronic Monitoring of Offenders. Most recently Matthew led the public sector sales team at Telefonica O2, serving more that six hundred customers across, health, central and local government, law enforcement, education and third sector. Matthew firmly believes that the public sector offers great potential to organisations of any size to grow their business in a profitable, lower risk and sustainable way if they know how to approach the market. Lloyd Johnson is Tussell's Head of Marketing. Before joining Tussell he was a procurement consultant at Efficio, and went on to run his own business advising SMEs on how to bid on government contracts.