Got a Big Idea for Government? Here is How to Pitch It the Right Way
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If you, your business or your client has a great idea that could help government deliver better services — faster, smarter, and maybe even cheaper — you can follow the unsolicited proposal process to do it right. The National Treasury has just released the Guidelines for the Management of Unsolicited Proposals for businesses and consultants hoping to work with the state legally and transparently. This forms part of a broader reform of public-private partnerships (PPPs) to encourage innovation while protecting public money.
Below is a summary of what you need to know.
What is an “Unsolicited Proposal”?
It’s when a company pitches a unique project idea to government without being asked, not through a tender or public call, but because they believe they have something valuable to offer through:
Innovative solutions
Specialised skills or technology
Private funding to get it done.
Done right, unsolicited proposals can bring new solutions, tech, and funding into public service delivery. Done wrong, they can lead to secrecy or unfair deals. That’s why Treasury has stepped in with clear rules and templates for managing these pitches.
What’s New in the Guidelines?
The new USP Guidelines:
Lay out exactly what qualifies as a valid unsolicited proposal under the PPP model.
Provide a step-by-step process for screening, evaluating, negotiating, and contracting.
Ensure competitive fairness, transparency, and proper documentation.
Come with tools and templates to help both government and businesses follow the process correctly.
Importantly, Treasury is also launching training sessions to help stakeholders use these guidelines properly. Details to follow soon.
The 4-Stage Process
If your idea is truly unique and in the public interest, here’s how it gets handled.
Screening
Your idea must tick the boxes for being innovative, cost-effective, and aligned with public priorities.
Evaluation
Experts check the technical, legal, and financial aspects. Can it really work? Does it follow procurement laws?
Negotiation
If approved, you move to the table, fine-tuning costs, responsibilities, and terms.
Contracting
Final deal signed. Project gets the green light.
What Makes a Proposal Stand Out?
To be considered, your proposal must be:
✅ Unique – not something others could easily replicate.
✅ Unsolicited – not in response to a tender or advert.
✅ Good value – cheaper or better than existing options.
✅ In the public interest – not just a business win.
No Backdoors Allowed
Even with a great idea, there’s no guarantee of approval. The process must be:
Transparent – All proposals are logged and published
Fair – Reviewed by neutral parties
Compliant – No skipping over procurement laws unless properly justified
For Accountants and Advisors
If you’re advising a client planning to approach government with an unsolicited idea:
Help them build a solid business case, focus on value for money and public impact
Make them understand the process, the fact that is is detailed and won’t happen overnight
Make sure everything is above board, as government is tightening controls. Use the templates provided in guideline for the application.
The government is opening the door to innovation, but the entrance is clearly marked. These guidelines give serious businesses a fair, structured way to get their ideas noticed, and, if they’re strong enough, funded. So if you’ve got a game-changing project in mind, now’s the time to put it forward, but do it right.
