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Engaging with SMEs through G-Cloud

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Andrew Hawkins, Business Development Director at Eduserv chairs a panel discussion with Ruth Hollis and Peter Middleton from the Cabinet Office looking at how government can engage with SMEs.

Andrew Hawkins, Business Development Director at Eduserv chairs a panel discussion with Ruth Hollis and Peter Middleton from the Cabinet Office looking at how government can engage with SMEs.


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  • 1. SME’s: Working with G-CloudAndrew Hawkins www.eduserv.org.uk
  • 2. Andrew Hawkins, Sales Director, EduservRuth Hollis, SME Team Leader, Cabinet OfficePeter Middleton, G-Cloud Team, Cabinet Office www.eduserv.org.uk
  • 3. www.eduserv.org.uk
  • 4. Old World …Government ICT Strategy www.eduserv.org.uk
  • 5. New World…Government ICT Strategy www.eduserv.org.uk
  • 6. Supplier LandscapeOld Landscape … Public Sector Organisation Insourced IT Contractor System Integrator SME Sub Contractor Contractor SME Opaque / Closed Supply Chain Sub Sub www.eduserv.org.uk
  • 7. Supplier LandscapeNew Landscape … Public Sector Organisation Insourced IT Service Integration & ManagementService SI / SME EcosystemTower Service Towers Contractor Sub www.eduserv.org.uk
  • 8. SME View of Cloudstore Define Market Shortlisting Competition Requirements Engagement SME EngagementFast Weeks Days Days DaysSlow Months Weeks Weeks Weeks www.eduserv.org.uk
  • 9. Engaging with SMEs• Plan early and use SMEs in this process• Find SMEs used to working with others• SMEs may be able to fill skills gaps• Always have processes in place www.eduserv.org.uk
  • 10. Engaging with SMEs• Make sure you know your risks• Work with people in the Cabinet Office• Involve business teams and procurement• SMEs can’t afford not to deliver high quality! www.eduserv.org.uk
  • 11. Thank You www.eduserv.org.uk
  • 12. Andrew Hawkins, Sales Director, EduservRuth Hollis, SME Team Leader, Cabinet OfficePeter Middleton, G-Cloud Team, Cabinet Office www.eduserv.org.uk
  • 13. Andrew Hawkins, Sales Directorandrew.hawkins@eduserv.org.uk @andrewhawkins65 www.eduserv.org.uk