{"id":5924,"date":"2025-07-30T14:59:43","date_gmt":"2025-07-30T12:59:43","guid":{"rendered":"https:\/\/hermix.com\/?p=5924"},"modified":"2025-07-30T14:59:43","modified_gmt":"2025-07-30T12:59:43","slug":"comment-apprendre-a-connaitre-son-acheteur","status":"publish","type":"post","link":"https:\/\/hermix.com\/fr\/how-to-get-to-know-your-buyer\/","title":{"rendered":"Comment apprendre \u00e0 conna\u00eetre votre acheteur"},"content":{"rendered":"<p class=\"wp-block-paragraph\">S&#039;applique \u00e0 : Tous les forfaits et fonctionnalit\u00e9s Hermix<br>Temps de lecture\u00a0: 6\u00a0min<br>Derni\u00e8re mise \u00e0 jour : 22 juillet 2025<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Arr\u00eatez de deviner \u00e0 qui vous vendez.<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">La r\u00e9ussite d&#039;une offre d\u00e9pend de sa capacit\u00e9 \u00e0 r\u00e9pondre aux v\u00e9ritables priorit\u00e9s de l&#039;acheteur. Pourtant, nombreuses sont les \u00e9quipes qui se pr\u00e9cipitent sur des propositions sans conna\u00eetre clairement l&#039;autorit\u00e9 \u00e0 l&#039;origine de l&#039;avis. Cette lacune engendre des pertes de temps, de marge et de cr\u00e9dibilit\u00e9.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Hermix r\u00e9sout ce probl\u00e8me gr\u00e2ce aux profils d&#039;autorit\u00e9. Chaque profil regroupe des ann\u00e9es de donn\u00e9es contractuelles, les habitudes de d\u00e9penses et l&#039;historique des fournisseurs en un seul endroit, vous permettant ainsi de concevoir une offre parfaitement adapt\u00e9e.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Ce que vous apprendrez<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">\u00c0 la fin de cet article, vous saurez comment ouvrir un profil d&#039;autorit\u00e9, lire ses sections cl\u00e9s et utiliser ces informations pour cibler, vous positionner et gagner.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Ce dont vous avez besoin<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Tout compte Hermix inclut un acc\u00e8s complet aux profils d&#039;autorit\u00e9. Pour suivre notre actualit\u00e9, inscrivez-vous gratuitement sur dev.pqb.ro\/hermix\/sign-up.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Points cl\u00e9s<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Consultez l&#039;historique de l&#039;acheteur avant m\u00eame d&#039;\u00e9crire une seule ligne de votre r\u00e9ponse.<\/li>\n\n\n\n<li>Alignez le prix, la port\u00e9e et le ton avec les pr\u00e9f\u00e9rences reconnues des autorit\u00e9s comp\u00e9tentes.<\/li>\n\n\n\n<li>R\u00e9duisez votre temps de recherche de 70 % tout en am\u00e9liorant la pertinence de vos offres.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Pourquoi le contexte de l&#039;acheteur est important<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Les services d&#039;approvisionnement publient rarement toutes les informations n\u00e9cessaires dans l&#039;avis de vacance. Derri\u00e8re le PDF se cachent des sch\u00e9mas r\u00e9v\u00e9lateurs\u00a0:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Le montant que l&#039;autorit\u00e9 d\u00e9pense habituellement pour des travaux similaires.<\/li>\n\n\n\n<li>Qu\u2019ils pr\u00e9f\u00e8rent des cadres \u00e0 long terme ou des projets ponctuels.<\/li>\n\n\n\n<li>Quels fournisseurs ont su se forger une solide position dominante au fil du temps ?.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Ignorer ce contexte revient \u00e0 estimer le prix et le p\u00e9rim\u00e8tre du projet au hasard. Or, les suppositions peuvent mener soit \u00e0 une offre surdimensionn\u00e9e, soit \u00e0 des co\u00fbts excessifs.<\/p>\n\n\n\n\n\n\n<h2 class=\"wp-block-heading\"><strong>\u00c0 l&#039;int\u00e9rieur d&#039;un profil d&#039;autorit\u00e9<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Ouvrez une opportunit\u00e9 et cliquez sur le nom de l&#039;acheteur. Hermix affiche un profil avec cinq onglets\u00a0:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>\u00c0 propos\u00a0: informations de base, localisation, coordonn\u00e9es et structure organisationnelle.