{"id":6207,"date":"2022-03-17T11:58:43","date_gmt":"2022-03-17T10:58:43","guid":{"rendered":"https:\/\/www.ebp.be\/public-procurement-prejudices-and-pain-points-part-2\/"},"modified":"2026-04-13T12:39:52","modified_gmt":"2026-04-13T11:39:52","slug":"marches-publics-prejuges-et-points-sensibles-2eme-partie","status":"publish","type":"post","link":"https:\/\/www.ebp.be\/fr\/marches-publics-prejuges-et-points-sensibles-2eme-partie\/","title":{"rendered":"March\u00e9s publics: pr\u00e9jug\u00e9s et points sensibles (2\u00e8me partie)"},"content":{"rendered":"\t\t
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Les march\u00e9s publics font l\u2019objet de nombreux pr\u00e9jug\u00e9s, tant dans le chef des entrepreneurs priv\u00e9s que du secteur public. Ils s\u2019expliquent souvent par de la m\u00e9connaissance ou une pr\u00e9paration insuffisante. Dans ce blog, Ewoud Hacke, senior consultant et formateur chez EBP, nous livre les trucs et astuces pour d\u00e9busquer les points sensibles et prendre les mesures n\u00e9cessaires pour les \u00e9viter.\u00a0<\/span>Lire aussi la\u00a0<\/span><\/i>1<\/span><\/i>\u00e8re<\/span><\/i>\u00a0partie<\/span><\/i>\u00a0de ce blog<\/span><\/i><\/a>.<\/span><\/i>\u00a0<\/span><\/p>

1. Connaissance et pr\u00e9paration insuffisantes<\/span><\/b>\u00a0<\/span><\/h3>

Il n\u2019est pas rare que les entrepreneurs ignorent ce qu\u2019ils peuvent attendre d\u2019une proc\u00e9dure de passation. D\u2019autre part, les adjudicateurs ont souvent une maigre connaissance du march\u00e9 et de ses op\u00e9rateurs pertinents. Une tr\u00e8s bonne solution r\u00e9siderait dans la prospection du march\u00e9, l\u2019objectif \u00e9tant de mieux pr\u00e9parer les deux parties\u202f: l\u2019entrepreneur est ainsi correctement inform\u00e9 du march\u00e9 public, tandis que l\u2019adjudicateur est mieux arm\u00e9 pour pr\u00e9parer les documents du march\u00e9 et \u00e9viter les probl\u00e8mes d\u2019ex\u00e9cution.\u00a0<\/span>\u00a0<\/span><\/p>

Une prospection de march\u00e9 ne peut avoir lieu qu\u2019\u00e0 l\u2019initiative du pouvoir adjudicateur. Ce qui n\u2019emp\u00eache en rien l\u2019entrepreneur de faire de la promotion active \u00e0 l\u2019attention du secteur public. Par exemple en cr\u00e9ant une carte de visite via le module d\u2019e-Notification sur la plateforme e-Procurement.\u00a0<\/span><\/p>

2. Approche commerciale des entrepreneurs<\/span><\/b>\u00a0<\/span><\/h3>

La r\u00e9daction d\u2019une offre pour un client du secteur priv\u00e9 n\u2019a rien \u00e0 voir avec celle adress\u00e9e \u00e0 un pouvoir adjudicateur. Les offres publiques sont soumises \u00e0 un grand formalisme et \u00e0 des r\u00e8gles strictes. C\u2019est quelquefois fastidieux pour les entrepreneurs, habitu\u00e9s qu\u2019ils sont \u00e0 une approche commerciale. Un bon conseil aux entreprises priv\u00e9es serait d\u2019engager un coordinateur charg\u00e9 de superviser les offres, afin de d\u00e9partager clairement les r\u00f4les et de veiller au d\u00e9roulement correct des offres.\u00a0<\/span>\u00a0<\/span><\/p>

