{"id":7120,"date":"2025-12-02T10:32:36","date_gmt":"2025-12-02T09:32:36","guid":{"rendered":"https:\/\/hermix.com\/?p=7120"},"modified":"2025-12-02T10:32:36","modified_gmt":"2025-12-02T09:32:36","slug":"politique-et-orientations-en-matiere-de-marches-publics-pour-les-fournisseurs-en-2026","status":"publish","type":"post","link":"https:\/\/hermix.com\/fr\/public-sector-procurement-policy-and-guidance-for-suppliers-in-2026\/","title":{"rendered":"March\u00e9s publics : Politique et orientations pour les fournisseurs en 2026"},"content":{"rendered":"<h2 class=\"wp-block-heading\"><strong>R\u00e9sum\u00e9 rapide :<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Ce guide explique le fonctionnement des march\u00e9s publics au Royaume-Uni, ce que la politique d'achat signifie pour les fournisseurs et pourquoi il est devenu plus complexe que jamais de naviguer dans les r\u00e8gles de la commande publique. Plus important encore, il vous montre comment surmonter cette complexit\u00e9 et remporter des contrats de mani\u00e8re syst\u00e9matique. Si vous passez des heures \u00e0 rechercher des appels d'offres sur plusieurs portails, \u00e0 lire des centaines de pages de cahiers des charges et \u00e0 avoir du mal \u00e0 qualifier efficacement les opportunit\u00e9s, ce guide vaut la peine d'\u00eatre lu.<\/p>\n\n\n\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Qu'est-ce que la commande publique et pourquoi est-ce important ?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">La commande publique consiste dans la mani\u00e8re dont les autorit\u00e9s publiques ach\u00e8tent des biens et des services en utilisant des fonds publics. Le secteur public britannique consacre environ 385 milliards de livres sterling par an aux achats publics, ce qui repr\u00e9sente une immense opportunit\u00e9 de march\u00e9 pour les fournisseurs de toutes tailles.<br>Le processus de passation des march\u00e9s suit des r\u00e9glementations strictes con\u00e7ues pour garantir l'\u00e9quit\u00e9, la transparence et la responsabilit\u00e9. Chaque organisme public, de l'administration centrale aux autorit\u00e9s locales, doit suivre des r\u00e8gles claires en mati\u00e8re de march\u00e9s lorsqu'il d\u00e9pense l'argent des contribuables.<br>Cette approche structur\u00e9e cr\u00e9e \u00e0 la fois des opportunit\u00e9s et des d\u00e9fis. D'une part, les march\u00e9s publics soutiennent un large \u00e9ventail de fournisseurs, y compris les PME, en cr\u00e9ant des opportunit\u00e9s de contrats pr\u00e9visibles. D'autre part, naviguer dans le syst\u00e8me exige de comprendre une l\u00e9gislation complexe, de surveiller de multiples plateformes et d'investir un temps consid\u00e9rable dans la qualification commerciale.<br>L&#x27;ampleur du ph\u00e9nom\u00e8ne est consid\u00e9rable, mais sa complexit\u00e9 l&#x27;est tout autant. La plupart des fournisseurs consacrent 50% de leur temps de pr\u00e9vente \u00e0 des recherches manuelles et \u00e0 la lecture des appels d&#x27;offres \u2013 un temps qui pourrait \u00eatre consacr\u00e9 au positionnement strat\u00e9gique et \u00e0 la r\u00e9daction des propositions.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Comment la politique des achats a-t-elle \u00e9volu\u00e9 sous l'effet de la loi sur les march\u00e9s publics de 2023 ?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">La loi sur les march\u00e9s publics de 2023 (Procurement Act 2023) modernise la politique d'achat dans l'ensemble du secteur public britannique, introduisant une nouvelle l\u00e9gislation sur les march\u00e9s publics entr\u00e9e en vigueur le 24 f\u00e9vrier 2025. Les minist\u00e8res doivent d\u00e9sormais se conformer \u00e0 des r\u00e8gles actualis\u00e9es visant \u00e0 am\u00e9liorer la concurrence, \u00e0 accro\u00eetre la transparence et \u00e0 simplifier les processus.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Le Cabinet Office a publi\u00e9 des documents d'orientation approfondis expliquant comment les pouvoirs adjudicateurs doivent appliquer la loi. Ces documents couvrent tous les aspects, depuis les avis de march\u00e9 jusqu'aux crit\u00e8res d'attribution et \u00e0 la gestion des contrats.