What an institutional buyer actually looks for
Someone visiting the site of a company that supplies public bodies or large corporates is usually running a background check. They want to confirm the company genuinely exists, see what work it has done, find out which certifications it holds, and identify the person to contact.
That visit most often stalls at the documents. Quality management certificates, qualification letters, capacity reports and any local-content documentation are either missing entirely or sit behind an email request. Leaving those files downloadable is the cheapest single intervention that shortens an evaluation.
The second stall is how references are described. A corporate buyer is not convinced by a claim of having served many institutions; they want to see what was delivered and at what scope. Where confidentiality prevents naming a client, the work can still be described at sector and scope level, and even that beats saying nothing.
Third are the formal identity details: registered name, tax office, trade registry number, registered electronic mail address. These small items position you as a legitimate counterparty.

