{"id":6730,"date":"2025-10-15T12:40:21","date_gmt":"2025-10-15T10:40:21","guid":{"rendered":"https:\/\/hermix.com\/?p=6730"},"modified":"2025-10-15T12:40:21","modified_gmt":"2025-10-15T10:40:21","slug":"intelegerea-modului-de-a-vinde-catre-guvern-prin-intermediul-partenerilor-de-afaceri-b2b2g-modelul-de-afaceri-b2b2g","status":"publish","type":"post","link":"https:\/\/hermix.com\/ro\/understanding-b2b2g-how-to-sell-to-government-through-business-partners-business-to-business-to-government-business-model\/","title":{"rendered":"\u00cen\u021belegerea B2B2G: Cum s\u0103 vinzi c\u0103tre guvern prin intermediul partenerilor de afaceri (modelul de afaceri business-to-business-to-government)"},"content":{"rendered":"<figure class=\"wp-block-post-featured-image\"><img fetchpriority=\"high\" decoding=\"async\" width=\"1200\" height=\"628\" src=\"https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Understanding-B2B2G-How-to-Sell-to-Government-Through-Business-Partners-article-featured-image-1.jpg\" class=\"attachment-post-thumbnail size-post-thumbnail wp-post-image\" alt=\"\u00cen\u021belegerea modului \u00een care B2B2G vinde c\u0103tre guvern prin intermediul partenerilor de afaceri\" style=\"object-fit:cover;\" srcset=\"https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Understanding-B2B2G-How-to-Sell-to-Government-Through-Business-Partners-article-featured-image-1.jpg 1200w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Understanding-B2B2G-How-to-Sell-to-Government-Through-Business-Partners-article-featured-image-1-300x157.jpg 300w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Understanding-B2B2G-How-to-Sell-to-Government-Through-Business-Partners-article-featured-image-1-1024x536.jpg 1024w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Understanding-B2B2G-How-to-Sell-to-Government-Through-Business-Partners-article-featured-image-1-768x402.jpg 768w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/figure>\n\n\n<p class=\"wp-block-paragraph\">C\u00e2nd oamenii din B2G \u0219i B2B se g\u00e2ndesc s\u0103 v\u00e2nd\u0103 c\u0103tre guvern, de obicei cred c\u0103 asta \u00eenseamn\u0103 s\u0103 liciteze direct la licita\u021biile din sectorul public.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Dar exist\u0103 o alt\u0103 cale care uneori are mai mult sens: B2B2G.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Ce este B2B2G?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">B2B2G \u00eenseamn\u0103 Business-to-Business-to-Government (Business-to-Government). \u00cen loc s\u0103 vinde\u021bi direct autorit\u0103\u021bilor publice, vinde\u021bi unei alte companii care serve\u0219te drept antreprenor principal \u00een proiecte guvernamentale.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Structura arat\u0103 astfel: Dumneavoastr\u0103 (furnizorul) vinde\u021bi c\u0103tre Compania B (integratorul sau antreprenorul principal), care apoi livreaz\u0103 c\u0103tre Guvern.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Aceasta nu este subcontractare \u00een sensul tradi\u021bional. Construie\u0219ti o rela\u021bie strategic\u0103 cu companii care au deja acces guvernamental, certific\u0103ri \u0219i contracte.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">De fapt, de exemplu, un num\u0103r semnificativ de produc\u0103tori de tehnologie sau furnizori de solu\u021bii utilizeaz\u0103 acest model. Majoritatea produc\u0103torilor nu v\u00e2nd direct c\u0103tre cump\u0103r\u0103torii finali din sectorul public \u0219i nu particip\u0103 la licita\u021bii publice.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">V\u00e2nz\u0103rile B2B2G difer\u0103 de v\u00e2nz\u0103rile directe B2G \u00eentr-un mod esen\u021bial: nu gestiona\u021bi rela\u021bia cu guvernul. Clientul dvs. este afacerea intermediar\u0103. Acesta se ocup\u0103 de conformitatea cu achizi\u021biile, raportarea guvernamental\u0103 \u0219i gestionarea contractelor, \u00een timp ce dvs. v\u0103 concentra\u021bi pe livrarea produsului sau serviciului.