Secure Government Contracts

Securing a place on a public sector framework can transform your business. Frameworks provide a structured route to market, positioning you in front of buyers who are already authorised to purchase without running a full procurement exercise. Crown Commercial Service -- now the Government Commercial Agency following its merger on 1 April 2026 -- manages over £90 billion of public sector spend through its framework agreements alone.

But being on a framework does not guarantee revenue. And applying for the wrong framework wastes time, resources, and morale. The suppliers who generate meaningful revenue from frameworks are those who approach the process strategically: identifying the right opportunities, preparing rigorous applications, and actively pursuing work once appointed.

The Procurement Act 2023, which came into force on 24 February 2025, has fundamentally changed how frameworks operate. The introduction of open frameworks, dynamic markets, and new transparency requirements creates both new opportunities and new complexities for suppliers. Understanding these changes is essential for any organisation serious about public sector growth.

This guide provides a practical framework for identifying, applying to, and maximising value from public sector framework agreements.

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Understanding Public Sector Frameworks

A public sector framework is a structured procurement agreement between one or more contracting authorities and a group of pre-approved suppliers. Once established, the framework allows buyers to call off contracts from the approved supplier list without running a full procurement process each time.

Frameworks provide value to both sides. Buyers benefit from pre-vetted suppliers, competitive pricing, and reduced procurement timescales. Suppliers benefit from access to a defined market, reduced cost of sale, and the credibility that comes with framework appointment.

However, a framework place is an opportunity, not a contract. Revenue depends on winning individual call-offs through mini-competitions, direct awards, or cascade mechanisms.

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The Three Framework Mechanisms Under the Procurement Act 2023

The Procurement Act 2023 has introduced significant changes to how frameworks operate. Understanding the three mechanisms now available is essential for strategic planning.

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Closed Frameworks (Traditional)

Traditional frameworks establish a fixed supplier list at the outset. No new suppliers can join during the framework term, which has a maximum duration of four years. These frameworks are being phased out under the Procurement Act 2023 in favour of open frameworks, but existing closed frameworks will continue to operate until their expiry.

Open Frameworks (New)

Open frameworks are the most significant innovation for suppliers. Unlike closed frameworks, new suppliers can join during the framework's lifetime at periodic opening points. Key features include:

- Periodic entry: Must be refreshed at least once in the first three years, giving new suppliers multiple opportunities to join

- Extended duration: Maximum eight years, compared to four years for traditional frameworks

- Ongoing competition: Existing suppliers can be re-evaluated at opening points, maintaining competitive tension

- SME access: Multiple entry points make it significantly easier for smaller and newer suppliers to gain framework access

For suppliers, this addresses one of the biggest frustrations of the previous system -- being locked out for up to four years if you missed the initial application window. Open frameworks mean you can enter the market when you are ready, not just when the framework launches.

G-Cloud 15, the UK Government's flagship cloud computing framework, illustrates the shift. Launching in September 2026 with an estimated value of 14 billion £, G-Cloud 15 will operate as an open framework with no limit on the number of suppliers and eight-year contracts for cloud hosting.

However, some commentators have noted that the complexity of managing periodic opening points could deter some contracting authorities from fully utilising the mechanism. Suppliers should monitor which frameworks adopt the open model and plan their applications accordingly.

Dynamic Markets (Replacing DPS)

Dynamic markets replace the former Dynamic Purchasing Systems with a broader and more flexible mechanism. Key differences include:

- Continuous access: Suppliers can apply for membership at any time, not just at specific entry points

- No fixed duration: Dynamic markets can operate indefinitely

- Wider scope: No longer restricted to commonly used off-the-shelf purchases -- dynamic markets can cover a broader range of goods, services, and works

- Ongoing publication: When a buyer wishes to limit a procurement to dynamic market members, they must still publish a tender notice accessible to all suppliers

Dynamic markets are particularly valuable in rapidly evolving sectors where technology and capabilities change frequently, and where contracting authorities want access to the widest possible supplier pool.