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Le d\u00e9fi pour les fournisseurs :<\/strong> Plus de transparence signifie plus de donn\u00e9es \u00e0 traiter. La loi introduit des avis de projets obligatoires, des r\u00e9sum\u00e9s d'\u00e9valuation, des avis de d\u00e9tails de contrats et des avis de modification de contrats. Bien que cette visibilit\u00e9 aide \u00e0 la planification strat\u00e9gique, elle cr\u00e9e un volume d'informations \u00e9crasant \u00e0 surveiller.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>L\u00e0 o\u00f9 Hermix apporte de la valeur :<\/strong> Plut\u00f4t que de devoir suivre manuellement les appels d&#x27;offres sur des dizaines de portails, Hermix regroupe automatiquement toutes ces donn\u00e9es. Vous identifiez ainsi les opportunit\u00e9s pertinentes dans leur contexte (laur\u00e9ats pr\u00e9c\u00e9dents, historique budg\u00e9taire, profils des d\u00e9cideurs) sans avoir \u00e0 passer des heures \u00e0 analyser chaque \u00e9tape du processus d&#x27;appel d&#x27;offres.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Que signifie la d\u00e9claration de politique nationale en mati\u00e8re de march\u00e9s publics pour les fournisseurs ?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">La d\u00e9claration relative \u00e0 la politique nationale des march\u00e9s publics d\u00e9finit les priorit\u00e9s strat\u00e9giques que les acheteurs doivent respecter. Chaque pouvoir adjudicateur doit tenir compte de la valeur sociale, de la durabilit\u00e9 et de l&#x27;efficacit\u00e9 commerciale lors de la planification de ses march\u00e9s publics.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Pour les fournisseurs, cela implique de bien cerner les priorit\u00e9s des acheteurs avant de leur r\u00e9pondre. Le communiqu\u00e9 souligne :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Le rapport qualit\u00e9-prix plut\u00f4t que le prix le plus bas<\/li>\n\n\n\n<li>Soutien aux PME et aux entreprises sociales<\/li>\n\n\n\n<li>Innovation et engagement pr\u00e9coce sur le march\u00e9<\/li>\n\n\n\n<li>R\u00e9sultats de qualit\u00e9 et pratiques d'emploi \u00e9quitables<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Le d\u00e9fi pratique :<\/strong> Chaque organisme du secteur public interpr\u00e8te ces priorit\u00e9s \u00e0 sa mani\u00e8re. Pour comprendre comment une collectivit\u00e9 donn\u00e9e \u00e9value la valeur sociale par rapport au prix et \u00e0 l&#x27;innovation, il faut \u00e9tudier l&#x27;historique de ses march\u00e9s publics, les attributions de contrats pass\u00e9es et ses crit\u00e8res d&#x27;\u00e9valuation.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Comment Hermix peut vous aider :<\/strong> Hermix fournit des profils d\u00e9taill\u00e9s des d\u00e9cideurs, qui retracent leur comportement d&#x27;achat au fil du temps. Vous d\u00e9couvrez ainsi les types de fournisseurs qu&#x27;ils privil\u00e9gient, les fourchettes budg\u00e9taires habituelles, leurs modes d&#x27;\u00e9valuation et leurs structures contractuelles pr\u00e9f\u00e9r\u00e9es. Ces informations vous permettent d&#x27;adapter votre positionnement en fonction des priorit\u00e9s sp\u00e9cifiques des acheteurs, plut\u00f4t que de vous fier \u00e0 des suppositions.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Comment trouver r\u00e9ellement des opportunit\u00e9s d'achat pertinentes de mani\u00e8re efficace ?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Voici la r\u00e9alit\u00e9 : les autorit\u00e9s publiques publient des appels d'offres sur de multiples plateformes. Find a Tender couvre les contrats de haute valeur (plus de 139 688 \u00a3). Contracts Finder g\u00e8re les opportunit\u00e9s de moindre valeur (12 000 \u00a3 et plus). L'\u00c9cosse a Public Contracts Scotland. Le pays de Galles a Sell2Wales. L'Irlande du Nord utilise eTendersNI.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ce n'est que le Royaume-Uni. Les march\u00e9s publics europ\u00e9ens ajoutent plus de 200 portails suppl\u00e9mentaires dans les \u00c9tats membres.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Le temps n\u00e9cessaire :<\/strong> Consulter ces plateformes quotidiennement prend des heures. La mise en place d&#x27;alertes facilite la t\u00e2che, mais on continue de recevoir des notifications non pertinentes. Un responsable du d\u00e9veloppement commercial type peut consulter plus de 50 avis d&#x27;appel d&#x27;offres par semaine, dont seulement 3 \u00e0 5 sont r\u00e9ellement pertinents.