Business-to-Administration

» The public sector as an attractive business partner

The public sector is and will remain the largest market participant in Germany. Its participates with the private sector in projects ranging from government contracting, outsourcing, and public-private partnerships through to privatizations. These might be tenders by a municipality for a new IT-system, but also acquisitions by federal authorities worth billions.

Sales and distribution in the public sector follows its own laws which are often the subject of political discussions.

For over 15 years, CONCILIUS has been assisting clients in identifying, participating in and successfully concluding transactions with the public sector. From initial analysis and the drafting of bids through to direct communications with decision-makers, we utilize all opportunities for our clients strictly within the framework of the principles of public procurement law.

How do we proceed?

Analysis

Systematic market analysis and tender monitoring
Personal discussions with decision-makers
Identification and evaluation of opportunities by a team of experts with decades of experience

Strategy

Support for project initiation
Support for the client in the preparation of a suitable offer
Development of a dynamic target plan including a time frame, individual measures and the decision matrix

Activation

Sparring partner: project support and ongoing advice to the client
Implementation of individual measures, e.g. participation in expert rounds, organization of information events for politicians and authorities, etc.
Ongoing review of bidder strategy, adapted to current developments

References & Successes

Private management |of a municipal clinic

Challenge: Positioning of a private company as a better alternative to management by the authorities

Procedure:

Identification and analysis of opportunities through information from the CONCILIUS network
Project initiation and proposal development with the client
Preparation of the client for discussions with the municipality
Individual discussions and information formats with decision-makers at state level and in the municipality

Success: Assignment of the management of the clinic to the client

Municipal |outdoor advertising

Challenge: Conclusion of new business transactions and contract extension with local authorities in the field of outdoor advertising

Procedure:

Analysis and identification of chances of success through tender monitoring and information from the CONCILIUS network
Project initiation and design of a municipal offer strategy
Preparation of the client for discussions with the municipalities
Individual discussions and information formats with decision-makers at state level and in the municipalities

Success: Significant increase in the number of contracts concluded by the client as well as establishing a reputation for medium and long-term business development

Privatization of |a housing company

Challenge: Broad bidding war for the sale of a large municipal housing company in northern Germany

Procedure:

Development of an offer strategy
Increasing awareness and reputation of the client in the network conducting its first business in Germany
Planning, organization and execution of large information events
More than 100 individual discussions with decision-makers at federal, state and municipal level
Involvement of third parties, such as tenant associations

Success: Although our client was active on the German market for the first time, it was awarded the contract. The ideal start for its sustainable positioning and future business development