hi there,
local council work--
tenders, local councils have to work, or be seen to work to the regulations, OJEC the european journal is the instrument used for contracts over a trigger value level,
so you will find an advertisement in there for instance for all of the council's cleaning and maintenance requirements,
you then need to complete a pre qualification questionnaire, and health and safety.
some councils will then have an approved contractor listing, or the other method where one company wins the contract.
the other route, is through the seperate council departments, that may have a requirement for lower value work, and then you can start to build a relationship with them, and develop it further.
THOUGH , even doing that you will need to submit health and safety , method statements, risk assessments, etc.
larger national companies, operate in a similar way to above.
good luck
regards
martin