Description

The public sector represents a target with high potential, particularly for SMEs. However, the practices usually used successfully with other clients must be adapted. Indeed, not only are public procurement regulations and uses specific to the sector, but they are currently evolving rapidly. Taking into account recent developments in public legislation will allow you to take advantage of new opportunities in terms of innovation and upstream relationships with your client.

Who is this training for ?

For whom ?

Field salesperson, business engineer, wishing to invest in the public sector. Sales manager wishing to support his teams in conquering the public sector. Key account salesperson or Key Account Manager (KAM) in charge of the public sector.

Prerequisites

Training objectives

Invest sustainably in the public sector by adapting to its specificities.

Identify the essential rules and the different stages of a public market.

Adapt the form and substance of its offer to the specific needs of public sector stakeholders.

Take advantage of the new opportunities for innovation and upstream relationships with your public sector clients.

Training program

• Before the face-to-face
  • A self-diagnosis to situate yourself and define your priorities.
• Speaking the language of the public sector
  • The legal principles of public procurement.
  • Practices that work / mistakes to avoid.
  • Communicate with your stakeholders appropriately.
• Satisfy the public purchasing process
  • Find your way among the different public buyer procedures: calls for tenders, negotiated market, MAPA, dematerialization…
  • Clarify your real room for maneuver in terms of dialogue and negotiation .
• Respond to the public buyer's consultation
  • Decipher the specific administrative clauses (CCAP) and the specific technical clauses (CCTP).
  • Comply with the key steps to be selected.
  • Identify the specific selection criteria: economic, technical, CSR, innovation…
  • Formalize the technical and financial offer
• Build and establish the relationship over time
  • Ensure the monitoring and execution of the contract.
  • React in the event of rejection of the application.
  • Find the right posture to continue to improve in the face of to a 'private' client.
  • Set up an internal organization adapted to the public sector
• After face-to-face, implementation in a work situation
  • Advice and tips every week to implement your action plan.