Selling to the public sector in Europe: A practical guide for small

0,49

MB

and medium-sized companies

122

stron

1448

ID

European Commission

2000

rok

Contents

1. The purpose of this guide 5

2. Defining the market 8

3. Defining your product in the public sector market 11

4. Technical issues — standards and certification 15

5. Cultural barriers 21

6. Marketing strategies for selling to the public sector 23

7. Procurement planning, buyer behaviour and decision-making units 44

8. Subcontracting and partnerships with other companies 48

9. Contract information 56

10. The bidding phase 71

11. The legal background 80

12. A detailed look at public procurement in one EU country — Germany 90

Appendix I — List of Euro Info Centres specialising in public procurement 106

Appendix II — European procurement associations 113

Appendix III — List of standards bodies 114

Glossary 117

Index 120