The organisations that adopt a planned approach to public sector contracting will be more successful, more quickly, than those who use the scattergun method of bidding for as many contracts as possible in the hope of eventual success.

The following suggested strategy is based on observing the mistakes made by those who have missed out in the past.

Be focused
Conduct research on your chosen targets
Identify the most suitable contracts
Identify your strengths/USP
Make yourself known to the relevant procurement officers
Get hold of the 'Strategic Plan'
Build a bank of statistics
Use case studies
Obtain information about the currents tate of play
Undertake a competitor analysis
Consider partnership working
Be innovative!