How to create a successful public sales strategy in 2025
The public sector is full of untapped opportunities. In this blog we’ll share key takeaways to help you build a winning public sales strategy for 2025.
The start of the new year is the perfect time to kick-start or refine your public sales strategy. The public sector is dynamic and full of untapped opportunities. Did you know that 40% of tenders receive only one bid?
In this blog, we’ll share the key insights to help you build a successful public sales strategy for 2025.
Why explore business opportunities in the public sector?
The public sector is a treasure trove of opportunities for suppliers across industries. Across the EU, it’s worth approximately €2 trillion annually. Yet, surprisingly, 40% of tenders get just one bid on average, making public procurement a still very accessible market.
Beyond the monetary value, the public sector offers:
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Stability: Public entities don’t go bankrupt, ensuring long-term revenue.
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Reliability: Contracts come with clear terms and predictable payments.
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Security: Structured dispute resolution protects suppliers.
Public procurement provides a safeguarded environment for business growth.
What’s holding you back?
If 40% of public tenders get only one bid, why aren’t more businesses entering the public procurement space?
In our experience, suppliers are unaware of the opportunities available or are hesitant to start bidding. Others view the bidding process as too complex, time-consuming, or resource intensive.
This feeling can be especially strong with those just getting started, or if you own a relatively small business. But here’s the good news: with the right tools, platforms and support, these challenges don’t need to hold you back.
Overcoming challenges in public procurement data
In the public sector, transparency is key.
Governments openly share tender notices, contract awards, and procurement details. This abundance of data is a double-edged sword: While there’s plenty of data, figuring out what it means and how to use it can be challenging and time-consuming without the right tools.
A key challenge for suppliers is navigating the complexity of public procurement data. Tenders are often experienced as lengthy and detailed. This makes it hard for many suppliers to identify relevant opportunities.
4 ways to build a winning public sales strategy in 2025
Building your public sales strategy starts with smart decisions. Which industries or regions could help your business grow? What are your chances of winning a tender? By analysing trends, buyer behaviour, and competitor activity, you’ll see where you stand and what to do next
1. Identify Market Potential and Procurement Activity
Explore procurement opportunities across sectors and regions. Analyse trends, market growth, and seasonal patterns to focus on high-potential areas and adapt quickly to changes.
2. Gain Competitor Insights
Understanding your competitors’ strategies can give you a significant edge. Track their bidding patterns, win rates, and tender activity to refine your approach and position yourself competitively.
3. Study Tender Requirements and Historical Patterns
Recurring buyer requirements, such as certifications or financial criteria, often appear in tenders. Preparing for these in advance ensures you’re qualified and well-positioned when tenders are announced. This proactive approach establishes your business as reliable and forward-thinking.
4. Monitor Contract Timelines for Future Opportunities
By tracking contract expiration dates, you can anticipate upcoming tenders. Set alerts for contracts ending in the next 6–12 months to prepare bids and engage early with procurement officers. Early engagement can help you influence tender specifications and improve your chances of success.
Kick-start your public sales strategy with Mercell
At Mercell, we make public procurement accessible for all businesses, whether you’re a seasoned supplier or just starting out. With our Tender Discovery and Sales Intelligence tools, we simplify the bidding process and help you unlock new opportunities
Tender Discovery:
Our extensive database of public tenders covers opportunities across Europe, including below-threshold tenders exclusive to our platform. We automatically notify you when a new tender is published that matches your profile, ensuring you never miss an important business opportunity.
Sales Intelligence:
Gain actionable insights into buyer activity, competitor trends, and market dynamics. With this knowledge, you can track procurement activity, measure your performance, and make smarter decisions to boost your public sales strategy.
Take the first step today
With the right tools and knowledge, you have everything you need to make your public sales strategy a success.
Ready to give it a try?