Diagnostic

Project information

Index: 0111R1
Acronym:EuroPROC
Priority:1: Innovation and the knowledge economy
Sub Theme:Entrepreneurship and SMEs
Location FRANCE CENTRE-EST LYON Rhône-Alpes Start/End date of the practice
Start: 2008-01-01

Topic of the practice

The prime objective of this tool is to carry out a close study of the company’s potential in international public procurement, funded by development aid.

Good Practice Information

Diagnostic
ERAI – FRANCE – www.erai.org

 Objectives
The prime objective of this tool is to carry out a close study of the company’s potential in international public procurement, funded by development aid.
 Description
 Validation of the capabilities of the company to handle public procurement projects (if it has enough financial and human resources etc).
 Validation of the existence of a market and business opportunities by searching already existing tenders matching the company’s particular products or services.
 Setting up of an appropriate methodology for prospecting as well as identifying other services that can be proposed to the company.
 Results of the organisation
ERAI conducted 64 diagnostics in 2008

 Methodology
 Stages
• A phone conversation or a meeting with the company
• Presentation of the company’s activity, its products or services, its clients (public or private etc.)
• Information on the turnover and export turnover, on the staff and its language skills, on the company’s experience in public tenders (national or international), its export experience, its representations abroad, on its financial health etc.
• Research for existing projects or tenders
The explained results are sent to the company to give an accurate view on international public tenders and existing business opportunities.
• If the company is still interested in applying for public tenders, a meeting is fixed to define the prospection process to be set up and other services that the company may need.

 External tools and Budget
• External costs
Databases of projects and tenders. Examples of existing databases specialized in what is funded by development aid:
 DevBusiness (Official Database of the World Bank): $550 to $795 per year
 DGMarket (Official Database of the World Bank): $550 to $1000 per year
 Devex: $765 for a small business membership per year
 PROAO (French Database on public procurement funded by development aid
 Success story
Interview with an SME:

1- What have the results for your company been?
I discovered that my company was able to submit to some international public procurements, and in particular some UN procurements. I registered my company aimed at UN buyers and I have already been asked for quotations. Today, I am part of their database of potential suppliers.

2- How did this service help your company to achieve this result?
The diagnostic executed by ERAI showed me specific examples of tenders matching my activity and the size of my company. ERAI then advised me to go to a « meet the buyer » event with UN procurers where I could directly confirm the interest for my services from some agencies.

3- How would you improve this service?
A diagnosis is a necessary phase to validate the potential on these markets but it is only an initial step in public procurement. A real long term process is essential before winning tenders.
More advice on how to tender could be given during this diagnosis phase.

BLASCOM IT / M. Pierre Blasco

Evidence of success

 Results of the organisation
ERAI conducted 64 diagnoses in 2008

Contact details to obtain further information on the practice

Alice BAUMELLE

ERAI

alice.baumelle@erai.org

www.ERAI.org

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