Strategy and technology in public procurement: conversation with Soledad Zuleta

The Spanish Public Administration publishes more than 300,000 contracts every year with a value exceeding 150 billion euros. Discover how to win public tenders using the technology already employed by expert consultants.

For many companies, the public sector seems like an inaccessible labyrinth. However, in times of uncertainty, the Administration is the safest client. According to data from the Public Procurement Advisory Board, the volume of contracts is immense, but 78% of SMEs give up due to bureaucratic complexity.

Soledad Zuleta, an expert consultant in procurement, is clear: "It's not that it's impossible, it's that the right tool is missing." This technical analysis details the implementation of public tender software to transform administrative complexity into a competitive advantage that translates into won contracts.

The public client: An insurance against "lean times"

One of Soledad's most powerful arguments is the financial stability provided by the State. "In times of plenty, no one remembers the public sector. In lean times, they do. Because it is a fixed client and it pays," she explains.

However, the first step to understanding how to win public tenders is to overcome the barrier of manual searching on the Public Sector Contracting Platform (PLACSP).

Watch the full interview with Soledad Zuleta on the challenges of public procurement (3 min): https://youtu.be/p8nCzKfJUjs?si=TBqyGYkmpH5EAjI6

Market Intelligence: The key to competitive advantage

To be successful, it is not enough to just submit a bid; you must know who you are competing against. Soledad highlights that Tendios' value lies in its advanced analytics capabilities.

Analysis of competition and prices

Winning a contract does not depend only on your technical capacity, but on strategic information. "It is very interesting to see who has bid on a similar tender, what price they gave, and who your competition is," notes the expert.

By using public tender software, companies gain access to:

• Award history: Winning prices from the last 8 years.
• Competitor analysis: Who usually wins in each organization.
• Pattern detection: What drop margin is acceptable according to current LCSP regulations.

The impact of operational Artificial Intelligence

The sector is not static, and tools must evolve. Soledad values that Tendios integrates Agentic AI to automate tasks that used to take days. "You are innovating all day, putting in new things that facilitate reports and analytics," she comments. This allows companies to reduce the time spent reading specifications by 90%.

Why SMEs should bid now

Many small and medium-sized enterprises believe that these contracts are only for large corporations. The reality is that EU Procurement Directives actively encourage division into lots to facilitate access for SMEs.

Frequently asked questions about how to win public tenders (FAQ)

How can I start winning tenders if I am an SME?

The first step is to register on the PLACSP and get a digital certificate. However, to win, you need public tender software that alerts you to opportunities before your competition and helps you analyze whether you meet the required technical solvency.

How important is the CPV code?

The Common Procurement Vocabulary (CPV) is the code that identifies the object of the contract. It is essential to use it correctly in your searches, although tools like Tendios also use keywords to find tenders poorly categorized by the Administration.

Is it legal to use AI to analyze specifications?

Totally. AI helps process public information more efficiently. It does not alter the administrative process, but allows the company to better understand the legal and technical requirements to present a more competitive and error-free offer.

What is the difference between Tendios and other search engines?

While most search engines only send email alerts, Tendios is a market intelligence platform. It not only finds the tender, but it analyzes the price history and allows you to "chat" with the specifications using AI to resolve doubts in seconds.

Turn the Administration into your best client

Do not wait for your competition to take the lead. Use the technology recommended by experts like Soledad Zuleta to professionalize your procurement department.