Andrew Hawkins, Business Development Director at Eduserv chairs a panel discussion with Ruth Hollis and Peter Middleton from the Cabinet Office looking at how government can engage with SMEs.

1. SME’s: Working with G-Cloud
Andrew Hawkins
www.eduserv.org.uk

2. Andrew Hawkins, Sales Director, Eduserv
Ruth Hollis, SME Team Leader, Cabinet Office
Peter Middleton, G-Cloud Team, Cabinet Office
www.eduserv.org.uk

3. www.eduserv.org.uk

4. Old World …
Government ICT Strategy
www.eduserv.org.uk

5. New World…
Government ICT Strategy
www.eduserv.org.uk

6. Supplier Landscape
Old Landscape …
Public Sector Organisation Insourced
IT
Contractor
System Integrator SME
Sub
Contractor
Contractor
SME
Opaque / Closed Supply Chain
Sub
Sub
www.eduserv.org.uk

7. Supplier Landscape
New Landscape …
Public Sector Organisation Insourced
IT
Service Integration & Management
Service
SI / SME Ecosystem
Tower
Service Towers
Contractor
Sub
www.eduserv.org.uk

8. SME View of Cloudstore
Define Market
Shortlisting Competition
Requirements Engagement
SME Engagement
Fast Weeks Days Days Days
Slow
Months Weeks Weeks Weeks
www.eduserv.org.uk

9. Engaging with SMEs
• Plan early and use SMEs in this process
• Find SMEs used to working with others
• SMEs may be able to fill skills gaps
• Always have processes in place
www.eduserv.org.uk

10. Engaging with SMEs
• Make sure you know your risks
• Work with people in the Cabinet Office
• Involve business teams and procurement
• SMEs can’t afford not to deliver high quality!
www.eduserv.org.uk

11. Thank You
www.eduserv.org.uk

12. Andrew Hawkins, Sales Director, Eduserv
Ruth Hollis, SME Team Leader, Cabinet Office
Peter Middleton, G-Cloud Team, Cabinet Office
www.eduserv.org.uk

13. Andrew Hawkins, Sales Director
andrew.hawkins@eduserv.org.uk
@andrewhawkins65
www.eduserv.org.uk