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Companiile folosesc acest model deoarece elimin\u0103 barierele.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u00cemp\u0103r\u021bi\u021bi know-how-ul \u0219i expertiza:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>tehnic \u2013 c\u0103tre produc\u0103tor\/furnizorul de solu\u021bii<\/li>\n\n\n\n<li>afaceri guvernamentale, v\u00e2nz\u0103ri, management de proiect \u2013 integrator<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">De asemenea, separa\u021bi riscurile tehnologice de riscurile legate de proiect\/pia\u021b\u0103\/client.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">S\u0103ri\u021bi peste procesul de calificare, evita\u021bi \u00eenv\u0103\u021barea regulilor complexe de achizi\u021bii publice \u0219i valorifica\u021bi rela\u021biile existente cu guvernul. Intermediarul ob\u021bine acces la capabilit\u0103\u021bi specializate pe care nu le poate construi intern.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Scenarii comune B2B2G<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Furnizorii de tehnologie colaboreaz\u0103 cu integratorii de sisteme pentru a livra solu\u021bii software. O firm\u0103 de securitate cibernetic\u0103 ar putea furniza instrumente prin intermediul Capgemini sau Atos, care le includ \u00een proiecte mai ample de transformare digital\u0103 pentru ministere.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Furnizorii de componente \u0219i majoritatea produc\u0103torilor (de exemplu, produc\u0103torii de laptopuri, produc\u0103torii de telefoane etc.) lucreaz\u0103 cu antreprenori principali la proiecte de infrastructur\u0103. Dac\u0103 fabrica\u021bi senzori specializa\u021bi, \u00eei vinde\u021bi firmelor de construc\u021bii care liciteaz\u0103 la licita\u021bii pentru ora\u0219e inteligente, \u00een loc s\u0103 \u00eencerca\u021bi s\u0103 licita\u021bi dumneavoastr\u0103.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Furnizorii de servicii specializate utilizeaz\u0103 distribuitori autoriza\u021bi atunci c\u00e2nd accesul pe pia\u021b\u0103 este important. Firmele de training lucreaz\u0103 adesea prin intermediul unor firme de consultan\u021b\u0103 consacrate care au deja acorduri-cadru cu autorit\u0103\u021bile publice.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Rela\u021biile de subcontractare apar \u00een mod natural \u00een cadrul proiectelor guvernamentale mari. Atunci c\u00e2nd Comisia European\u0103 atribuie un contract de modernizare IT \u00een valoare de 50 de milioane de euro, antreprenorul principal are nevoie de zeci de firme specializate pentru a livra totul, de la migrarea c\u0103tre cloud p\u00e2n\u0103 la gestionarea schimb\u0103rii.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Produsele care necesit\u0103 integrare sau personalizare se potrivesc bine modelului B2B2G. Platforma dvs. de \u00eenv\u0103\u021bare automat\u0103 ar putea fi excelent\u0103, dar cump\u0103r\u0103torii guvernamentali \u00ee\u0219i doresc solu\u021bii complete. V\u00e2nzarea c\u0103tre integratori care pot personaliza, implementa \u0219i oferi asisten\u021b\u0103 pentru tehnologia dvs. face ca tranzac\u021bia s\u0103 func\u021bioneze pentru toat\u0103 lumea.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>C\u00e2nd B2B2G are sens<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Compania dumneavoastr\u0103 nu are rela\u021bii directe cu autorit\u0103\u021bile sau certific\u0103ri. Intrarea pe listele de furnizori aproba\u021bi dureaz\u0103 luni sau, \u00een unele cazuri, chiar ani. Colaborarea cu contractori consacra\u021bi v\u0103 permite s\u0103 intra\u021bi pe pia\u021b\u0103 mai rapid \u0219i mai simplu.