<\/li>\n\n\n\n<li>Contrats\u00a0: chaque attribution d\u00e9livr\u00e9e par l\u2019autorit\u00e9 comp\u00e9tente, avec les valeurs, les fournisseurs et les dates.<\/li>\n\n\n\n<li>Donn\u00e9es commerciales\u00a0: graphiques des d\u00e9penses annuelles, tendances budg\u00e9taires et taille type des contrats.<\/li>\n\n\n\n<li>March\u00e9\u00a0: concentration des fournisseurs, diversit\u00e9 des prestataires et cycles de renouvellement.<\/li>\n\n\n\n<li>Opportunit\u00e9s : annonces ouvertes ou \u00e0 venir concernant le m\u00eame acheteur.<\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Ces onglets transforment un organisme public abstrait en un profil client riche en donn\u00e9es.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img fetchpriority=\"high\" decoding=\"async\" width=\"512\" height=\"279\" src=\"https:\/\/hermix.com\/wp-content\/uploads\/How-to-Get-to-Know-Your-Buyer.png\" alt=\"\" class=\"wp-image-5925\"\/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Flux de travail en trois clics<\/strong><\/h2>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Cliquez sur le nom de l&#039;acheteur dans la liste des opportunit\u00e9s.<\/li>\n\n\n\n<li>Ouvrez le profil de l&#039;autorit\u00e9 et consultez l&#039;onglet Contrats pour rep\u00e9rer les laur\u00e9ats r\u00e9currents.<\/li>\n\n\n\n<li>Consultez la section Entreprises et March\u00e9s pour conna\u00eetre la fourchette de prix et la composition des fournisseurs.<\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Si les chiffres correspondent \u00e0 vos capacit\u00e9s, poursuivez votre offre. Dans le cas contraire, r\u00e9orientez vos ressources vers des prospects plus adapt\u00e9s.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Cas d&#039;utilisation pratiques<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Strat\u00e9gie tarifaire\u00a0: alignez votre structure de frais sur la valeur moyenne des r\u00e9compenses de l\u2019acheteur.<\/li>\n\n\n\n<li>Positionnement concurrentiel\u00a0: rep\u00e9rer les faiblesses des acteurs en place et adapter les th\u00e8mes gagnants.<\/li>\n\n\n\n<li>Planification des comptes\u00a0: identifier les opportunit\u00e9s de vente crois\u00e9e en examinant les autres cat\u00e9gories de services que l\u2019autorit\u00e9 se procure.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Meilleures pratiques<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Examiner les profils lors des r\u00e9unions hebdomadaires de suivi des prospects afin que chaque prospect dispose d&#039;un point de contr\u00f4le des donn\u00e9es.<\/li>\n\n\n\n<li>Enregistrez les profils importants dans Mes fichiers et \u00e9tiquetez-les pour que l&#039;\u00e9quipe puisse s&#039;y r\u00e9f\u00e9rer rapidement.<\/li>\n\n\n\n<li>Combinez les analyses d&#039;autorit\u00e9 avec les r\u00e9sum\u00e9s d&#039;appels d&#039;offres bas\u00e9s sur l&#039;IA pour valider l&#039;ad\u00e9quation commerciale et technique.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Pi\u00e8ges courants<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>S&#039;appuyer sur un seul contrat important pass\u00e9 et ignorer les contrats r\u00e9currents de moindre envergure.<\/li>\n\n\n\n<li>\u00c9viter la conversion de devises lors de la comparaison de budgets entre pays.<\/li>\n\n\n\n<li>Supposer qu&#039;une autorit\u00e9 comptant de nombreux fournisseurs soit ouverte aux nouveaux entrants sans v\u00e9rifier les dates de renouvellement.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Mesurer le succ\u00e8s<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Piste:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Taux de r\u00e9ussite des appels d&#039;offres o\u00f9 l&#039;\u00e9quipe a utilis\u00e9 des profils d&#039;autorit\u00e9.<\/li>\n\n\n\n<li>Gain de temps moyen par opportunit\u00e9 gr\u00e2ce au remplacement de la recherche manuelle aupr\u00e8s des acheteurs.<\/li>\n\n\n\n<li>R\u00e9duction des retraits d&#039;offres en phase finale en raison d&#039;un d\u00e9calage entre le p\u00e9rim\u00e8tre du projet et le budget.