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La lecture des dossiers d&#x27;appel d&#x27;offres afin d&#x27;en \u00e9valuer la pertinence prend entre 30 minutes et 2 heures par opportunit\u00e9. L&#x27;analyse commerciale \u2013 qui consiste \u00e0 cerner l&#x27;acheteur, la concurrence et vos chances de remporter le march\u00e9 \u2013 n\u00e9cessite au moins 2 heures suppl\u00e9mentaires pour les appels d&#x27;offres simples, et peut aller jusqu&#x27;\u00e0 2 \u00e0 3 jours pour les opportunit\u00e9s complexes.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>La solution Hermix :<\/strong> Hermix surveille automatiquement plus de 200 portails de march\u00e9s publics, indexant 2,6 millions d'avis de march\u00e9 \u00e0 travers l'Europe. Vous d\u00e9finissez vos filtres une seule fois \u2013 mots-cl\u00e9s, secteurs d'activit\u00e9, zones g\u00e9ographiques, valeurs des contrats \u2013 et ne recevez que les opportunit\u00e9s pertinentes. Des alertes e-mail quotidiennes apportent des appels d'offres pr\u00e9-filtr\u00e9s directement dans votre bo\u00eete de r\u00e9ception.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Mieux encore, l\u2019outil \u00ab AI Tender Summarization \u00bb d\u2019Hermix analyse des cahiers des charges de 300 pages et en extrait les informations cl\u00e9s en quelques secondes : budget, crit\u00e8res d\u2019\u00e9valuation, experts requis, d\u00e9lais. Ce qui prenait auparavant 2 heures ne prend d\u00e9sormais plus que 2 minutes.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Qu&#x27;est-ce qu&#x27;un accord-cadre d&#x27;approvisionnement, et comment permet-il de cr\u00e9er des opportunit\u00e9s ?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Les accords-cadres d&#x27;achat et les contrats-cadres sont des accords pr\u00e9\u00e9tablis avec des fournisseurs qui permettent aux pouvoirs adjudicateurs de simplifier les processus d&#x27;achat complexes. Lorsqu&#x27;un march\u00e9 public rel\u00e8ve d&#x27;un accord-cadre, les acheteurs peuvent passer des commandes sans avoir \u00e0 lancer \u00e0 chaque fois une proc\u00e9dure d&#x27;appel d&#x27;offres compl\u00e8te.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Cela profite aux fournisseurs en leur offrant un acc\u00e8s pr\u00e9visible aux opportunit\u00e9s de contrats. Une fois dans un accord-cadre, vous ne concourez que contre les autres membres de l'accord-cadre plut\u00f4t que contre l'ensemble du march\u00e9. Les sch\u00e9mas de renouvellement des contrats deviennent plus pr\u00e9visibles.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Toutefois, les accords-cadres exigent toujours une solide connaissance du march\u00e9. Il faut mener des recherches pour d\u00e9terminer quels accords-cadres couvrent vos services, quand ils arrivent \u00e0 \u00e9ch\u00e9ance et qui sont les fournisseurs en place.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>L&#x27;intelligence du framework Hermix :<\/strong> La plateforme suit les accords-cadres, les dates de renouvellement des contrats et les tendances des march\u00e9s \u00e0 bons de commande. Vous identifiez les opportunit\u00e9s de renouvellement \u00e0 venir des mois \u00e0 l'avance, ce qui vous laisse le temps d'entrer en contact avec les acheteurs avant la publication des appels d'offres. Le calendrier de renouvellement des contrats visualise la date d'expiration des contrats majeurs, vous aidant ainsi \u00e0 constituer un pipeline d'opportunit\u00e9s r\u00e9alistes.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Qu&#x27;est-ce que le parcours d&#x27;approvisionnement, et en quoi est-ce important pour votre strat\u00e9gie ?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Le \u00ab Procurement Pathway \u00bb est un outil officiel du Cabinet Office destin\u00e9 \u00e0 guider les pouvoirs adjudicateurs du secteur public britannique tout au long du cycle de vie commercial, de bout en bout. Il d\u00e9compose le processus de passation de march\u00e9s en plusieurs \u00e9tapes : planification, d\u00e9finition, passation et gestion.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Comprendre ce parcours aide les fournisseurs \u00e0 anticiper le comportement des acheteurs. Vous savez quand intervenir (pendant les phases d'\u00e9tude de march\u00e9), quelle documentation les acheteurs exigent (aux diff\u00e9rentes \u00e9tapes des achats) et comment les d\u00e9cisions sont prises (par le biais des points de contr\u00f4le de gouvernance).