How can an SME access tenders?

Look, if you have an SME and want to get into the world of public tenders, you have to move with head. It is not that it is impossible to compete with fat fish, but it does touch it more than one believes. Forget about that roll that only large companies have chance; If you know where the play is going, you can surprise.

First, what is this about? A public tender is basically the government saying: "Hey, I need such a thing, who sells it to me?" And there companies of all sizes are launched with their proposals, to see who takes the contract. All this is hyperregulated, with laws such as the famous law of public sector contracts in Spain, so it is not that you can improvise a lot.

Now how to start? The essential: find out where the opportunities are coming from. Normally, public agencies hang their tenders in official portals - the BOE in Spain, Fedbizopps if we talk about the United States, and a thousand more portals. In fact, there are specialized websites that filter all this according to your sector, so you don't go crazy looking for you everywhere.

Then comes the roll of the requirements. And here there are no shortcuts: you have to read the call as if it were the recipe of a cake, because if you skip an egg, the cake is sink. Sometimes they ask for things as a certain volume of billing, insurance, a specific legal form ... the typical. Have all the papers ready before throwing you, because if something is missing, they don't even look at you.

The next step is to work the proposal. Nothing to copy-pee the company's curriculum; You have to explain clearly how you are going to fulfill what they ask, how much you charge, how long you do, and above all, why you and not another. This is where you have to breastfeed and say: "Look, we are a SME but we know how to do this better than anyone." Be direct, do not ride you too much, and make it be professional, that does not seem like an institute work.

When you have already sent everything, it's time to wait for the verdict. If they choose you, sign the contract and to work - and if not, then. There is not much mystery.

Ah, and a trick: if you see that you just arrive, look for alliances. Uniting with other companies to present a tender together can be the winning play, because you add resources and experience.

In the end, the secret is to prepare well, leave nothing to chance and have a clear strategy. It is not magic, it is organization and a bit of mischief. So if you are SMEs and want to get into this, Avizor Eye, papers in order, and for all.