Small businesses need to smarten up their act if they are going to take advantage of the flood of new public sector work that is available to them.

That's the advice from the Brighton office of accountants Hacker Young.

Partner Richard Simmons said the Government's spending plans meant a large number of contracts were available and the Chancellor's moves to cut red tape would make the tendering process easier.

He said: "Small businesses tend to see the tendering process as slow and expensive. There are some really big contracts available and by committing the business in the direction of public sector work, there are some really big rewards.

"Businesses in Sussex either assume the public sector tendering process is fruitless or that it's really easy and little effort is required. These attitudes will lead to failure."

Mr Simmons gave three tips to help Sussex businesses win more public sector contracts:

1. Don't be too cost conscious. People working in the public sector want value for money but they also want to develop lasting and effective relationships with local firms. Being the cheapest is not always the best solution.

2. Understand the issues. Government departments have their own language and operate differently to the private sector. Speaking to the relevant people prior to the formal presentation in order to get "under their skin" will stand a business in good stead.

3. Explain roles. When presenting, take a team with the right experience and skills but explain exactly each of their responsibilities.

Wednesday June 4, 2003