1. 3 Month Strategy of Selling
to the Public Sector
By Gavin Finlayson

2. Making a Start
 Meet with my Manager
 Discuss expectations
 Set realistic goals
 Establish their definition of a ‘steller’ performance
 Introduce myself to team mates
 Familiarise myself with the computer systems
 Complete any required training

3. Public Sector Research
 High level PS staff contact details are generally
advertised
 Create a prospect list from PS including:
– Central civil government departments & agencies, NHS and local
trusts, Ministry of Defence, Local Authorities, Universities & Colleges
etc
 Research all prospect websites to establish whether
they have a guide on becoming a supplier
 Familiarise myself with purchasing procedures of
targets

4. Making Contact
 Determine correct contact and preferred
method of contact
 Set call objectives
 Establish trust and rapport
 Establish whether currently use online
recruitment
 Establish purchasing procedure
– e.g. application, tender, access to PS supplier advertising

5. Making Contact
 NEW TO ONLINE RECRUITMENT
– Establish current recruitment method
– Outline benefits and savings of using online recruitment
– Check whether they have an ‘approved supplier’ list and
whether total jobs can be added
 HAVE EXISTING ONLINE RECRUITMENT SUPPLIER
– Explain USP’s of Total Jobs
– If there is a renewal date on current supplier
– What I need to do to be their next supplier

6. Be Prepared
 HAVE READY:
– A description of the product using non-technical
language
– A list of available products and options available
– List any PS major clients that Total Jobs already deal
with
– Outline any business you have done with a similar
organisation (e.g. another NHS Trust)
– Trade brochure

7. Pipeline Management
 Ensure all calls and details are logged
 Note any personal information
– e.g. Sick mum, going on holiday, pet’s name etc
 Use above to establish trust and rapport
 Set call back time reminders
 Qualify each prospect
– e.g. hot, warm, cold etc

8. Up Selling to Existing Clients
 Ensure existing clients are regularly account
managed throughout the first contract period
and rapport is in place
 Establish any areas they would like to see
improvement and how cost effectively they
can be implemented
 Research competition to establish strength of
position within the marketplace

9. Additional Revenue Ideas
 Check the following regularly for potential
contracts:
– supply2.gov.uk
– CompeteFor
– Official Journal of the European Union (OJEU)
– UK Trade & Investment
– Tenders Electronic Daily
– National, local and trade press
– Small Business Initiative (SBRI)
 Other Ideas:
– Subscribe to the MoD Contracts bulletin
– Advertise in the OGC Buying Solutions catalogue (pre-tendered offers)

10. Review After 90 Days
 Meet with Manger to revisit expectations
 Evaluate my performance
 Pinpoint areas for opportunity
 Review results from initial prospect list
 Ask all contacts for referrals

11. Why Choose Me?
 Dedicated sales professional with over 15 years
sales experience
 Proven track record of sales success
 Driven to succeed
 Strive for excellence
 Thrive on new challenges
 I’m the best man for the job!

12. What People Think of Me
“Gavin is brilliant at managing and developing profitable business relationships, as well as helping
his team mates achieve their targets too”.
David Zemy, Business Consultant
“Gavin consistently demonstrates his willingness and enthusiasm to go the extra mile to deliver
great results for both colleagues and clients”
Ian Hicks, Business Change Consultant, CFK
“Gavin is an excellent relationship builder and I enjoyed the challenge of being a member of this
team at Unique Distribution. I'd recommend him wholehearted to any sales or management role”
Steve Spencer, Account Manager, Unique Distribution
“Straight forward and honest, a pleasure to work with”
Robert Rees, Principal Consultant, Vertex Solutions
Taken from LinkedIn profile where a full list is available

13. Thank You
Any Questions?