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Le d\u00e9fi strat\u00e9gique :<\/strong> Chaque pouvoir adjudicateur se trouve \u00e0 un stade diff\u00e9rent dans le cadre de multiples march\u00e9s publics. Savoir quels pouvoirs adjudicateurs en sont au stade de la planification dans vos domaines d\u2019activit\u00e9 \u2013 avant la publication des appels d\u2019offres \u2013 vous donne une longueur d\u2019avance de 6 \u00e0 12 mois pour nouer des relations.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Avis de pr\u00e9information d'Hermix :<\/strong> La plateforme recense les avis d&#x27;information pr\u00e9alables et les avis de projet, vous permettant ainsi de conna\u00eetre les march\u00e9s que les pouvoirs publics pr\u00e9voient de passer avant m\u00eame le lancement officiel des appels d&#x27;offres. Cette visibilit\u00e9 pr\u00e9coce vous permet d&#x27;intervenir d\u00e8s les phases de consultation du march\u00e9, et \u00e9ventuellement d&#x27;influencer la d\u00e9finition des cahiers des charges avant le d\u00e9but de la mise en concurrence.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>En quoi l&#x27;obligation d&#x27;\u00e9galit\u00e9 du secteur public a-t-elle une incidence sur vos propositions ?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">L&#x27;obligation d&#x27;\u00e9galit\u00e9 dans le secteur public impose aux pouvoirs adjudicateurs de prendre en compte l&#x27;\u00e9galit\u00e9 et l&#x27;inclusion tout au long du processus de passation de march\u00e9s. Cela concerne la d\u00e9finition des exigences, les crit\u00e8res d&#x27;\u00e9valuation et le suivi de l&#x27;ex\u00e9cution des march\u00e9s.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les fournisseurs doivent d\u00e9montrer en quoi leurs biens ou services contribuent \u00e0 la r\u00e9alisation des objectifs d&#x27;\u00e9galit\u00e9. Il peut s&#x27;agir notamment de la diversit\u00e9 du personnel, des am\u00e9nagements en mati\u00e8re d&#x27;accessibilit\u00e9 ou des retomb\u00e9es positives pour la communaut\u00e9. Les pouvoirs publics \u00e9valuent ces engagements lors de l&#x27;examen des offres, souvent dans le cadre de la notation de la valeur sociale.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Cons\u00e9quences pratiques :<\/strong> Vous devez comprendre les priorit\u00e9s d'\u00e9galit\u00e9 de chaque autorit\u00e9 avant de r\u00e9diger des propositions. Les d\u00e9clarations d'\u00e9galit\u00e9 g\u00e9n\u00e9riques obtiennent de mauvais r\u00e9sultats. Des engagements sp\u00e9cifiques et mesurables align\u00e9s sur les objectifs d'\u00e9galit\u00e9 publi\u00e9s par l'acheteur obtiennent de bons r\u00e9sultats.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Intelligence acheteur d'Hermix :<\/strong> Les profils des acheteurs r\u00e9v\u00e8lent les priorit\u00e9s d'achat pass\u00e9es, notamment la pond\u00e9ration de la valeur sociale et les axes prioritaires en mati\u00e8re d'\u00e9galit\u00e9. Vous d\u00e9couvrez quels engagements ont permis de remporter des contrats similaires, ce qui vous aide \u00e0 formuler des r\u00e9ponses pertinentes et hautement not\u00e9es plut\u00f4t que des d\u00e9clarations de conformit\u00e9 g\u00e9n\u00e9riques.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Quelle est la vraie diff\u00e9rence entre la commande publique et la commande priv\u00e9e ?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">La commande publique est soumise \u00e0 des r\u00e8gles strictes, tandis que les achats priv\u00e9s permettent plus de flexibilit\u00e9. Les autorit\u00e9s publiques doivent respecter des normes formelles, se conformer \u00e0 l'obligation d'\u00e9galit\u00e9 dans le secteur public et justifier publiquement leurs d\u00e9cisions de d\u00e9penses. Les achats du secteur priv\u00e9 se font plus rapidement avec moins d'obligations de reporting.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La commande publique doit respecter la l\u00e9gislation en mati\u00e8re de march\u00e9s publics, les orientations publi\u00e9es et les mises \u00e0 jour gouvernementales. L'\u00e9valuation doit \u00eatre objective et document\u00e9e. Les d\u00e9lais de recours donnent aux soumissionnaires non retenus le temps de contester les d\u00e9cisions.