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How to Identify the Right Frameworks

Not every framework is worth applying for. A strategic approach to framework selection ensures you invest your resources where they will deliver the best return.

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Step 1: Map Your Services to Procurement Categories

Start by clearly defining what you sell in terms that public sector buyers recognise. Map your services or products to standard procurement categories and understand which framework lots align with your capabilities.

Step 2: Research Where Your Target Buyers Purchase

Identify which contracting authorities you want to work with and research which frameworks they use most frequently. A framework that serves NHS trusts is irrelevant if your target market is local government.

Step 3: Analyse the Competitive Landscape

Understand who else is on each framework. High-value frameworks with few suppliers may offer better revenue potential than crowded agreements where your bid is one of hundreds.

Step 4: Assess Value Versus Effort

Framework applications require significant investment of time and resource. Evaluate the potential revenue against the effort required to apply. Smaller, regional frameworks may offer a better return on investment for SMEs than highly competitive national agreements.

Step 5: Check Timelines and Entry Points

For traditional frameworks, timing is everything -- miss the window and you wait years. For open frameworks, note the periodic opening points. For dynamic markets, you can apply at any time.

Step 6: Consider Geographic Coverage

National frameworks provide the broadest reach but face the most competition. Regional frameworks (NEPO, YPO, ESPO, SWPA, LPP) may align better with your delivery capabilities and offer a less crowded competitive environment.

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Where to Find Framework Opportunities

The landscape of procurement portals and intelligence tools has evolved significantly. Key sources include:

- Central Digital Platform: Replacing the Find a Tender Service as the primary portal for all public procurement notices, including framework opportunities

- Contracts Finder: For contracts above £12,000 (central government) or £30,000 (sub-central authorities)

- Tussell: A commercial intelligence platform tracking framework awards, spend data, and competitive landscapes across public sector procurement

- Stotles: A procurement intelligence platform with framework tracking and buyer insights

- bid-able.com: A framework aggregation platform listing opportunities across sectors and regions

- Framework body websites: GCA, NEPO, YPO, ESPO, and other bodies publish framework opportunities directly

- Procurex events: Industry events where upcoming framework opportunities are announced and discussed

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Procurement Thresholds: January 2026 Changes

Effective 1 January 2026, procurement thresholds for almost all contract types decreased, meaning more contracts fall within scope of the formal procurement rules. Key thresholds for 2026 include:

- Works contracts: £5,372,609

- Supply and service contracts (central government): £139,688

- Supply and service contracts (sub-central): £215,062

- Light-touch regime contracts: £663,540

Lower thresholds mean more opportunities are subject to formal procurement procedures and framework call-offs, increasing the importance of being on the right frameworks.

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Crafting a Strong Framework Application

Once you have identified the right framework, the quality of your application determines whether you gain access.

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Assess Eligibility and Requirements

Before investing time in the application, thoroughly review all eligibility criteria. Public sector frameworks typically require evidence of: financial stability and economic standing (with new EFS guidance issued by the Cabinet Office in January 2026); technical capability and relevant experience; mandatory certifications and accreditations; compliance with exclusion grounds; and insurance coverage at specified levels.

Understand the Evaluation Process

Framework evaluations typically assess quality, experience, and pricing. Study the published evaluation criteria carefully to understand what the evaluators prioritise. Common assessment areas include:

- Technical capability: Demonstrate expertise with detailed case studies and evidence of past performance

- Value for money: Competitive pricing is essential, but sustainability matters -- frameworks want suppliers who will still be viable throughout the agreement term

- Compliance and policies: UK GDPR, environmental management, health and safety, equality and diversity, and social value commitments

- Innovation and added value: How your services go beyond the minimum requirements

Write a Compelling Application

- Use precise, straightforward language: Avoid jargon and focus on clear, evidence-based responses

- Showcase relevant experience: Provide detailed examples that match the framework's scope and scale

- Quantify your impact: Include specific figures -- savings delivered, performance improvements, service levels achieved

- Address social value explicitly: Framework applications increasingly require social value commitments aligned with PPN 002

