Business-to-government (B2G)
Business-to-government (B2G) describes a business supplying a public body, usually through a quotation, tender, framework or other regulated route. It is a commercial description, not a procurement procedure or a guarantee that a buyer will purchase.
Reviewed
When a business sells into the public sector, it is operating in a business-to-government (B2G) market. That can include central government, local authorities, health bodies, education organisations and other contracting authorities. B2G is a market label; it does not tell you which procurement rules, portal or contract terms apply.
How B2G buying happens
A public body may ask for information during preliminary market engagement, invite a tender, run a competition under a framework or dynamic market, or make a lower-value purchase under its own rules. The route depends on the buyer, value, subject matter, jurisdiction and when the procurement started. The Procurement Act 2023 applies to new in-scope procurements in England, Wales and Northern Ireland from 24 February 2025, subject to transitional arrangements; Scotland has a separate regime.
What suppliers should prepare
Keep a clear description of your service, relevant evidence, insurance and financial information. Learn where the buyer publishes opportunities and read the complete tender pack before investing in a response. Public procurement normally assesses the submitted offer against published requirements and criteria, so general marketing material is not a substitute for a compliant bid.
For example, a software company selling to councils may be in the B2G market but still need to respond through a specific portal and meet a particular lot, security requirement and evaluation method.