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Pourquoi c'est important pour les fournisseurs :<\/strong> Comprendre ces contraintes vous aide \u00e0 travailler avec le syst\u00e8me plut\u00f4t qu'contre lui. Les acheteurs du secteur public ne peuvent pas n\u00e9gocier librement. Ils doivent suivre les crit\u00e8res d'\u00e9valuation publi\u00e9s. Ils ne peuvent pas favoriser les titulaires sans justification.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>L'opportunit\u00e9 :<\/strong> Cette transparence vous permet d'analyser les comportements d'achat pass\u00e9s pour pr\u00e9dire les d\u00e9cisions futures. Si une administration a attribu\u00e9 15 contrats similaires \u00e0 des types de fournisseurs sp\u00e9cifiques \u00e0 certains prix, vous pouvez vous positionner en cons\u00e9quence.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Veille concurrentielle d&#x27;Hermix :<\/strong> La plateforme analyse l'attribution des march\u00e9s \u00e0 travers 7,2 millions de contrats, vous montrant les tendances de d\u00e9penses des autorit\u00e9s, les fournisseurs privil\u00e9gi\u00e9s, les valeurs typiques des contrats et les tendances d'\u00e9valuation. Cette approche ax\u00e9e sur les donn\u00e9es remplace les suppositions par des preuves.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Comment r\u00e9duisez-vous le temps de qualification et vous concentrez-vous sur les opportunit\u00e9s gagnables ?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Voici la dure r\u00e9alit\u00e9 : la plupart des fournisseurs r\u00e9pondent \u00e0 trop d&#x27;appels d&#x27;offres sans disposer des qualifications requises. Ils se lancent dans des projets o\u00f9 ils ne sont pas comp\u00e9titifs, gaspillent des ressources dans l&#x27;\u00e9laboration de propositions d\u00e9taill\u00e9es et affichent des taux de r\u00e9ussite compris entre 10 et 20%.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les fournisseurs les plus performants appliquent des crit\u00e8res de s\u00e9lection tr\u00e8s stricts. Ils se concentrent sur un nombre r\u00e9duit d\u2019opportunit\u00e9s qu\u2019ils analysent de mani\u00e8re approfondie, ce qui leur permet d\u2019atteindre des taux de r\u00e9ussite compris entre 50 et 70%.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Le d\u00e9fi de qualification :<\/strong> Une qualification efficace n\u00e9cessite de r\u00e9pondre :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Qui a remport\u00e9 des contrats similaires ? (positionnement concurrentiel)<\/li>\n\n\n\n<li>Quels tarifs pratiquaient les laur\u00e9ats ? (analyse des prix)<\/li>\n\n\n\n<li>Quelles sont les priorit\u00e9s de l'acheteur ? (alignement des exigences)<\/li>\n\n\n\n<li>Qui d'autre pourrait faire une offre ? (paysage concurrentiel)<\/li>\n\n\n\n<li>Quelle est notre probabilit\u00e9 de victoire r\u00e9aliste ? (d\u00e9cision de poursuivre ou d&#x27;abandonner)<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">R\u00e9pondre manuellement \u00e0 ces questions prend au moins deux heures pour les appels d&#x27;offres simples, et souvent deux \u00e0 trois jours pour les projets complexes. La plupart des fournisseurs font l&#x27;impasse sur cette \u00e9tape et soumettent quand m\u00eame leur offre.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Certification commerciale d&#x27;Hermix :<\/strong> Pour chaque appel d&#x27;offres, Hermix affiche automatiquement :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Anciens titulaires de contrats similaires<\/strong> \u2013 d\u00e9couvrez vos concurrents<\/li>\n\n\n\n<li><strong>Valeurs des contrats et budgets<\/strong> \u2013 fixer un prix r\u00e9aliste<\/li>\n\n\n\n<li><strong>Historique des march\u00e9s de l'autorit\u00e9<\/strong> \u2013 comprendre les pr\u00e9f\u00e9rences des acheteurs<\/li>\n\n\n\n<li><strong>Profils des prestataires<\/strong> \u2013 analyser les capacit\u00e9s des concurrents<\/li>\n\n\n\n<li><strong>Analyse de partenariat<\/strong> \u2013 identifier des partenaires potentiels<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Ce qui prenait des jours prend d\u00e9sormais des minutes. Une \u00e9quipe commerciale de 4 personnes utilisant Hermix r\u00e9alise le travail de 6 personnes gr\u00e2ce \u00e0 la suppression du temps de recherche manuel.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Comment la l\u00e9gislation sur les march\u00e9s publics prot\u00e8ge-t-elle l'argent des contribuables (et cr\u00e9e-t-elle des opportunit\u00e9s pour les fournisseurs) ?