Unlocking Commercial Potential: How the Purchase Power Programme supported Social Enterprises to thrive

The Purchase Power Programme was designed to help social enterprises that produce products, services or experiences to become more commercially resilient by building their sales capacity, strengthening operations, and tapping into new market opportunities. Delivered by SIS in partnership with Social Enterprise Scotland, the programme supported social enterprises to refine their sales strategies, improve operational efficiency, and navigate procurement processes – all while staying true to their social mission.

Over three days, social enterprise leaders gathered online to learn practical strategies for embedding a commercial and a more confident mindset within their organisation. The programme covered three key areas:

1. Sales Strategy and Procurement: Led by SIS Associates Rachael Arnold and Chloe Cannon, this session focussed on helping social enterprises build robust sales pipelines, articulate their value proposition, and engage effectively with buyers. Participants explored how to identify target customers, navigate tendering processes, and develop creative strategies to foster client relationships.
2. Operations and Innovation: The second session featured Ian Gray of Social Print & Copy CIC and trends consultant Margaret McSorley Walker. Ian shared insights on supply chain management, pricing strategies, and the role of technology in streamlining operations. Margaret explored how businesses can use market trends and product development tools to create products that respond to evolving customer needs.
3. Connecting with Buyers: The final session introduced social enterprises to corporate buyers from organisations such as PwC, Edinburgh Napier University, Inverness & Cromarty Firth Green Freeport, Scottish Power Renewables, and Scottish Courts & Tribunals Service. Participants had dedicated networking time to learn more about relationship-building, brand alignment, and what buyers look for when working with suppliers. These conversations aim to open the door to future opportunities and offer invaluable insights into how to position their products to appeal to commercial buyers.

For social enterprises, adopting a commercial approach isn’t just about increasing sales – it’s about expanding their impact. By strengthening their business model, social enterprises can generate more revenue, reinvest in their social mission, and create greater impact in the communities they serve.

Through the Purchase Power Programme, participants not only gained practical knowledge but also connected with fellow social entrepreneurs, fostering a network of peer support and collaboration. The sessions reinforced that commercial success and social impact can – and should – go hand in hand.

If you're interested in learning more about how social enterprises can create social value through procurement, check out our recent blog: Top Tips for Delivering Social Value Through Procurement. This guide offers actionable insights to help social enterprises align their business practices with social impact goals.

Following the Purchase Power Programme, participating social enterprises are putting their learning into action. From developing new sales pipelines to implementing digital tools that streamline operations, these organisations are better equipped to grow their businesses and increase their impact.

If you're a social enterprise producing products and looking to strengthen your commercial strategy, stay tuned for future opportunities. Sign up to our newsletter or follow us on social media to hear about our future programmes and the support available.