Autre point sensible r\u00e9current: les adjudicateurs tiennent peu compte de la m\u00e9thode de travail des entrepreneurs. Les soumissionnaires reprochent souvent au d\u00e9lai de d\u00e9p\u00f4t d\u2019\u00eatre trop court, aux documents du march\u00e9 de contenir trop peu d\u2019informations ou aux d\u00e9lais d\u2019ex\u00e9cution ou de livraison d\u2019\u00eatre irr\u00e9alistes. Comme \u00e9voqu\u00e9 plus haut, nous conseillons aux adjudicateurs d\u2019organiser une prospection de march\u00e9. Celle-ci permet de mieux contr\u00f4ler la qualit\u00e9 des documents du march\u00e9 et offre la possibilit\u00e9 de poser d\u2019\u00e9ventuelles questions aux entreprises en pr\u00e9sence.<\/span><\/p>

3. Mauvais flux de travail<\/span><\/b>\u00a0<\/span><\/h3>

On assiste souvent \u00e0 un flux de travail d\u00e9faillant, tant dans le chef du secteur priv\u00e9 que de l\u2019adjudicateur. La r\u00e9daction d\u2019offres publiques est souvent v\u00e9cue par les entrepreneurs comme une activit\u00e9 \u00e0 part enti\u00e8re. Or, une am\u00e9lioration des processus internes permettrait de gagner un temps pr\u00e9cieux. Il est g\u00e9n\u00e9ralement possible de cr\u00e9er des mod\u00e8les pour les diff\u00e9rents documents de l\u2019offre, dont les informations ou mises en pages restent largement identiques. Un autre conseil consisterait \u00e0 investir dans une bonne base de donn\u00e9es incluant tous les documents, afin de savoir pr\u00e9cis\u00e9ment pour quels adjudicateurs et quels march\u00e9s publics l\u2019entreprise a d\u00e9j\u00e0 d\u00e9pos\u00e9 une offre. Veillez \u00e0 structurer clairement les dossiers, sans oublier d\u2019y associer la correspondance avec l\u2019adjudicateur.\u00a0<\/span>\u00a0<\/span><\/p>

Pour l\u2019adjudicateur, le mauvais flux de travail tient plut\u00f4t dans la gestion des contrats et la pr\u00e9paration des march\u00e9s publics. Notre conseil\u202fserait de centraliser la gestion des contrats et des besoins, afin que tous les services aient connaissance des contrats et des besoins. Pr\u00e9voyez par ailleurs un processus d\u2019achat qui couvre toute la proc\u00e9dure interne, de la d\u00e9finition des besoins jusqu\u2019au paiement. Il vous permettra de mieux superviser vos achats et d\u2019am\u00e9liorer la pr\u00e9paration de vos march\u00e9s publics.<\/span>\u00a0<\/span><\/p>

Vous voulez savoir en quoi EBP peut vous aider?\u00a0<\/span><\/i>Contactez-nous ici<\/span><\/i><\/a>.<\/span><\/i>\u00a0<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

En ce qui concerne les march\u00e9s publics, il existe un nombre consid\u00e9rable de pr\u00e9jug\u00e9s tant parmi les entrepreneurs priv\u00e9s que dans le secteur public. En effet, les connaissances ou la pr\u00e9paration sont souvent insuffisantes. Dans ce blog, nous vous donnerons les trucs et astuces n\u00e9cessaires pour identifier les points douloureux et prendre les mesures n\u00e9cessaires pour les \u00e9viter. Lisez \u00e9galement la premi\u00e8re partie de ce blog.<\/p>\n","protected":false},"author":8,"featured_media":961,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[75,82,64],"tags":[83,67],"class_list":["post-6207","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog-fr","category-comment","category-quest-ce-que-cest","tag-comment","tag-quest-ce-que-cest"],"acf":[],"yoast_head":"\nMarch\u00e9s publics: pr\u00e9jug\u00e9s et points sensibles (2\u00e8me partie) - EBP Website<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ebp.be\/fr\/marches-publics-prejuges-et-points-sensibles-2eme-partie\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"March\u00e9s publics: pr\u00e9jug\u00e9s et points sensibles (2\u00e8me partie) - EBP Website\" \/>\n<meta property=\"og:description\" content=\"En ce qui concerne les march\u00e9s publics, il existe un nombre consid\u00e9rable de pr\u00e9jug\u00e9s tant parmi les entrepreneurs priv\u00e9s que dans le secteur public. 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