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Firmele mici se confrunt\u0103 cu bariere practice \u00een a licita independent pentru contracte mari. O firm\u0103 de consultan\u021b\u0103 format\u0103 din 20 de persoane nu poate, \u00een mod realist, s\u0103 depun\u0103 o cerere de ofert\u0103 de 10 milioane de euro. Dar aceea\u0219i firm\u0103 de consultan\u021b\u0103 poate livra un pachet specific de lucr\u0103ri prin intermediul unui antreprenor principal.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Intrarea pe noi pie\u021be geografice guvernamentale prin intermediul B2B2G \u00eemparte riscul. Dac\u0103 sunte\u021bi o firm\u0103 din Marea Britanie care vizeaz\u0103 contracte \u00een Belgia sau Fran\u021ba, parteneriatul cu integratori locali care \u00een\u021beleg regulile de achizi\u021bii \u0219i vorbesc limba respectiv\u0103 are sens.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Produsele care necesit\u0103 expertiz\u0103 \u00een integrare beneficiaz\u0103 de aceast\u0103 abordare. A\u021bi construit un instrument excelent de analiz\u0103 a achizi\u021biilor, dar cump\u0103r\u0103torii guvernamentali au nevoie de cineva care s\u0103 \u00eel implementeze, s\u0103 instruiasc\u0103 utilizatorii \u0219i s\u0103 \u00eel \u00eentre\u021bin\u0103. Integratorii de sisteme fac acest lucru zilnic.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Barierele complexe de reglementare dispar atunci c\u00e2nd lucra\u021bi prin intermediul unor parteneri califica\u021bi. Autoriza\u021biile de securitate, certific\u0103rile specifice industriei sau pragurile financiare pe care nu le \u00eendeplini\u021bi devin problema altcuiva.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Oportunitatea pie\u021bei B2B2G<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Sectorul public reprezint\u0103 541 TP3T din PIB \u00een Uniunea European\u0103. Numai achizi\u021biile publice reprezint\u0103 141 TP3T din PIB, aproximativ 2 trilioane de euro anual.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Marile corpora\u021bii \u0219i aproape to\u021bi marii produc\u0103tori (precum Apple, Microsoft, Lenovo sau Dell) func\u021bioneaz\u0103 deja \u00een acest fel.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Capgemini, Atos, Indra \u0219i Accenture sunt antreprenori principali \u00een proiecte de miliarde. Ace\u0219tia se bazeaz\u0103 pe furnizori specializa\u021bi \u0219i prestatori de servicii pentru a livra. Aici exist\u0103 oportunit\u0103\u021bi B2B2G.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>G\u0103sirea partenerilor B2B2G cu Hermix<\/strong><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Identificarea antreprenorilor principali<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u00cencepe\u021bi cu analiza profilului contractantului. Hermix v\u0103 arat\u0103 ce companii c\u00e2\u0219tig\u0103 contracte guvernamentale \u00een domeniul dvs., istoricul proiectelor lor \u0219i valorile contractelor de-a lungul timpului.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Analiza\u021bi contractele guvernamentale c\u00e2\u0219tigate \u00een trecut pentru a \u00een\u021belege cine opereaz\u0103 la scar\u0103 larg\u0103. Un antreprenor cu venituri guvernamentale anuale de 50 de milioane de euro are at\u00e2t capacitatea, c\u00e2t \u0219i motiva\u021bia de a lucra cu furnizori specializa\u021bi.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Tipurile de proiecte \u0219i modelele de livrare relev\u0103 compatibilitate. Dac\u0103 un integrator de sisteme c\u00e2\u0219tig\u0103 \u00een mod constant proiecte de securitate cibernetic\u0103, dar nu ofer\u0103 servicii de informa\u021bii privind amenin\u021b\u0103rile, este posibil s\u0103 aib\u0103 nevoie de ceea ce oferi\u021bi dumneavoastr\u0103.