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">La l\u00e9gislation en mati\u00e8re de march\u00e9s publics garantit une utilisation responsable des deniers publics. Les pouvoirs adjudicateurs doivent d\u00e9montrer que les principes de concurrence et d&#x27;optimisation des ressources ont \u00e9t\u00e9 respect\u00e9s. Lorsque les r\u00e8gles relatives aux march\u00e9s publics sont correctement appliqu\u00e9es, le risque de gaspillage ou de traitement in\u00e9quitable diminue.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Le Secr\u00e9tariat du Conseil des ministres et les minist\u00e8res publient r\u00e9guli\u00e8rement des directives concernant les d\u00e9penses, la conformit\u00e9 et les priorit\u00e9s en mati\u00e8re de march\u00e9s publics. Lorsque le gouvernement publie de nouvelles r\u00e9glementations, les autorit\u00e9s doivent s&#x27;y adapter rapidement.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Pour les fournisseurs, cela garantit une certaine pr\u00e9visibilit\u00e9.<\/strong> Tu sais bien :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Les appels d'offres d\u00e9passant certains seuils doivent faire l'objet d'une publicit\u00e9.<\/li>\n\n\n\n<li>Les crit\u00e8res d'\u00e9valuation doivent \u00eatre publi\u00e9s \u00e0 l'avance<\/li>\n\n\n\n<li>Les autorit\u00e9s doivent documenter leurs d\u00e9cisions<\/li>\n\n\n\n<li>Vous avez le droit de demander des explications et de contester les d\u00e9cisions<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Le co\u00fbt de la complexit\u00e9 :<\/strong> Se tenir au courant de l&#x27;\u00e9volution des recommandations, des r\u00e9glementations et des notes d&#x27;orientation prend du temps. La loi de 2023 sur les march\u00e9s publics, le r\u00e8glement de 2024 sur les march\u00e9s publics et la d\u00e9claration de politique nationale en mati\u00e8re de march\u00e9s publics ont tous \u00e9t\u00e9 adopt\u00e9s simultan\u00e9ment en f\u00e9vrier 2025, ce qui a impos\u00e9 \u00e0 chacun une phase d&#x27;adaptation.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Hermix vous tient inform\u00e9 :<\/strong> La plateforme se met \u00e0 jour automatiquement au fil des \u00e9volutions r\u00e9glementaires. De nouveaux portails d'achats sont ajout\u00e9s. Les donn\u00e9es restent actualis\u00e9es. Vous n'avez pas besoin de devenir un avocat sp\u00e9cialis\u00e9 en march\u00e9s publics \u2013 il vous suffit de trouver et de remporter les contrats pertinents.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Pourquoi le suivi manuel des achats \u00e9choue en 2025<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Let&#8217;s be specific about the problem:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Time sink:<\/strong> Checking 5-10 procurement portals daily = 30-60 minutes <strong>Noise:<\/strong> 50+ tender alerts weekly, 90% irrelevant = hours filtering<br><strong>Reading specs:<\/strong> 2 hours per tender \u00d7 10 tenders weekly = 20 hours <strong>Commercial research:<\/strong> 2+ hours per qualified opportunity = another 10-20 hours <strong>Total:<\/strong> 40-60 hours monthly on activities that could be automated<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That&#8217;s 1-1.5 FTE doing manual data entry work instead of strategic sales.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>The European challenge:<\/strong> If you pursue cross-border opportunities, multiply this by country. German procurement portals work differently from Belgian ones. Romanian tenders use different formats than Dutch ones.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Most UK suppliers ignore European opportunities entirely &#8211; not because they can&#8217;t deliver, but because monitoring is too complex.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Hermix&#8217;s European coverage:<\/strong> The platform aggregates tenders from TED, e-Tendering, EU Funding Portal, national portals in Belgium, Netherlands, Norway, Romania, Germany, and more. One search covers all sources. One alert delivers all relevant opportunities. One platform provides all context.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">You can pursue European contracts as easily as UK ones because the research complexity disappears.