The Complete Guide to Framework Agreements in Public Procurement

Framework agreements are one of the most powerful tools in public procurement - but also among the most misunderstood. 

For suppliers, they represent a unique chance to unlock long-term, recurring business with public buyers. For buyers, they offer speed, flexibility, and compliance in a single procurement model.

And yet, many businesses don’t fully understand what frameworks are, how to get on them, or how to win once they’re in.

This guide cuts through the complexity. Whether you're an SME bidding for your first framework or a seasoned supplier refining your strategy, you’ll find clear, actionable insights to help you compete and succeed - every step of the way.

In this guide, you'll learn:

• What a framework agreement is and how it works
  
  

• The different types of frameworks and their advantages
  
  

• How to find, prepare for, and win a place on a framework
  
  

• What buyers look for - and how to stand out
  
  

• How to manage your position once awarded

What Is a Framework Agreement?

A framework agreement is a long-term contract between one or more public sector buyers and one or more suppliers. Instead of buying goods or services outright, the buyer sets up a framework that outlines the terms - pricing, quality standards, delivery conditions, etc. - for future purchases over a set period (typically 2–4 years).

Crucially, a framework does not guarantee volume or exclusivity. It simply creates a structure for procurement, allowing purchases to be made as needed through call-offs or mini-competitions.

How Framework Agreements Work

To fully understand the value of framework agreements, it helps to break down how they’re structured and what makes them different from standard contracts. These foundational elements define how suppliers are selected, how purchases are made, and what expectations are set on both sides.

• Duration: Usually 2–4 years, with no extensions beyond 4 years unless justified. This fixed term provides suppliers with a stable, multi-year opportunity pipeline while ensuring buyers can adapt to market changes periodically.
  
  

• Parties Involved: Can include a single buyer or a group of contracting authorities (e.g., central government, local councils). Frameworks set up by central bodies or consortia allow suppliers to access multiple buyers through one successful bid.
  
  

• Multiple Suppliers: Often awarded to multiple suppliers to maintain competition throughout the life of the framework. This enables buyers to choose from a qualified pool based on performance, pricing, or suitability for a specific requirement.
  
  

• No Guaranteed Spend: Being on a framework offers opportunity, not certainty - buyers are not obligated to place orders.  Suppliers must remain proactive, responsive, and competitive to win business through mini-competitions or direct awards.

Types of Framework Agreements

There are two common forms:

1. Single-Supplier Framework

Only one supplier is appointed. All orders during the contract term are made with that supplier. These are more common for highly specialized or niche services.

2. Multi-Supplier Framework

Several suppliers are appointed. Buyers can either:

• Direct award a contract based on pre-agreed terms (e.g. best price), or

• Run a mini-competition between framework participants to ensure value and fit for a specific need.

This flexibility makes multi-supplier frameworks especially attractive to buyers - but it also means the competition doesn't end when you're awarded a place. Suppliers must continue to demonstrate value throughout the framework's lifespan.

But before any of that happens, you need to earn your spot.

How to Get on a Framework

Securing a place on a framework agreement is a high-value opportunity, but it’s also a competitive and often complex process. Public buyers use frameworks to pre-select suppliers who meet strict criteria - not just in pricing and capability, but in compliance, delivery, and long-term value.

Here’s how to give yourself the best chance of winning a place on a framework:

1. Monitor and Identify Relevant Frameworks Early

Framework tenders are often announced well in advance of their start dates. Finding them early gives you more time to prepare, gather documentation, and align your team.

Use platforms like Mercell to:

• Track upcoming frameworks in your region and industry
  
  

• Monitor expiring frameworks so you’re ready to bid when they reopen
  
  

• Discover multi-buyer frameworks that can give you access to a larger pool of potential clients
  
  

• Set tailored alerts based on CPV codes, locations, and keywords to never miss a relevant opportunity

Pro tip: Build a pipeline of target frameworks 6–12 months in advance so you're not scrambling when the tender is published.

2. Assess Your Readiness to Compete

Frameworks often demand more than a standard bid. You’ll need to demonstrate your ability to deliver consistent value over multiple years, to multiple buyers, across different geographies or service lines.

Key readiness factors:

• Capacity – Can you scale delivery if multiple buyers request your services at once?
  