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Visez une augmentation de 20 % des victoires qualifi\u00e9es au cours du premier trimestre d&#039;utilisation disciplin\u00e9e du profil.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>D\u00e9couvrez d\u00e8s maintenant le profil d&#039;un acheteur<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Ouvrez n&#039;importe quelle opportunit\u00e9 dans Hermix, cliquez sur le nom de l&#039;acheteur et laissez les chiffres guider votre prochaine action. Un contexte acheteur pr\u00e9cis transforme les bonnes propositions en propositions gagnantes.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Ressources connexes<\/strong><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Prochaines \u00e9tapes<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Article suivant de la base de connaissances<\/li>\n<\/ul>\n\n\n\n<div style=\"height:5px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Fonctionnalit\u00e9s avanc\u00e9es<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/hermix.com\/fr\/surveillant-de-produits-hermix-opportunites-du-secteur-public\/\">Surveiller les opportunit\u00e9s du secteur public<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/hermix.com\/fr\/analyse-et-qualification-des-opportunites-de-produits-hermix\/\">Analyse des opportunit\u00e9s et qualification<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/hermix.com\/fr\/intelligence-de-marche-des-produits-hermix\/\">Intelligence de march\u00e9<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/hermix.com\/fr\/analyse-des-produits-hermix-des-depenses-du-marche-de-la-commission-europeenne-fournisseurs\/\">Analyse de march\u00e9 de la Commission europ\u00e9enne<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/hermix.com\/fr\/collaboration-sur-le-produit-hermix\/\">Outils de collaboration<\/a><\/li>\n<\/ul>\n\n\n\n<div style=\"height:13px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<figure class=\"wp-block-post-featured-image\"><img decoding=\"async\" width=\"1200\" height=\"628\" src=\"https:\/\/hermix.com\/wp-content\/uploads\/2025\/09\/How-to-Get-to-Know-Your-Buyer_article_featured-image.png\" class=\"attachment-post-thumbnail size-post-thumbnail wp-post-image\" alt=\"Comment-apprendre-\u00e0-conna\u00eetre-votre-acheteur-perspicacit\u00e9\" style=\"object-fit:cover;\" srcset=\"https:\/\/hermix.com\/wp-content\/uploads\/2025\/09\/How-to-Get-to-Know-Your-Buyer_article_featured-image.png 1200w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/09\/How-to-Get-to-Know-Your-Buyer_article_featured-image-300x157.png 300w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/09\/How-to-Get-to-Know-Your-Buyer_article_featured-image-1024x536.png 1024w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/09\/How-to-Get-to-Know-Your-Buyer_article_featured-image-768x402.png 768w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/figure>","protected":false},"excerpt":{"rendered":"<p>Applies to: All Hermix plans and featuresReading Time: 6 minLast Updated: July 22 2025 Stop Guessing Who You Are Selling To A bid lives or dies on how well it matches the buyer\u2019s real priorities. Yet many teams rush into proposals without clear facts about the authority behind the notice. That blind spot costs time, [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":6452,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_angie_page":false,"content-type":"","inline_featured_image":false,"page_builder":"","footnotes":""},"categories":[14],"tags":[34],"ppma_author":[16],"class_list":["post-5924","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-knowledge-base","tag-bids"],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO 5.0.0.1 - aioseo.com -->\n\t<meta name=\"description\" content=\"Applies to: All Hermix plans and featuresReading Time: 6 minLast Updated: July 22 2025 Stop Guessing Who You Are Selling To A bid lives or dies on how well it matches the buyer\u2019s real priorities. 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