Understand how the public sector buys things

Are you struggling to understand how to find and win public sector business? After taking my course on public sector contracting, you will be able to understand the processes, timescales and language, so you can find and win business.

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Who is this course for?

  • Businesses

    Businesses looking to win work with public sector customers, whether they are your local council or central government..

  • Commercial and Contracts Managers

    Commercial and Contracts Managers who are dealing with public sector contracts.

  • Anyone with an interest

    Anyone who needs to understand what the public sector procurement process actually is and why it takes so long.

In more detail

Let's look at the Aims and Outcomes

The aim of this course is to: provide you with the knowledge of how the public sector procurement process works and how to find and win business.


By the end of the course you will be able to:

  1. Understand the public sector procurement process.
  2. Know where to find and how to win business.
  3. Understand what drives the customer and why.

Course curriculum

  • 1


    • Welcome

    • Course Introduction from your trainer

  • 2

    Chapter 1 – Public Contract regulations

    • Chapter 1 - Introduction

    • Chapter1 - Workbook

    • Chapter 1 - Resources to support your knowledge

    • The genesis of EU Procurement Law

    • EU Procurement Regulations

    • Forms, Procedures and Processes

    • Choosing the right procedure

    • Difference between public and private sector

    • Difference between public and private sector Handout

  • 3

    Chapter 2 – Market Engagement & Selection

    • Chapter 2 - Introduction

    • Chapter 2 - Workbook

    • Chapter 2 - Resources to support your knowledge

    • What is Early Supplier Engagement?

    • EOI, SSQ, D-PQQ and ESPD!

    • Supplier Selection

  • 4

    Chapter 3 – Advertising

    • Chapter 3 - Introduction

    • Chapter 3 - Workbook

    • Where the public sector advertises their requirements

    • Advertising Timescales

    • What information the advert will include

    • Bidders Conference

  • 5

    Chapter 4 – Tender & tender Evaluation

    • Chapter 4 - Introduction

    • Chapter 4 - Workbook

    • Tender Requirements and Structure

    • Award Criteria

  • 6

    Chapter 5 – Contract Award

    • Chapter 5 - Introduction

    • Chapter 5 - Workbook

    • Tender Assessment process

    • Negotiation

    • Standstill

    • Debrief

    • Success!

    • Chapter 5 Summary

  • 7

    In Summary

    • Course Summary

    • Thank you from your trainer

    • Course completion



Sharon Croome

Sharon has been an independent Commercial SME Consultant since 2015 after spending 27 years in the UK defence industry. During her career she has worked for the UK MoD and major defence prime contractors within the UK. A Fellow of CIPS, an accredited member of IACCM, most recently has seen her undertake consultancy and independent subject matter expert roles assisting UK MoD and DE&S clients with procurement strategies, supplier/customer contract drafting & advice, and other associated commercial activity. Sharon brings over 30 years of experience in Commercial, procurement and supply chain. by providing DE&S with specific commercial training under their Commercial Professionalisation Programme. As a senior manager in the latter stages of her career Sharon has also been used to providing in-house staff training (Commercial Awareness training, UK Bribery Act training, etc) to non-commercial and commercial staff, as well as coaching; Sharon is qualified to Award in Education and Training (AET) Level 3.


“Sharon has both rich and deep experience in both procurement and sales sides of the commercial arena. I have worked alongside Sharon in multiple organisations and she has consistently delivered quality, clear and informed professionalism to every role.”

Marc Waterman, Commercial Trainer, ELS

“I consider myself extremely fortunate to work alongside Sharon as a trainer in contract management for the MoD. Her extensive experience in the contract management world spans both the MoD and the commercial world and she brings all that to the table in her training. She is knowledgeable and teaches in a way that is fun and which brings out the best in her students. They all respond positively and by the end of every course, they have gained and given to their fellow students. She is a pleasure to work with and I can’t recommend her highly enough as a trainer, consultant or coach.”

Tim Savage, Trainer

“I have know Sharon for some time. Her knowledge of contract and commercial management is second to none. She is dedicated and works quickly and with passion.”

Cath Convery, Technical Director, ELS