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>How to actually improve your public sector win rate<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Winning more contracts requires three things:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>1. See the right opportunities early<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Monitor comprehensively (you can&#8217;t bid what you don&#8217;t see)<\/li>\n\n\n\n<li>Filter ruthlessly (focus on realistic opportunities)<\/li>\n\n\n\n<li>Engage early (prior information notices and pipeline notices)<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>2. Qualify effectively<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Understand the buyer (procurement history, preferences, budgets)<\/li>\n\n\n\n<li>Analyze competition (who wins similar contracts and why)<\/li>\n\n\n\n<li>Price intelligently (typical contract values for comparable scopes)<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>3. Propose strategically<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Address stated requirements (not what you think they need)<\/li>\n\n\n\n<li>Provide evidence (case studies from similar authorities)<\/li>\n\n\n\n<li>Differentiate clearly (show why you versus obvious alternatives)<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>The bottleneck:<\/strong> Steps 1 and 2 typically consume 50% of presales time. Yet they&#8217;re largely data collection activities that can be automated.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Step 3 &#8211; actual proposal writing &#8211; should consume 80% of presales time but usually gets squeezed because qualification took too long.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Hermix&#8217;s efficiency gain:<\/strong> By automating opportunity identification and commercial qualification, Hermix frees your team to focus on strategic positioning and compelling proposals. The result: more time on work that actually wins contracts, less time on manual research.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Teams using Hermix report:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>87% reduction<\/strong> in market research time<\/li>\n\n\n\n<li><strong>85% reduction<\/strong> in tender summary analysis time<\/li>\n\n\n\n<li><strong>75% reduction<\/strong> in detailed qualification time<\/li>\n\n\n\n<li><strong>50% increase<\/strong> in relevant opportunities identified<\/li>\n\n\n\n<li><strong>60% reduction<\/strong> in proposal preparation time (when combined with AI tools)<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>The real cost of inadequate procurement intelligence<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Consider a typical scenario:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Company:<\/strong> Mid-sized IT services firm, 50 employees<br><strong>Target:<\/strong> UK and EU public sector contracts<br><strong>Team:<\/strong> 4 business development people, 1 presales manager<br><strong>Current approach:<\/strong> Manual monitoring, Excel tracking, Google research<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Annual cost:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Time waste:<\/strong> 40 hours\/month \u00d7 5 people \u00d7 \u20ac50\/hour = \u20ac120,000<\/li>\n\n\n\n<li><strong>Missed opportunities:<\/strong> 20-30 relevant tenders never seen = \u20ac2-5M potential revenue<\/li>\n\n\n\n<li><strong>Low win rate:<\/strong> 15% (because they bid poorly qualified opportunities)<\/li>\n\n\n\n<li><strong>Proposal waste:<\/strong> 40 proposals written, 34 lost = \u20ac170,000 wasted on losing bids<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Total hidden cost:<\/strong> \u20ac290,000+ annually in time waste and lost opportunities<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>With Hermix:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Time saved:<\/strong> 35 hours\/month \u00d7 5 people = 175 hours redeployed to strategic work<\/li>\n\n\n\n<li><strong>Opportunities:<\/strong> See 50% more relevant tenders through comprehensive monitoring<\/li>\n\n\n\n<li><strong>Win rate:<\/strong> Improves to 40-50% through better qualification<\/li>\n\n\n\n<li><strong>Efficiency:<\/strong> Write fewer, better-qualified proposals with higher success<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>ROI:<\/strong> The platform costs a fraction of one proposal writer&#8217;s salary while delivering 6-figure efficiency gains.