Winning business with government

By Linda Julian

Beyond technical qualifications and relevant experience, all levels of government have overriding interests and concerns about appointment of their professional advisors. Whether you want to break into government business, or keep it, you'll need to come to terms with probity concerns surrounding appointments to win the business you want.

To varying extents, in all western democracies, it's important to public sector agencies that they are advised by professionals of integrity, who are consistently upright and honest participants in their domains.

Here are some things to keep front and centre in your next bid to government.

Respect for probity of the appointment process itself will underline your integrity, uprightness and honesty.  Government can't afford to do business with professionals who may reflect poorly upon them or risk reputational (and political) problems.

Credentials which meet impartial tests and are objectively verifiable are the foundation of your case for appointment.  Evidence rather than assertion is the way to win.

Dealing with conflicts in ways that protect government from reputational and commercial damage is essential.  Government recognises that conflicts will happen  -  it isn't whether there may be conflict, but rather the robustness of your process to recognise, flag, avoid, and manage conflict which is key.  Rigorous process around conflict management makes it safe for the public sector to do business with you.

Confidentiality and information security matter.  Provide comfort on this, again supported by a process or system to support your good intentions and promises.  And, no, it doesn't go without saying.

Transparency and accountability is the mantra of modern public sector management.  These are underlying themes in selecting "right fit" professional advisers.  Your professional and business behaviour, how you propose to manage the relationship, and how you'll handle inevitable "glitches" must be characterised by accepting accountability for your performance in an environment of open, frank, and clear communication..

So, if you have the technical solution and professional skills to service government, and you have invested in the technology and work processes to perform to high standards, check that you make the five areas listed above.  Once you do, you're well on the way to establishing and maintaining happy relationships with government clients.