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Prezen\u021ba geografic\u0103 indic\u0103 accesul pe pia\u021b\u0103. Un antreprenor cu contracte c\u00e2\u0219tigate \u00een Belgia, Olanda \u0219i Luxemburg v\u0103 poate deschide aceste pie\u021be. Verifica\u021bi profilurile lor de autoritate pentru a vedea ce cump\u0103r\u0103tori guvernamentali cunosc.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Inteligen\u021b\u0103 \u00een parteneriat<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Hermix analizeaz\u0103 parteneriatele dintre contractori folosind date contractuale reale. Pute\u021bi vedea ce companii colaboreaz\u0103, c\u00e2t de des \u0219i la ce tipuri de proiecte.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Modelele de colaborare arat\u0103 dorin\u021ba de parteneriat. Unii contractori lucreaz\u0103 singuri. Al\u021bii formeaz\u0103 \u00een mod regulat consor\u021bii \u0219i aduc speciali\u0219ti. Vre\u021bi parteneri din a doua categorie.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Valoarea \u0219i frecven\u021ba parteneriatelor v\u0103 ajut\u0103 s\u0103 v\u0103 califica\u021bi oportunit\u0103\u021bile. O companie care colaboreaz\u0103 o dat\u0103 pe an pentru proiecte mici ofer\u0103 o valoare mai mic\u0103 dec\u00e2t una care formeaz\u0103 trei consor\u021bii majore trimestrial.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Graficele de re\u021bea ale rela\u021biilor cartografiaz\u0103 vizual ecosistemul. Pute\u021bi explora cine lucreaz\u0103 cu cine, identifica juc\u0103torii principali care conecteaz\u0103 mai multe re\u021bele \u0219i identifica lacunele \u00een care se potrivesc capacit\u0103\u021bile dumneavoastr\u0103.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Abordare strategic\u0103 a articolelor B2B2G, cu un ton conversa\u021bional \u0219i profesional<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">M\u0103 descurc bine cu exemple concrete \u0219i \u00eendrum\u0103ri practice. Trebuie s\u0103 continui s\u0103 ar\u0103t cum func\u021biile Hermix abordeaz\u0103 provoc\u0103ri reale f\u0103r\u0103 a folosi niciuna dintre expresiile de marketing interzise. Tonul este conversa\u021bional \u0219i profesional. Permite\u021bi-mi s\u0103 continui cu sec\u021biunea Semnale de oportunit\u0103\u021bi de pia\u021b\u0103.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Semnale de oportunit\u0103\u021bi de pia\u021b\u0103<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Atribuirea contractelor mari indic\u0103 nevoi de subcontractare. C\u00e2nd vede\u021bi un antreprenor principal c\u00e2\u0219tig\u00e2nd un contract de servicii digitale de 40 de milioane de euro, acesta va avea nevoie de speciali\u0219ti. Aceasta este fereastra dumneavoastr\u0103 de oportunitate.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Modelele de formare a consor\u021biului dezv\u0103luie preferin\u021be de colaborare. Unele licita\u021bii solicit\u0103 \u00een mod explicit parteneriate. Anun\u021burile de informare prealabil\u0103 precizeaz\u0103 adesea c\u0103 \u00eentreprinderile mici \u0219i mijlocii sunt \u00eencurajate s\u0103 participe, semnal\u00e2nd c\u0103 antreprenorii principali vor c\u0103uta parteneri.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Hermix urm\u0103re\u0219te notific\u0103rile prealabile prin care autorit\u0103\u021bile \u00ee\u0219i anun\u021b\u0103 inten\u021biile \u00eenainte de lansarea licita\u021biilor oficiale. Acestea v\u0103 ofer\u0103 o notificare prealabil\u0103 pentru a contacta poten\u021bialii antreprenori principali \u00eenainte ca ace\u0219tia s\u0103 \u00eenceap\u0103 s\u0103 \u00ee\u0219i formeze echipele.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Calendarul de re\u00eennoire a contractelor arat\u0103 c\u00e2nd expir\u0103 contractele majore \u0219i c\u00e2nd este probabil s\u0103 fie licitate din nou. Dac\u0103 un integrator de sisteme sus\u021bine o re\u00eennoire a unui contract mare, este posibil s\u0103 \u00ee\u0219i doreasc\u0103 parteneri mai puternici pentru a-\u0219i \u00eembun\u0103t\u0103\u021bi propunerea tehnic\u0103.