Comment se préparer pour répondre aux marchés publics ?
Toutes les entreprises qui se lancent dans les marchés publics se posent des questions sur l’organisation de cette activité. Il est préférable d’avoir en tête les 3 réflexions essentielles suivantes :
1. Avoir une structure dédiée aux marchés publics
Les grands groupes ont des services spécifiques pour les marchés publics. Leurs commerciaux et leurs services techniques travaillent en collaboration.
Les petites entreprises s’organisent différemment – embauche d’un commercial, une assistante ou le chef d’entreprise assure lui même cette tâche.
Cette unité s’occupe de la recherche des opportunités et de la réponse, car le dossier de candidature est assez lourd.
Dans tous les cas, la réponse aux appels d’offres demande une préparation et du personnel qualifié.
2. Avoir une description de l’activité
Vous avez besoin d’anticiper la rédaction de la réponse pour les marchés publics.
Optez pour un texte professionnel et compréhensif en même temps.
Cette astuce va vous aider d’être plus flexible et de ne pas rater des opportunités dans votre secteur faute de préparation.
En règle générale, les PME et les TPE ont des plaquettes et des supports de communication qui présentent bien leur activité. Pour les marchés publics, cela n’est pas suffisant. Vous êtes sensé pas seulement de décrire votre métier, mais en plus de montrer comment vous aller effectuer la mission demandée.
Votre contenu (textes, images, schémas, attestations, références) va permettre à l’acheteur de comprendre la qualité de vos services et vos produits.
D’où l’importance de soigner le contenu et de préparer les expressions qui vous mettent en valeur. Suite à cela vous gagnez en productivité dans le montage du dossier de candidature.
3. Automatiser les réponses
C’est rare de convaincre l’acheteur public de la première fois. Les statistiques montrent que vous gagnez le plus souvent à la 10ème candidature. Pour battre ce score, il est préférable d’analyser vos points forts et vos points faibles.
- Avez-vous des outils informatiques faciles à manipuler ?
- Avez-vous des collaborateurs qui sont formés aux marchés publics ?
La réponse à ces questions va vous aider à choisir la solution qui vous correspond le mieux.
En règle générale, pour y parvenir vous commencez par classer tous les documents (des modèles de page de garde, des références et tout le contenu lié aux marchés publics) dans un dossier spécifique. En suite pour chaque marché vous créez un autre sous-dossier. Dans la majorité des cas les documents sont en format Word et PDF et pour construire la réponse, il faut les combiner. À partir d’un moment, il devient compliqué à retrouver ce que vous recherchez.
Cette approche artisanale est très répandue. Une autre approche existe, c’est d’automatiser ce processus.
Beaucoup mieux est de stocker tout contenu (textes et images), lié aux appels d’offres, dans une seule base de données. Cela vous permet de savoir à l’avance où sont hébergés vos textes et le trouver de suite.
Suite à cela, vous pouvez les utiliser et réutiliser vos données pour répondre à la demande publique sans perdre du temps.
Spécialement créé pour alléger la rédaction du mémoire technique, le logiciel « SOLARY MT » vous propose de gagner en efficacité tout en postulant à des appels d’offres publics ou privés.
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