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We secured a place on a framework – is it really a win?

Public sector frameworks: what to do when you manage to get on a major framework but you are near the bottom suppliers due to price? I suppose one question is how to, and can I still ‘fix this’. The other question is, is it worth boasting about a ‘win’ that’s not really so great?

Aga

Aga, a very interesting question. If you have won a place on a framework contract and you have the highest price, I would celebrate this! I would go out to all the potential customers and tell them why what you provide is so much better than the competitors’. All this and for only a (reassuringly) slightly higher cost. I would visit the authorised demanders (in person) and explain why my services were better. I would use this visit to sell my products and services. Indeed, in my early days with framework contracts I did this to build 14 of the largest framework contracts my business had ever achieved. Most clients are not looking for the corner cutting, cheapest approach. They want the best and easiest result. If you are the most expensive you can commit to this and cement your reputation on being the best. Then price is not very important. Of course, some clients only want the cheapest. However, in my experience, they are the most difficult clients to deal with and I am always very happy to leave them to my competitors!