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Folosirea Hermix pentru succesul B2B2G<\/strong><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Monitorizarea oportunit\u0103\u021bilor potrivite<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Configura\u021bi alerte pentru activitatea antreprenorilor principali din domeniul dvs. Urm\u0103ri\u021bi c\u00e2nd integratorii majori c\u00e2\u0219tig\u0103 contracte noi sau particip\u0103 la licita\u021bii mari. Fiecare victorie reprezint\u0103 o poten\u021bial\u0103 oportunitate de parteneriat sau un semnal c\u0103 partenerul dvs. existent este \u00een cre\u0219tere.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Dac\u0103 deja lucra\u021bi cu parteneri, Hermix v\u0103 ajut\u0103 s\u0103 gestiona\u021bi mai bine aceste rela\u021bii. Pute\u021bi monitoriza ce v\u00e2nd efectiv \u0219i c\u0103ror autorit\u0103\u021bi. C\u00e2nd un partener c\u00e2\u0219tig\u0103 un nou contract, \u00eel vede\u021bi imediat. Acest lucru v\u0103 spune dac\u0103 se dezvolt\u0103 \u00een domenii \u00een care \u00eel pute\u021bi sprijini sau se \u00eendreapt\u0103 spre pie\u021be \u00een care nu opera\u021bi.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u00cen\u021belegerea activit\u0103\u021bii de v\u00e2nz\u0103ri a partenerilor dvs. este important\u0103 pentru planificare. Dac\u0103 partenerul dvs. belgian tocmai a c\u00e2\u0219tigat trei contracte de securitate cibernetic\u0103 cu ministere federale, este posibil s\u0103 aib\u0103 nevoie de mai multe resurse din partea dvs. Dac\u0103 c\u00e2\u0219tig\u0103 proiecte \u00een afara domeniului dvs. de aplicare tehnic, este posibil s\u0103 dori\u021bi s\u0103 v\u0103 extinde\u021bi oferta sau s\u0103 g\u0103si\u021bi parteneri suplimentari.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Hermix v\u0103 permite s\u0103 monitoriza\u021bi contracte mari din domeniul dvs. dup\u0103 cuvinte cheie, coduri CPV, tip de autoritate \u0219i praguri bugetare. Concentra\u021bi-v\u0103 pe proiecte \u00een valoare de 5 milioane de euro sau mai mult, unde antreprenorii principali au nevoie de asisten\u021b\u0103 specializat\u0103.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">De asemenea, pute\u021bi inversa complet modelul. \u00cen loc s\u0103 v\u0103 g\u0103si\u021bi parteneri pentru dvs., trimite\u021bi clien\u021bi poten\u021biali califica\u021bi partenerilor \u0219i integratorilor dvs. locali. C\u00e2nd identifica\u021bi o licita\u021bie \u00een Belgia care corespunde capacit\u0103\u021bilor partenerului dvs., alerta\u021bi-l. Acest lucru v\u0103 transform\u0103 \u00eentr-o surs\u0103 valoroas\u0103 de informa\u021bii pentru partenerii dvs., consolid\u00e2nd rela\u021bia.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Sprijinirea partenerilor t\u0103i cu informa\u021bii despre v\u00e2nz\u0103ri ajut\u0103 pe toat\u0103 lumea. Po\u021bi opera pe zece pie\u021be europene, dar lucrezi prin integratori locali din fiecare \u021bar\u0103. C\u00e2nd vezi o licita\u021bie relevant\u0103 pe pia\u021ba lor, prezint\u0103 oportunitatea \u00een context, istoricul cump\u0103r\u0103torului, modelele bugetare \u0219i posibilii concuren\u021bi. Partenerul t\u0103u ob\u021bine clien\u021bi poten\u021biali mai buni. Tu beneficiezi de un flux de proiect mai bun.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Identifica\u021bi oportunit\u0103\u021bi de integrare \u0219i parteneriat filtr\u00e2nd dup\u0103 consor\u021bii. C\u00e2nd vede\u021bi mai multe companii listate ca c\u00e2\u0219tig\u0103toare, acea licita\u021bie a implicat parteneriate. Studia\u021bi aceste tipare pentru a \u00een\u021belege cum se formeaz\u0103 colabor\u0103rile pe pia\u021ba dvs. \u0219i unde partenerii dvs. ar putea avea nevoie de sprijin pentru licita\u021biile viitoare.