Course : Mastering the commercial approach to public procurement
Practical course - 2d
- 14h00 - Ref. ATF
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 | Understanding the strategic and commercial challenges of public procurement |
| Identify opportunities and understand buyers' needs/expectations |
| Making yourself known |
| Developing a response strategy |
| Mastering negotiation in different procedures |
| Turning rejection into opportunity |
Intended audience
Executives, managers, sales directors, in-house lawyers, all employees called upon to formulate a commercial offer to a public purchaser
Prerequisites
Knowledge of public procurement regulations.
Practical details
Hands-on work
Apports théoriques, exercices pratiques, échanges et réflexions collectives.
Course schedule
1 Understanding the strategic and commercial challenges of public procurement
- Reminder of public procurement rules and regulations.
- Identify response procedures.
- Identify decision-makers and criteria.
2 Detect opportunities and understand buyers' needs/expectations
- Identify shared monitoring systems and platforms.
- Analyze public tender notices (AAPC).
- Implement effective and relevant competitive intelligence.
- Conduct appropriate and effective prospecting.
- Deciphering the market to define a strategy.
- Identify the public buyer's requirements.
- Adapt your offer and negotiate.
Hands-on work
Selection of contract notices and identification of potential bottlenecks.
3 Getting to know each other
- Identify, and even anticipate, the buyer's needs.
- Identify strengths and weaknesses.
- Study and stand out from the competition.
- Initiate contact with operational players.
- Register with the public purchaser.
- Build and maintain relationships.
Hands-on work
Development of a marketing action plan specific to public procurement.
4 Developing a response strategy
- Classify internal resources.
- Call on other economic operators.
- Master the modalities of multiple responses.
- Stand out from the crowd.
- Respect the answer frame.
- Deliver an effective technical brief.
- Identify award criteria.
Hands-on work
Exchange and debate with participants on the different ways of communicating with public purchasers.
5 Mastering negotiation in different procedures
- Correct the offer.
- Determine negotiation procedures.
- Study negotiation techniques.
- Know the regulatory limits to negotiation.
Hands-on work
Identify the key factors for effective negotiation.
6 Turning rejection into opportunity
- List the documents that may be disclosed to unsuccessful candidates.
- Examine the reasons for selecting the incumbent.
- Create a dashboard to monitor responses.
- Analyze answers.
- Study a bid analysis report.
Hands-on work
Creation of a bid tracking table with corrective measures.
Customer reviews
4,1 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
LAURA G.
01/06/26
4 / 5
The examples and practical scenarios are a bonus
THIBAULT B.
01/06/26
4 / 5
Thanks to Jean Marie for his teaching
ISABELLE C.
11/12/25
5 / 5
A few digressions that can't be prevented if we want to meet everyone's expectations...
Publication date : 07/12/2024
PARTICIPANTS
Executives, managers, sales directors, in-house lawyers, all employees called upon to formulate a commercial offer to a public purchaser
PREREQUISITES
Knowledge of public procurement regulations.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Executives, managers, sales directors, in-house lawyers, all employees called upon to formulate a commercial offer to a public purchaser
PREREQUISITES
Knowledge of public procurement regulations.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
Dates and locations
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Remote class
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Date garantie en présentiel ou à distance
Session garantie
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.