How to use accreditations to win more work

Passing an accreditation is a milestone, but it’s not the finish line. In rail, construction and utilities, accreditation is the key that opens doors. What you do after you’re certified determines whether you simply hold a badge, or use it to grow.

Plenty of businesses make the mistake of treating accreditation as an end point. In reality, it’s the beginning of a far more important phase: winning new clients, strengthening your position in the market, and using your accredited status to access work you may not have reached before.

Here’s how to turn accreditation into a genuine commercial advantage.

1. Make yourself visible to buyers

Once accredited, your business appears on the relevant supplier platform — essentially the industry’s directory of approved suppliers.

Think of these as modern “Yellow Pages” for procurement teams. If you’re on any of the frameworks for rail, construction or utilities — such as RISQS, Achilles UVDB, Constructionline, Rail Link-up, CHAS and so on — buyers can now find you, shortlist you and invite you to tender.

But visibility only works if you use it proactively.

What you should do immediately:

• Update your profile fully
• Add services, locations and specialisms
• Upload your accreditation certificate
• Include your accreditation number in communication
• <ake sure contact details are monitored

Small suppliers often win their first major contracts simply because they kept their profile complete and active when a buyer needed a partner quickly.

2. Contact buyers directly

Accreditation gives you legitimacy. Use it.

If you’re on RISQS, for example, you can see which Network Rail buyers are registered. Many SMEs don’t realise they can simply introduce themselves: “We’re now RISQS accredited, here are the services we offer; we’d like to be considered for future opportunities.”

This proactive approach can deliver results far faster than waiting for tenders to appear. Even two or three new clients can transform a small business.

3. Promote your accreditation in your marketing

Don’t assume people know you’re accredited. Make it visible wherever prospects encounter your brand:

• Website
• Social media
• Email signatures
• Case studies
• Tender documents
• Proposals and pitch decks
• Vehicle or site branding

Buyers want suppliers they can trust. Clear accreditation messaging is one of the simplest ways to reduce friction and shorten decision-making.

4. Learn from real examples

A few years ago, we knew of a contractor who delivered a small rail infrastructure package successfully, without being formally accredited (they didn’t need to be at the time). The work was good, but when a much larger framework opportunity emerged, they were excluded because they couldn’t prove compliance.

They weren’t rejected due to capability, but because they lacked documentation. After securing accreditation and formalising processes, they were shortlisted for future projects immediately.

It’s a reminder that accreditation isn’t simply about today’s workload; it protects your place in future opportunities.

5. Use accreditation to strengthen tender submissions

Accreditation reduces perceived risk in tender evaluations. Buyers want suppliers with:

• Verified processes
• Strong safety culture
• Compliant reporting
• Trained and insured staff
• Consistent operational standards

When these fundamentals are proven upfront, submissions can focus on value, delivery and expertise — not basic compliance.

6. Remember the renewals cycle

Accreditation isn’t a one-off event. Most schemes involve annual reassessment, meaning businesses must:

• Update documents as processes evolve
• Maintain accurate training records
• Keep insurance aligned to scope
• Ensure a POC owns ongoing compliance

Handled well, renewals become easier each year, and your organisation becomes more robust as a result.

If you want your accreditation to work harder for your business – not just as a badge, but as a growth engine – we can help you use it strategically and secure more opportunities. Get in touch to start winning more work with confidence.