LIMA’s public sector journey so far

 
 

LIMA’s public sector journey so far

LIMA’ a long term view to invest in building a Public Sector practice where success is breeding ever more success.

 

3 years ago, LIMA worked predominantly in the commercial sector.  Over the previous 17 years, we had successfully grown by word of mouth through our SMB customer base by consistently delivering great service which the company’s leadership team felt would fit the needs of the Public Sector.  Understanding that a significant amount of effort would need to go into making a success of diversification into this new territory, the directors agreed to take a strategic approach to invest in LIMA’s expansion into the Public Sector.


 Head of Bid Management, Carl Lewis, was specifically recruited to bring his expertise into the LIMA team. 

Head of Bid Management, Carl Lewis, was specifically recruited to bring his expertise into the LIMA team. 

“This new route to market required a different sales approach.  For example, the cataloguing of services to be sold via the UK Government’s G Cloud Framework involved 71 questions that need to be answered for each and every service we wanted to sell through the framework. This required us to hold a mirror up to every part of the business, our processes and what we deliver.”

One of the first steps we took was to invest in securing the Cyber Essentials and Cyber Essentials Plus certifications as well as Security Accreditation ISO27001 to enable us to compete with other Public Sector service providers. Following G Cloud, we successfully added other Government Frameworks, Digital Outcomes (DOS) for consultancy and solutions architects, Technology Products for hardware and software and Technology Services for services to our portfolio, creating a full procurement suite of LIMA services for all Public Sector organisations.

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Learning from the experts

Early on, we realised that the supply chain process is not any more straightforward for the procurement team than for the supplying team.  For this reason, we hosted an educational procurement workshop headlined by Kemi Saka from HM Treasury to explain his experiences with G Cloud via a Q and A session and for LIMA to explain the recent changes and challenges surrounding Public Sector for procurement teams from other public sector organisations.

As well as adapting to the formal requirements of the different frameworks, we have refined our bid management methodology, conducting a full 360 feedback review for every bid whether we win or lose so that we can continually improve and also further capitalise on our strengths.

“Now we’re consistently selling our full range of services to customers as diverse as the Home Office, DVLA, Police Scotland and High Speed Rail as well as councils, health services and Universities.


What’s the LIMA vision for the future?

Looking ahead, we’ll continue to invest in developing the business through specialist frameworks for the likes of the NHS and through our own partner alliance ecosystem where we underwrite other specialist suppliers into the sector.” concludes Carl.

 
 
Katherine Pugh