You’ve made the construction framework. Now, how do you win work?

Being appointed to a public framework can be a major win for construction companies. You've passed the selection process, demonstrated your credentials and secured your place on an approved list of suppliers. And those suppliers may offer a similar service to yours.

But being selected for the framework isn't the same as winning the work.

The Government Commercial Function published its new Framework Practice Guide on the 10th September, setting out a more consistent approach to how public sector frameworks should be established, used and managed.

This matters. A large proportion of the UK’s £400bn annual public procurement spend is through frameworks.

The new guidance is looking to improve efficiency, cut down the spread of extra frameworks and create more transparent and compliant routes to market under the Procurement Act 2023.

For construction companies targeting public sector work, there’s also another important point to consider. Getting through the framework door only gives you the opportunity to compete for the work.

A construction framework appointment is just the beginning

A place on a framework agreement shows that your business has met the criteria needed to become an approved supplier.

But you still may be competing against several similar businesses for the work. These companies will have good health & safety records, accreditations, experienced teams, and strong technical capabilities. They have to, otherwise they wouldn’t be on the framework.

So why should the procurement team select you for the contract?

This is where your marketing and business development activity can support your tendering strategy and make all the difference.

You need to make it easy for buyers to understand what makes your business different, and importantly, provide the evidence to back it up.

Show them you’ve done it before

Saying you have experience isn't enough anymore. Good case studies prove it. They allow you to show the type, scale and complexity of a project you've delivered, the challenges you overcame, and importantly, the results.

Instead of simply saying you have experience working in live environments, show how you successfully completed a project while keeping a school or hospital operational. That's far more powerful than a generic claim about your experience.

And don't just wait until a tender is published to start pulling that evidence together. Build a strong bank of relevant sector case studies now so you have the supporting evidence to hand when it's needed.

Demonstrate your sector expertise

Clients and buyers aren't just buying a service. They need to be confident that you understand their environment.

Healthcare has challenges different from education. A live manufacturing facility has different priorities from an empty commercial building.

Your website, case studies, social media and thought leadership should demonstrate that you understand. Talk about the problems clients in those sectors face. Explain how you solve them. Share relevant projects and clearly show the specialist knowledge your team has.

This helps to position you as an expert in the areas you want to win work in.

Talk about social value

Social value has become an increasingly important part of the public sector. It's a scored element of public procurement assessments under the Procurement Act 2023.

Many construction businesses are already doing some great things. They employ apprentices, work with local suppliers, support charities, visit schools, provide work experience and invest in their communities.

But they don’t always talk about it.

If social value is part of your business, let people know about it. Sporadic LinkedIn posts are not a social value story. You need to build a picture of what you do, why you do it, and, wherever possible, the measurable difference it makes. How much money did you raise for a charity by fundraising? How have you helped the local economy by working with local suppliers? How have you helped improve community facilities?

That evidence can support future bids as well as your wider marketing activity.

Build confidence with your credentials.

Clear specialist capabilities

Accreditations, certifications, awards, memberships and compliance standards help to show your expertise. They’re third-party, independent confirmation of your professionalism.  

But don't just put a logo on your website. Explain the value of these credentials, and why they matter to buyers.

If your expertise is in a specific sector, make sure you have the relevant accreditation for that sector; don’t rely on generic ones.

The same applies to your people, processes and systems. They're all part of the evidence that gives procurement teams the confidence that you follow best practice and industry standards.

Stay visible between opportunities

Public sector procurement can involve long buying cycles, so you need constant visibility.

Project updates show you're active. Case studies build trust and provide the proof people want. Thought leadership demonstrates expertise. E-shots keep you in regular contact with buyers, and LinkedIn puts you in front of decision makers. These aren't stand-alone activities; they send a consistent message.

Each touchpoint builds a stronger picture of your business, so when it comes to making a decision, the procurement team already knows who you are, what you specialise in, and that you can deliver what they need.

Don’t stop marketing when you’re on the framework

Securing a framework position doesn't mean you're all set. It's just the beginning.

Because making the framework gives you an opportunity.

What you do next can help you turn that opportunity into work.

How can CME help?

At CME, we work with businesses in construction and the built environment, helping them develop strategic marketing campaigns that demonstrate their expertise and keep them visible to the people they want to work with.

Messaging, websites and case studies, PR, e-shots, social media and direct marketing, we can help you build the evidence and visibility that supports your business development and tendering activity.

If you're on the right frameworks but aren't winning enough work from them, let's talk. Call us on 0843 506 5202.