Public sector procurement has changed significantly over the last decade since we first started out as Complete Tenders. What used to be a largely procedural exercise has evolved into something far more strategic, structured and accountable. Suppliers have had to adapt to new legislation, shifting priorities and rising expectations around governance, transparency and social impact.
Throughout this time, we’ve seen first-hand how these changes have shaped the experience of SMEs trying to win public sector work. Here’s a clear look at the major developments suppliers have had to navigate, why they matter today and what they mean for anyone tendering now.
Brexit - uncertainty, new rules and shifting pipelines
Brexit created several years of uncertainty for buyers and suppliers. Procurement pipelines stalled, frameworks were delayed and requirements shifted quickly as the UK moved away from EU procedures.
For suppliers, understanding where opportunities were published, which rules applied and how buyers interpreted new guidance became more challenging almost overnight.
What’s emerged since is a UK-specific approach to public procurement, with greater focus on flexibility and innovation, such as allowing buyers to tailor the process to their precise needs or award contracts to those who provide overall value, not just the best price.
The introduction of the Central Digital Platform is a notable turning point. It aims to simplify compliance and give suppliers a clearer route into the market, making early registration essential for any business wanting to tender.
GDPR - a shift towards accountability and governance
The introduction of GDPR in 2018 reshaped the risk landscape in a way few anticipated. Data protection moved from a technical afterthought to a core evaluation factor.
Buyers began scrutinising policies, processes, training and evidence of compliance at a far deeper level. For many SMEs, this exposed gaps in documentation that had never previously been challenged.
Today, robust data management is no longer optional. It is a baseline expectation for any credible bid and a sign of organisational maturity.
Carbon Reduction Plans and sustainability expectations
A decade ago, environmental questions were often treated as box-ticking exercises. That is no longer the case. Central government mandates Carbon Reduction Plans for contracts over £5 million, and many NHS tenders now expect them regardless of contract value.
The emphasis has shifted from broad statements of intent to clear, verifiable progress. Suppliers increasingly need compliant CRPs and a basic understanding of emissions reporting in order to remain competitive.
Those who keep pace with these requirements benefit from stronger scoring and better alignment with national priorities.
The rise of social value
Social value has had a big impact on tendering in the last ten years. What began as a loosely defined concept has become a weighted, scored and contract-critical component.
Suppliers must now demonstrate tangible community benefits, local economic impact, environmental improvements and measurable outcomes. This demands genuine planning, credible commitments and the ability to track delivery against promises.
The businesses winning tenders are those that embed social value into their operating model rather than treating it as a last-minute addition.
The Procurement Act 2023 - transparency and earlier engagement
The new Procurement Act has introduced further change. It places more emphasis on transparency, buyer-supplier engagement, clearer notices and fairer processes.
For suppliers, the shift should present opportunity. Engagement is encouraged earlier including ‘Meet the Buyer’ sessions or questionnaires which can inform the eventual ITT stage.
Procedures are becoming more accessible and the rules aim to create a more competitive environment where SMEs can thrive. It also means suppliers must understand the new terminology, documentation structures and publication requirements. Those who keep on top of the changes will have an advantage from day one.
The evolution (and frustrations) of online portals
Ten years ago, submitting a tender sometimes involved printing multiple binders, sending recorded deliveries and hoping nothing went missing. USB stick submissions were common and time-consuming.
Online portals have made submissions more efficient and traceable, but they are far from perfect. Each system operates differently, navigation can be unintuitive and upload issues remain a common frustration.
Despite this, portals are now the standard. Understanding how they work, where the pitfalls lie and how to avoid submission errors has become a fundamental part of competent tendering.
What this all means for suppliers today
Procurement is more demanding than it was a decade ago. It is more regulated, more transparent and far more aligned with national priorities such as sustainability, social value and data protection.
Buyers expect suppliers to demonstrate compliance, governance and continual improvement. Those who stay informed and invest in good practice maintain a strong competitive edge, those who don’t often find themselves outpaced by competitors who do.
Over the past ten years, we’ve worked through every regulatory update, scoring change, policy shift and sector trend. This experience means we understand not just how procurement has evolved, but why it has evolved and what suppliers need to consider to stay competitive.
As the landscape continues to change, the fundamentals remain the same - stay informed, stay compliant and stay proactive.
If you’d like to discuss any of these developments or understand how they affect your tendering activity, you can get in touch with us.
