8 Things You Didn’t Know About Framework Agreements

Framework agreements are a cornerstone of public procurement - but even experienced suppliers and buyers often overlook key details that could improve their strategy or competitiveness.

Whether you’re preparing your first bid or managing multiple public sector contracts, knowing the less obvious truths about frameworks can help you win more business, avoid pitfalls, and make smarter decisions.

Here are 8 things you (probably) didn’t know about framework agreements - but definitely should.

1. Being on a Framework Doesn’t Guarantee Any Business

Winning a place on a framework is just step one. It qualifies you to be considered for work - but it doesn’t entitle you to any. Public buyers can choose who they engage through direct awards or mini-competitions, and there's no obligation to award contracts to every supplier on the list. 

Without proactive follow-up and competitive responses, suppliers can remain inactive for the entire framework term.

Why it matters:
Suppliers need to remain visible, responsive, and engaged to convert framework status into actual revenue.

2. Frameworks Can Be Used by Multiple Buyers - Not Just One

Many frameworks are set up by central agencies or consortiums but made available to a wide range of public buyers. One education-focused framework, for example, might be used by hundreds of schools, universities, or councils. 

This means a single successful bid can unlock access to multiple procurement teams across regions, sectors, or departments - all from one agreement.

Why it matters:
Understanding the full buyer scope can significantly increase the commercial value of your place on the framework.

3. You May Compete Against Your Peers - Even After Winning

In multi-supplier frameworks, competition doesn't end when the framework is awarded - it continues through mini-competitions. Buyers frequently run these to assess which supplier offers the best value for a specific project. 

This can include updated pricing, faster delivery timelines, or a tailored service model. You’ll need to keep refining your proposals to stay ahead.

Why it matters:
Ongoing competition means suppliers must treat each call-off like a new opportunity - not a guaranteed contract.

4. You Can Lose Future Opportunities by Failing to Perform

Poor performance on a single call-off contract can have long-term consequences. Buyers assess reliability, delivery quality, and responsiveness, and may exclude underperforming suppliers from future mini-competitions. 

In some cases, frameworks even allow removal for serious breaches. Every contract becomes part of your track record, influencing how buyers view your business going forward.

Why it matters:
Securing work is only half the job. Strong, consistent delivery is essential to remain competitive on the framework.

5. Frameworks Are Not Just for Large Businesses

Contrary to common belief, frameworks are not reserved for big players. Many buyers now structure frameworks to support SME participation - using smaller lots, simplified requirements, or local eligibility criteria. 

Some even score social value and innovation highly, areas where SMEs can excel. With the right preparation, small and mid-sized companies can win - and thrive - on frameworks.

Why it matters:
Don’t count yourself out. Frameworks are increasingly designed to be inclusive and accessible to smaller suppliers.

6. Some Frameworks Are Divided into “Lots” You Can Bid On Individually

Large frameworks are often broken into lots - specialist service areas or geographic regions. Suppliers don’t need to bid for the whole thing. 

You can focus your bid on the lot that aligns best with your capabilities, experience, or location. This increases your chance of success while keeping bid scope realistic and manageable.

Why it matters:
Targeting the right lot allows you to compete where you're strongest, rather than stretching to meet wider demands.

7. Frameworks Can Cover Below-Threshold Procurement Too

Frameworks aren’t just for high-value, high-profile tenders. Many are used to streamline smaller, below-threshold purchases, especially in sectors like education, social care, or facilities. 

These lower-value contracts might not be advertised publicly, but they’re often fulfilled through frameworks for speed and consistency.

Why it matters:
If your business provides everyday services or recurring products, these lower-value call-offs can create a steady revenue stream.

8. Frameworks Can Be Reopened or Re-Tendered Early

While frameworks are typically set to run for a fixed term, buyers may choose to reopen or re-tender them early due to changing needs, policy shifts, or performance issues. 

If you're tracking expiry dates and staying engaged, you’ll be better positioned to adapt your bid strategy and regain or improve your place.

Why it matters:
Don't assume your framework status will last the full term. Stay alert and proactive to avoid being caught off guard.

Conclusion

Framework agreements offer much more than access to public tenders - they’re structured, competitive ecosystems that require ongoing effort and strategic thinking.

Knowing the less obvious truths about frameworks can help your business approach them with clearer expectations, smarter tactics, and better long-term results.

Whether you're an SME targeting a niche lot or a growing supplier looking to scale across regions, understanding how frameworks really work will put you in a stronger position to succeed.

At Mercell, we help suppliers discover, win, and manage framework agreements at every stage. With smarter search, tailored alerts, and expert support, we’re here to help you turn access into opportunity - and opportunity into growth.

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