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Key things to remember<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Public sector procurement represents \u20ac385 billion annually in the UK, but requires navigating complex procurement rules and multiple platforms.<\/li>\n\n\n\n<li>The Procurement Act 2023 and Procurement Regulations 2024 modernized the system on 24 February 2025, increasing transparency but also data volume.<\/li>\n\n\n\n<li>The national procurement policy statement sets strategic priorities around value for money, social value, and SME access.<\/li>\n\n\n\n<li>Find a Tender and Contracts Finder are official platforms, but monitoring them plus 200+ European portals manually wastes 40-60 hours monthly.<\/li>\n\n\n\n<li>Effective procurement requires three capabilities: comprehensive monitoring, intelligent qualification, and strategic positioning.<\/li>\n\n\n\n<li>Manual research creates bottlenecks: 2+ hours per tender for reading specs, 2-3 days for commercial qualification of complex opportunities.<\/li>\n\n\n\n<li>The public sector equality duty and procurement legislation create compliance requirements but also predictable evaluation patterns you can analyze.<\/li>\n\n\n\n<li>Framework agreements and contract renewals create pipeline opportunities when tracked systematically.<\/li>\n\n\n\n<li>High win rates (50-70%) come from rigorous qualification and selective bidding, not volume approaches.<\/li>\n\n\n\n<li>Hermix automates the data collection and analysis work, freeing your team to focus on strategy and proposal quality rather than manual research.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Ready to stop wasting time on manual procurement research?<\/strong> <a href=\"https:\/\/hermix.com\/fr\/\">Hermix<\/a> gives you instant access to 2.6 million European tender opportunities, AI-powered analysis, and commercial intelligence that cuts qualification time by 75%. See how procurement intelligence platforms transform public sector sales.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n<figure class=\"wp-block-post-featured-image\"><img fetchpriority=\"high\" decoding=\"async\" width=\"1200\" height=\"628\" src=\"https:\/\/hermix.com\/wp-content\/uploads\/2025\/12\/Public-Sector-Procurement-Policy-and-Guidance-for-Suppliers-in-2026-article-featured-image.jpg\" class=\"attachment-post-thumbnail size-post-thumbnail wp-post-image\" alt=\"Politique et directives en mati\u00e8re de march\u00e9s publics pour les fournisseurs en 2026\" style=\"object-fit:cover;\" srcset=\"https:\/\/hermix.com\/wp-content\/uploads\/2025\/12\/Public-Sector-Procurement-Policy-and-Guidance-for-Suppliers-in-2026-article-featured-image.jpg 1200w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/12\/Public-Sector-Procurement-Policy-and-Guidance-for-Suppliers-in-2026-article-featured-image-300x157.jpg 300w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/12\/Public-Sector-Procurement-Policy-and-Guidance-for-Suppliers-in-2026-article-featured-image-1024x536.jpg 1024w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/12\/Public-Sector-Procurement-Policy-and-Guidance-for-Suppliers-in-2026-article-featured-image-768x402.jpg 768w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/figure>","protected":false},"excerpt":{"rendered":"<p>Quick summary: This guide explains how public sector procurement works in the UK, what procurement policy means for suppliers, and why navigating public procurement rules has become more complex than ever. More importantly, it shows you how to cut through this complexity and win contracts systematically. If you&#8217;re spending hours tracking tenders across multiple portals, [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":7121,"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":[13],"tags":[],"ppma_author":[16],"class_list":["post-7120","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-insights"],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO 5.0.0.1 - aioseo.com -->\n\t<meta name=\"description\" content=\"Quick summary: This guide explains how public sector procurement works in the UK, what procurement policy means for suppliers, and why navigating public procurement rules has become more complex than ever. 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