The UK government spends over £10 billion annually on technology. A significant portion of that flows through structured procurement frameworks designed to make it accessible to companies of all sizes — not just the large systems integrators that dominated public sector IT for decades. This guide explains how the main frameworks work and how to position your company to win.
The Three Main Routes to Market
Most government technology procurement flows through one of three routes: G-Cloud (for cloud-based products and services), the Digital Outcomes and Specialists (DOS) framework (for teams and specialists to deliver specific projects), and the Crown Commercial Service Technology Products and Services (TPS) framework. Understanding which is appropriate for your offering is the starting point.
G-Cloud: Your Fastest Route to the Catalogue
G-Cloud is a framework that allows pre-approved suppliers to list cloud products and services on the Digital Marketplace (now Crown Marketplace). Buyers can purchase directly without running a full tender. New framework iterations open periodically for new supplier applications. To be approved, you need to submit a service definition, pricing, and terms — but there is no complex bid process. The barrier is lower than most suppliers realise.
DOS: How Specific Projects Are Procured
The Digital Outcomes and Specialists framework is used when a public sector buyer has a specific project requirement — a new digital service, a data analytics platform, or a cloud migration. Approved suppliers are invited to respond to specific requirements. This is where the writing quality of your response matters most. Government evaluators score responses against stated criteria, often with mandatory minimum thresholds. Understanding the scoring methodology before you write your response is not optional — it is the job.
What Procurement Evaluators Actually Look For
Having evaluated and reviewed government tender responses across multiple frameworks, the consistent differentiators are not the ones most suppliers focus on. Evaluators are not primarily evaluating technical capability — they assume a baseline level of competence from framework-approved suppliers. They are evaluating evidence: specific examples, measurable outcomes, and demonstrated understanding of the public sector context.
- •Specific evidence of similar work — sector, scale, and outcome, not technology stack.
- •Demonstrated understanding of government procurement and delivery context (GDS standards, WCAG, government security classifications).
- •Named individuals with verifiable credentials — not "a senior engineer" but a named person with a track record.
- •Robust approach to risk — how you handle scope change, how you handle delivery delays, what your escalation path looks like.
- •Social value: government contracts now require measurable social value commitments — employment, sustainability, community benefit.
- •Data and security: clear articulation of how you handle government data, what certifications you hold or are working towards (Cyber Essentials, ISO 27001).
Pre-qualification: Getting Your Credentials in Order
Before you can bid on most government contracts, you need a minimum set of credentials in place. A UK Companies House registered entity is the baseline. D&B D-U-N-S numbers are required for many government procurement systems. Cyber Essentials certification is increasingly a mandatory requirement. Insurance certificates (professional indemnity, public liability) need to be current. These are not nice-to-haves — they are table stakes for the evaluation stage.
The SME Advantage
The UK government has explicit policies to increase SME procurement share. The Crown Commercial Service has dedicated SME routes, reduced financial threshold requirements, and simplified evaluation criteria for smaller contracts. The Cabinet Office publishes targets for SME spend. Large system integrators have structural disadvantages on agility, cost, and speed that a well-positioned SME can exploit — if they can demonstrate the governance and accountability that buyers need.
If your organisation is looking for a technology partner with the credentials and experience to deliver on government digital contracts, we would be glad to discuss your requirements.
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