- Demonstrate scalability: Show that you can deliver consistently across the geographic and volume scope of the framework

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Maximising Value Once on a Framework

Winning a place on a framework is the starting line, not the finish. To generate revenue:

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Understand Call-Off Mechanisms

Framework call-offs take several forms:

- Direct award: The buyer selects a supplier based on pre-established terms, often influenced by reputation, relationships, and past performance

- Mini-competition: The buyer invites framework suppliers to compete for a specific requirement. This is where your ongoing bid capability matters

- Cascade: The buyer approaches suppliers in ranked order until one accepts the opportunity

Understanding which mechanism your framework uses determines how you allocate resources and plan your business development activity.

Build Relationships with Buyers

Framework appointment gives you access, but relationships convert access into revenue. Engage with framework buyers through industry events, market engagement sessions, and proactive account management. Understand their priorities, upcoming requirements, and procurement cycles.

Monitor the Pipeline

Track which public sector bodies use the framework and when contracts are coming up for renewal or call-off. The mandatory pipeline publications under the Procurement Act 2023 provide valuable forward visibility for this purpose.

Deliver Exceptionally on Early Call-Offs

Your performance on initial contracts builds the reputation that drives repeat business and direct awards. Exceed expectations on delivery, reporting, and relationship management. Collect testimonials and build case studies from every successful engagement.

A UK-based cloud services SME secured a place on G-Cloud 12 and systematically grew its public sector revenue from zero to £2 million over three years by investing in Digital Marketplace listing optimisation, competitive pricing, proactive buyer engagement, and case study development. By G-Cloud 14, annual public sector revenue had reached 5 million £.

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How Athena Commercial Can Help

Navigating the framework landscape requires both strategic insight and practical expertise. Athena Commercial helps suppliers identify the right frameworks, prepare competitive applications, and develop the commercial strategies needed to convert framework access into sustained revenue.

From initial framework selection through to application drafting, compliance review, and post-appointment business development, our team provides the hands-on support that makes the difference between framework appointment and framework revenue.

To discuss your framework strategy, visit www.athena-commercial.co.uk (add link - https://www.athena-commercial.co.uk) or contact our team directly.

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Frequently Asked Questions

How long does a framework application take to prepare?

A well-prepared framework application typically requires four to eight weeks of focused effort, depending on the complexity of the evaluation criteria and the volume of supporting documentation required. Larger national frameworks may require more extensive preparation, while regional frameworks tend to have simpler application processes. Start preparation as soon as the opportunity is published to avoid time pressure near the deadline.

Can I be on multiple frameworks simultaneously?

Yes, and a diversified framework portfolio is generally recommended. Being on multiple frameworks across different sectors, regions, and contract types broadens your access to opportunities and reduces dependence on any single agreement. Many successful suppliers maintain positions on five to ten frameworks, balancing national and regional coverage across their target markets.

What happens if I miss the application deadline for a closed framework?

For traditional closed frameworks, missing the deadline means waiting until the framework is re-tendered, which could be up to four years. However, under the Procurement Act 2023, open frameworks allow new suppliers to join at periodic opening points, and dynamic markets accept applications at any time. The trend is clearly moving toward more accessible mechanisms, but monitoring deadlines remains essential for closed frameworks still in operation.

Do frameworks guarantee revenue?

No. A framework place provides access to a market and positions you as a pre-approved supplier, but revenue depends on winning individual call-offs through direct awards, mini-competitions, or cascade mechanisms. Suppliers who treat framework appointment as the end goal rather than the beginning consistently underperform. Active business development, relationship building, and strong delivery performance are essential for converting framework access into revenue.

What is the difference between a framework and a dynamic market?

A framework establishes a closed or periodically opened supplier list for a defined duration, with call-offs made through direct awards or mini-competitions. A dynamic market is continuously open to new suppliers, has no fixed duration, and requires buyers to publish opportunities even when limiting procurement to existing members. Dynamic markets offer maximum flexibility and are particularly suited to fast-moving sectors, while frameworks provide more structured supplier relationships and can be better suited to complex, long-term requirements.