Shared values with clients are more important than technical skills when it comes to competing for contracts, and lack of size does not have to be a barrier, Jackie Bedford, the founder of public sector specialist agency Step Ahead, told Recruiter.

Step Ahead's contract wins have included deals with central government bodies, such as the Department of Health, and local authorities. The company specialises in administrative and clerical staff in the public sector, but has spread into housing associations and charities.

Bedford said she looks for new business potential in the Official Journal of the European Union, where tenders above a certain value have to be advertised.

"Some companies our size wouldn't even look at some of these contracts." Step Ahead is expanding, but still only has 18 staff.

She told Recruiter: "Most agencies are selling the same thing, and it's hard to differentiate yourself on the basis of technical skills. We come into our own where we can demonstrate that we share the same values as the client. For example, if the client invests in training and development for its staff, we can show that we share that view.

"The public sector can be quite daunting to an agency with no previous experience of it," she continued. "The need for a transparent procurement process, which ensures the taxpayer is getting best value for money from a supplier who is totally compliant with modern best practice, makes for a gruelling series of applications, pre-qualifications, tenders, presentations and negotiations. And you have to delve deeply into the detail to make sure you really understand the selection criteria."

But she said recruiters new to the public sector should not be discouraged, and added: "You develop a kind of template, though I don't want to give away too many details about how we do that."

The company now generates revenue of £6.5m-£7m a year. Bedford said the company will soon expand into the private sector.

Step Ahead currently has two offices, both in London: one in Islington and the other in Holborn. Bedford said the two offices will soon be consolidated into one bigger office in Islington.