Why Relationships Are the Key to Government Contracts
When councils need suppliers—especially for smaller jobs under $250,000—they often look to businesses they already know. That’s why waiting for a public tender is a missed opportunity.
The most successful small businesses in government contracting don’t just respond to tenders—they’re already known and trusted by council staff.
Step 1: Start with the Economic Development Team
Your local council’s economic development unit exists to support businesses like yours. They can:
- Introduce you to procurement teams
- Share information on upcoming projects
- Help you understand how the council engages suppliers
Action Tip: Reach out and request a short meeting. Keep it simple—just introduce yourself, explain what your business does, and ask how best to engage.
Step 2: Connect with Procurement Officers
Procurement and purchasing staff manage contracts and quotes. Once you’re known to them, you’re more likely to be contacted when work becomes available.
Engagement Tips:
- Be clear and professional in your communication
- Share real examples of how you’ve delivered value
- Ask how the council typically sources suppliers
Step 3: Attend Council Events and Supplier Briefings
Local councils regularly host:
- Business networking events
- Supplier information sessions
- Community expos
These are golden opportunities to introduce yourself, ask questions, and build trust—face to face.
Pro Tip: Always follow up afterwards with a short thank-you message or summary of your services.
Step 4: Keep the Relationship Going
Relationships take time—but they also pay dividends.
Keep in touch by:
- Sending updates on recent projects or new services
- Sharing helpful resources or case studies
- Checking in occasionally, even when you’re not selling
Don’t overdo it—but staying top of mind makes a difference.
Quick Council Engagement Checklist
- Contact the economic development team
- Introduce your business and its services
- Build rapport with procurement officers
- Attend local supplier events and briefings
- Stay in touch and provide value over time
Want Help Navigating Government Procurement?
At Aberdeen House, we help businesses like yours find opportunities and build real relationships with government buyers. Whether you’re new to the sector or scaling up, we’ll guide you every step of the way.
Contact us to start a conversation.