  

• Experience – Do you have past performance examples that match the scope and complexity of the framework?
  
  

• Certifications – Are your legal, quality, data, and ESG certifications current and complete?
  
  

• Financial stability – Are your accounts, insurances, and credit standing up to date?

Perform a gap analysis well before the tender to fix any shortcomings in your qualifications or documentation.

3. Understand the Tender Documentation in Detail

When the tender goes live, the buyer will typically publish a set of documents including:

• Specification of services/goods
  
  

• Qualification and selection criteria (SQ, ESPD)
  
  

• Award criteria (e.g., 60% quality / 40% price)
  
  

• Terms and conditions for the framework
  
  

• Instructions for submission and deadlines

Don’t skim these - study them line by line. Create a summary sheet of key requirements and assign internal owners to each task (e.g., finance lead handles pricing, legal checks T&Cs, delivery team reviews scope).

Pro tip: Use bid management tools like Mercell Bidding to centralize these tasks, track deadlines, and avoid last-minute errors.

4. Craft a Targeted, High-Scoring Response

Your bid must be both technically sound and strategically sharp. You’re competing not just to meet the requirements - but to outperform every other supplier applying for the same slots.

Focus on these areas:

A) Tailored Technical Responses

• Use the buyer’s language and address their specific outcomes
  
  

• Include examples that mirror the framework’s expected delivery model
  
  

• Show clear processes for onboarding, communication, quality control, and risk mitigation

B) Pricing Strategy

• Be competitive, but sustainable - buyers can see through unrealistic pricing
  
  

• Consider how your pricing will scale or vary across multiple buyers
  
  

• Clearly explain any added value or optional services

C) Social Value and Innovation

• Many frameworks include scoring for environmental, social, or community impact
  
  

• Detail your sustainability credentials, inclusive hiring practices, or digital innovation

D) Consistency and Clarity

• Use templates for formatting and branding
  
  

• Cross-reference your answers with the evaluation criteria
  
  

• Get a second set of eyes on everything before submission

Pro tip: Evaluate your own bid before submitting it using a mock scoring session against the published award criteria.

5. Prepare for Ongoing Framework Management

Winning a framework place is only the first step. Buyers want partners who can deliver smoothly, report transparently, and stay compliant over time.

If awarded a place:

• Set up a framework onboarding process internally
  
  

• Establish a named account lead and communication plan for each buyer
  
  

• Maintain updated documents (e.g., insurances, certificates, policies)
  
  

• Prepare for mini-competitions with quick-turnaround bid templates

Frameworks are relationships. Treat them with the same level of attention and professionalism as you would your most valuable clients.

Mini-Competitions: Where the Real Work Begins

Getting onto a framework is a major achievement - but it’s not the end of the journey. Most actual work is awarded through mini-competitions between approved suppliers. These are short, targeted bidding events where buyers invite multiple framework suppliers to propose specific solutions or pricing for a defined scope.

Buyers run mini-competitions to ensure continued value and flexibility within the framework. They may request updated pricing, refined delivery plans, or tailored approaches to a particular project or location. Deadlines are usually tight, and submissions must be clear, compliant, and highly responsive to the brief.

To stand out, suppliers need to be fast, organized, and relevant:

• Have pre-approved response templates and pricing models ready
  
  

• Assign a mini-competition team who can mobilize quickly
  
  

• Focus on clarity, compliance, and any differentiators (speed, innovation, service model)

Tip: Tools like Mercell Bidding can streamline this process, helping teams collaborate, manage deadlines, and submit polished bids under pressure.

The most successful suppliers don’t just wait for opportunities - they’re always ready to respond, win, and deliver.

Conclusion

Framework agreements are a strategic gateway to long-term public business. With the right preparation, insight, and positioning, a single framework can open doors to dozens of new buyers, consistent revenue, and lasting relationships.

But success doesn’t happen by accident. It requires early planning, strong bid writing, and a clear understanding of what buyers expect - not just today, but over the full life of the framework.

If you're serious about growing your public sector presence, frameworks aren’t optional - they're essential. And with the right strategy in place, your next win could be the one that transforms your business.

Ready to win your next framework?

Mercell gives you the tools to discover new opportunities, build competitive bids, and manage public contracts with confidence. Learn how we help suppliers succeed in public procurement - get in touch or sign up to a free trial.