How Councils Are Opening Up Opportunities for SMEs Across Westminster and Greater London
On 4 December 2025, Westminster Business Council attended the London Public Sector Meet the Buyer event at London Metropolitan University. Representing WBC were ESG in Property and Construction Director Jennifer Adler-Potts and Supplier Readiness Programme Manager Clare Lees, reflecting our commitment to helping SMEs based in Westminster, across Greater London, and those targeting work in London boroughs to access real contracts, not just conversations.
The event was hosted by Reshma Sheikh of MSD UK. The main panel featured:
- Tim Rudin, Head of Responsible Procurement and Supplier Skills Team, Greater London Authority Group
- Natalie Evans, Head of SRM and Responsible Procurement, Westminster City Council
- Lisa Moore, Responsible Procurement Manager, City of London
- Glenn McCorkindale, Head of GLA Responsible Procurement, Islington City Council
Thank you to MSD UK and all partners for having us and for putting SME suppliers at the heart of the conversation.
Why this matters for SMEs across Westminster and Greater London
Westminster City Council is a strategic partner for WBC, and many of our members operate in Westminster and the surrounding London boroughs. The event confirmed that Westminster and its neighbouring authorities are not only complying with national expectations on SME and diverse supplier engagement, they are actively using procurement to drive local economic and social value.
This aligns directly with WBC’s mission to connect SMEs with buyers, support ESG excellence, and create economic and social value across London.
Throughout the day, one theme was clear: if you are an SME operating in Westminster, across Greater London, or seeking to supply London boroughs, the public sector wants to work with you.
What procurement officers are looking for in tender responses
Tim, Natalie, Lisa and Glenn were refreshingly open about what makes a strong SME bid.
Evidence, not slogans
Lisa Moore called out the problem of “tender candy”
Lots of claims, not enough proof.
Procurement teams want clear, specific, relevant evidence that demonstrates capability – no matter where your SME is based, as long as you can deliver locally.
Realism and proportionality
Officers urged SMEs to be realistic about delivery and to answer specifications directly. Westminster’s proportional approach to social value and responsible procurement is especially beneficial for SMEs of varying sizes operating across Greater London.
Professional, but human
Councils want to know who they’re working with, why you do what you do, and what you bring to communities across Westminster and London.
How councils are increasing procurement from SMEs
Westminster City Council: clear commitments and real numbers
For SMEs operating in Westminster or targeting Westminster contracts, Natalie Evans set out a positive picture:
- Around 75% of contracts between £25,000 and £100,000 go to SMEs
- Around 30% of larger contracts go to SMEs
- Tier 1 suppliers are required to procure from local SMEs, including diverse-led SMEs across London
The new Procurement Act enables councils to apply proportionate processes depending on the size and type of supplier. This makes bidding more accessible for SMEs across London that aim to supply Westminster.
City of London Corporation: making tenders more accessible
Lisa Moore explained key SME-friendly tools such as one-page ITT summaries and supplier focus groups – helpful not just for City-based SMEs but for any London SME seeking to bid across borough boundaries.
Islington Council: restructuring contracts and supply chains
Glenn McCorkindale emphasised that SMEs from across London can access Islington’s opportunities, especially with measures such as:
- Breaking down contracts into lots
- A 20 percent social value weighting
- Community and construction directories highlighting SMEs to tier 1s
GLA: pan-London leadership
Tim Rudin reinforced that responsible procurement and supplier skills development is a GLA-wide agenda, supporting SMEs wherever they are based across London.
How councils are procuring from more diverse suppliers
Diverse-led SMEs across Westminster and Greater London benefit from:
- Supplier directories focusing on diverse and local SMEs across London
- Market engagement for underrepresented businesses
- Proportionate rules for micro businesses, social enterprises and voluntary sector suppliers
- Borough-specific social value priorities grounded in resident and business insight
This aligns closely with WBC’s ESG focus and our work connecting corporate, public sector and diverse suppliers across London.
Common SME pitfalls and how councils are trying to fix them
The panel were candid about where SMEs struggle and what boroughs are doing to reduce barriers.
Typical challenges
- Complex tenders
- Short response timelines
- Insurance and turnover thresholds
- Generic social value questions
- Limited feedback
Supportive changes now in place
For SMEs operating across London, these changes are significant:
- Shorter terms and conditions for contracts under £100k
- RFQ timelines extended from 10 to 15 days
- Insurance requirements only needed after award
- Wider use of summary one-pagers
- AI-driven feedback improvements
- Growing effort to provide SMEs with more meaningful bid feedback
How SMEs can win more public sector work in Westminster and across London
1. Engage early and widely
Sign up to procurement portals across Westminster and all London authorities you wish to target, plus tier 1 supply chain portals and central government platforms.
WBC’s Supplier Readiness Programme supports SMEs operating both within Westminster and across Greater London.
2. Build relationships, not just documents
The SME success stories on stage showed that consistent engagement leads to real opportunities. Councils confirmed that follow-ups and clarifications are encouraged.
WBC’s networks across London exist to help SMEs form these vital relationships.
3. Invest once in compliance
Policies, risk systems and certifications will unlock opportunities not only in Westminster but across multiple boroughs.
4. Use case studies effectively
Case studies demonstrating delivery anywhere in Greater London can strengthen bids for Westminster and pan-London tenders.
5. Explore consortium opportunities
Consortium models allow SMEs to assemble the right capabilities for cross-borough or higher-value opportunities.
6. Learn each borough’s social value priorities
Westminster and other London boroughs are refining social value expectations. Understanding these differences will materially improve bid success.
WBC’s ESG networks and training help SMEs speak this language effectively.
The London-wide takeaway
For SMEs based in Westminster, elsewhere in Greater London, or targeting opportunities across London boroughs, the message from the event was clear:
- Councils are under a formal and political obligation to spend more with SMEs
- SME participation is growing, and boroughs want to go further
- The Procurement Act gives authorities new flexibility to support SMEs proportionately
- Diverse and responsible SMEs are in high demand
- There are real, practical steps SMEs can take to get tender-ready and visible
WBC will continue working with Westminster City Council, the GLA family, London boroughs and tier 1 contractors to ensure SMEs across Greater London are visible, prepared and connected to the opportunities shaping the capital.
If your SME operates in Westminster, Greater London, or is targeting work in London boroughs, our Supplier Readiness Programme and ESG in Property and Construction Network can help you prepare for procurement, understand social value expectations and meet the buyers shaping London’s future.