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Parteneri poten\u021biali califica\u021bi<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Profilurile autorit\u0103\u021bilor arat\u0103 integratorii prefera\u021bi pentru anumi\u021bi cump\u0103r\u0103tori guvernamentali. Dac\u0103 dori\u021bi s\u0103 colabora\u021bi cu Serviciul Public Federal Belgian pentru IT, verifica\u021bi ce contractori c\u00e2\u0219tig\u0103 constant licita\u021biile lor.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Apetitul pentru colaborarea cu antreprenorii variaz\u0103. Hermix v\u0103 arat\u0103 procentul de proiecte \u00een care un antreprenor a lucrat singur fa\u021b\u0103 de \u00een parteneriat. Ratele mari de parteneriat (peste 40%) indic\u0103 poten\u021biali parteneri buni.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">G\u0103sirea unor parteneri compatibili \u00eenseamn\u0103 analizarea tipurilor de proiecte, a valorilor contractelor \u0219i a orient\u0103rii geografice. Un antreprenor care lucreaz\u0103 la proiecte de 2 milioane de euro \u00een Rom\u00e2nia probabil nu este partenerul potrivit dac\u0103 viza\u021bi contracte de 20 de milioane de euro \u00een Fran\u021ba.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Analiza concuren\u021bei te ajut\u0103 s\u0103-\u021bi pozi\u021bionezi abordarea. Vezi cine mai ofer\u0103 servicii similare partenerilor t\u0103i \u021bint\u0103. Dac\u0103 deja lucreaz\u0103 cu trei furnizori de securitate cibernetic\u0103, ai nevoie de o propunere de valoare diferit\u0103 fa\u021b\u0103 de cazul \u00een care nu au niciun partener \u00een domeniul t\u0103u actual.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Momentul strategic<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Calendarul de re\u00eennoire a contractelor v\u0103 arat\u0103 c\u00e2nd s\u0103 aborda\u021bi poten\u021bialii parteneri. Cu \u0219ase luni \u00eenainte de expirarea unui contract major, antreprenorii principali \u00eencep s\u0103 \u00ee\u0219i planifice strategia de ap\u0103rare. Atunci sunt cei mai deschi\u0219i la noi parteneriate care le consolideaz\u0103 pozi\u021bia.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Modelele de anun\u021bare a licita\u021biilor v\u0103 ajut\u0103 s\u0103 anticipa\u021bi oportunit\u0103\u021bile. Dac\u0103 o autoritate public\u0103 licita\u021bii majore \u00een trimestrul 4 \u00een fiecare an, \u00eencepe\u021bi conversa\u021biile cu poten\u021bialii parteneri \u00een trimestrul 2.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ciclurile de formare a parteneriatelor respect\u0103 calendare de licita\u021bii. Studia\u021bi c\u00e2nd se formeaz\u0103 de obicei consor\u021biile pe pia\u021ba dumneavoastr\u0103. Pentru licita\u021biile institu\u021biilor UE, discu\u021biile despre consor\u021biu \u00eencep adesea cu 2-3 luni \u00eenainte de termenele limit\u0103 de depunere a ofertelor.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>M\u0103surarea succesului B2B2G<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Urm\u0103ri\u021bi c\u00e2\u0219tigurile de eficien\u021b\u0103 \u00een cercetarea partenerilor. F\u0103r\u0103 Hermix, g\u0103sirea unor poten\u021biali parteneri califica\u021bi necesit\u0103 s\u0103pt\u0103m\u00e2ni de cercetare manual\u0103 din mai multe surse. Cu Hermix, pute\u021bi identifica \u0219i califica 10-15 poten\u021biali parteneri \u00een c\u00e2teva ore.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">M\u0103sura\u021bi reducerea timpului alocat cercet\u0103rii de pia\u021b\u0103. Clien\u021bii no\u0219tri raporteaz\u0103 o sc\u0103dere de 87% a timpului petrecut cu activit\u0103\u021bile de cercetare de pia\u021b\u0103 atunci c\u00e2nd utilizeaz\u0103 Hermix pentru identificarea partenerilor B2B2G.