Case Study: Deloitte - demystifying procurement and social value for SMEs

At Be the Business, we know that unlocking public sector opportunities isn’t just about procurement forms and compliance — it’s about confidence, clarity, and demonstrating value. That’s why we teamed up with Deloitte and Tussell to deliver “Government Contracts Made Simple” — a hands-on workshop in Leeds designed to bring procurement expertise directly to small business leaders.

Held on 17 June, the session hosted 25 SMEs and featured three workshops, live polls via Menti, and insights from both corporate experts and small business peers already navigating the procurement landscape.

The aim? Help SMEs understand the fast-changing world of government procurement — particularly around social value, the Procurement Act, and how to prepare competitive, compelling bids.

Why this matters to corporates

For Deloitte, this event wasn’t just about delivering content — it was about listening, learning, and building stronger relationships with the small businesses they aim to support. For us, it was another proof point in how Be the Business can help corporates connect directly with SMEs, build trust, and share expertise in a format that’s genuinely valuable.

When corporate insight meets real-world SME challenge, that’s where meaningful change happens — and where product-market fit and policy impact both come into view.

What SMEs learned — and what corporates heard

📍 The Social Value Shift

One of the key takeaways from the session was that social value will become a mandatory part of public sector procurement from October 2025. Small businesses must begin preparing now, and corporates like Deloitte are well-placed to help them understand:

• What counts as social value — and how to measure it

• The MPPS framework: Five missions and desired outcomes to build into bids

• Why bidding should typically address just one social value outcome (and how to challenge overreach)

• Tools like the Supply Chain Sustainability School scorecard to evidence impact

📍 Practical Procurement Advice

Through a mix of expert-led and peer-shared content, businesses were equipped with real tactics to boost their success rate when competing for government contracts:

• Differentiate yourself and make it clear why your business deserves to win

• Tailor every bid — there is no one-size-fits-all approach to public sector clients

• Get to know the Treasury Blue Book and register on the UK Government Central Digital Platform — which lists over 4,500 procurement opportunities

• Engage early: reach out to public bodies 6 to 24 months before contract renewal

• Read the State of the State report (from Deloitte) to understand public sector priorities and sentiment

Real voices, real value

Alongside Deloitte and Tussell, we heard from SME leaders including Embridge Consulting and Mayfair IT, who shared what works — and what doesn’t — from their own bidding journeys.

Their message was clear:

“Convince yourself you deserve to win, and then tell your story in a way that adds context, value and confidence.”

The workshop also reinforced that while procurement can feel complex, the basics of good business — clarity, relationships, value — are still what win contracts. SMEs were encouraged to focus on what sets them apart and to build long-term relationships with public sector organisations aligned with their unique strengths.

Why this format works

For corporates like Deloitte, these events deliver real strategic value:

• Authentic engagement with SMEs in a high-trust, peer-driven setting

• A better understanding of SME pain points and support gaps

• A chance to showcase thought leadership in a way that is useful, not promotional

For Be the Business, it’s another example of how we bring together corporate capability and small business ambition — creating shared impact, insight, and improvement.

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