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Num\u0103ra\u021bi cre\u0219terea num\u0103rului de clien\u021bi poten\u021biali califica\u021bi pentru parteneriate. Un client a trecut de la a aborda 3-4 poten\u021biali parteneri pe trimestru la a interac\u021biona cu 12-15, cu o relevan\u021b\u0103 mai mare \u0219i o preg\u0103tire mai bun\u0103 pentru fiecare conversa\u021bie.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Calcula\u021bi timpul economisit \u00een analiza oportunit\u0103\u021bilor. \u00cen loc s\u0103 petrece\u021bi 2-3 zile cercet\u00e2nd istoricul unui poten\u021bial partener \u0219i al contractelor guvernamentale, Hermix v\u0103 ofer\u0103 profiluri complete \u00een c\u00e2teva minute.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>No\u021biuni de baz\u0103<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Identifica\u021bi poten\u021bialii parteneri intermediari din domeniul dumneavoastr\u0103 folosind profilurile contractorilor Hermix. \u00cencepe\u021bi cu companiile care au c\u00e2\u0219tigat contracte \u00een autorit\u0103\u021bile \u021bint\u0103, pe pie\u021bele geografice \u0219i \u00een domeniile de servicii ale dumneavoastr\u0103.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Configura\u021bi monitorizarea contractelor mari \u0219i relevante. Crea\u021bi alerte pentru licita\u021bii de peste 3 milioane de euro \u00een domeniul dumneavoastr\u0103. Atunci c\u00e2nd antreprenorii principali c\u00e2\u0219tig\u0103 aceste proiecte, ave\u021bi un motiv s\u0103 \u00eei contacta\u021bi.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Analiza\u021bi tiparele de parteneriat de pe pia\u021ba dvs. Studia\u021bi ce contractori colaboreaz\u0103 frecvent, ce tipuri de proiecte implic\u0103 consor\u021bii \u0219i cum se formeaz\u0103 de obicei parteneriatele.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Dezvolta\u021bi-v\u0103 abordarea de comunicare cu partenerii. Folosi\u021bi informa\u021biile de la Hermix pentru a v\u0103 personaliza conversa\u021biile. Face\u021bi referire la contractele specifice pe care le-au c\u00e2\u0219tigat, la proiectele \u00een care a\u021bi putea avea valoare ad\u0103ugat\u0103 \u0219i la autorit\u0103\u021bile unde am\u00e2ndoi dori\u021bi s\u0103 lucra\u021bi.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Modelul B2B2G elimin\u0103 barierele din calea v\u00e2nz\u0103rilor c\u0103tre guvern, permi\u021b\u00e2ndu-v\u0103 \u00een acela\u0219i timp s\u0103 v\u0103 concentra\u021bi pe ceea ce face\u021bi cel mai bine. Hermix v\u0103 ofer\u0103 datele necesare pentru a g\u0103si partenerii potrivi\u021bi \u0219i momentul potrivit pentru a-i aborda eficient.<\/p>","protected":false},"excerpt":{"rendered":"<p>When people in B2G &amp; B2B think about selling to the government, usually they think it means bidding directly on public sector tenders.&nbsp; But there&#8217;s another path that sometimes makes more sense: B2B2G. What is B2B2G? B2B2G stands for Business-to-Business-to-Government. Instead of selling directly to public authorities, you sell to another business that serves as [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":7775,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"content-type":"","inline_featured_image":false,"page_builder":"","footnotes":"","_ppma_block_editor_authors":""},"categories":[13],"tags":[40,36,41,25],"ppma_author":[16],"class_list":["post-6730","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-insights","tag-b2b2g","tag-b2g","tag-government","tag-public-sector"],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO 5.0.1.1 - aioseo.com -->\n\t<meta name=\"description\" content=\"When people in B2G &amp; B2B think about selling to the government, usually they think it means bidding directly on public sector tenders. But there&#039;s another path that sometimes makes more sense: B2B2G. What is B2B2G? 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