Solutions – Are You Selling What They’re Buying?

  • By John Chudleigh
  • 02 Sep, 2012

Is there a solution you can supply and support?• Can it be matched within your companies’ current portfolio?

So how do you to identify potential EU buyers? Let’s explore how you can ‘dig up’ areas which fit your offering, and ensure that you achieve the sale.

Here’s an interesting European figure; feral child and fratricidal founder of the first European state, he seems to command a place in our collective imagination. Step forward Romulus.

Many of us will be content to let him remain there, tucked away as another childhood memory; like most foundation myths – culturally instructive but of doubtful historicity. No problem and (therefore) no solution.

Dr. Andrea Carandini thinks differently. A septuagenarian Italian archaeologist and aristocrat, his Romulus is a historical figure and actual founder of Rome. To argue his case, Dr. Carandini (rather tenuously) attempts to match recent discoveries in Rome to a very real eponymous man; a wall here, a palace there.

Rather than being content with a latent piece of information, Dr. Carandini sees an ancient wall in Rome as a solution waiting to happen, he then impatiently searches backwards for a problem to be solved, and duly finds our friend Romulus.

Searching for Problems to Solve.

To suggest that the problem of Romulus’ historicity can be solved by a few contemporaneous finds is in my view off the mark. The truth is that Dr. Carandini’s peers don’t like his thesis because it takes a large shortcut. In winning business, we like shortcuts. We should take our cue from the rogue archaeologist.

Agonistic archaeologists aren’t the only ones who need to work backwards. While Dr. Carandini’s ideas attract scepticism because of this methodology, the idea of finding problems that your products and service can solve is the smart route to success in EU procurement. So how do we best match our solutions (products and services) to European problems (tenders)?

Working Backwards

Rather than enduring the expense of changing your product or service, finding existing problems (EU tenders) which match your existing solutions is the more economic modi operandi . To revert to the over-excavated archaeological analogy, these problems lie right under our feet, waiting for us to use the right tool to dig them up.

 Digging for EU Gold

While matching your solution to a greater number of relevant problems is the first and most happy outcome of using tender experts. We will often find that, according to our business instincts, our solutions do indeed need to change according to demand.

But change how? Well, no matter how much we think we know our market, we could all know it that little bit better. Again, information on who’s buying what, when they’re doing it and where they are is under your feet – literally at your fingertips. Information of this kind is invaluable when the time to alter our products or services comes.

Romulus’ existence may never be proved either way, archaeologists will dig on, hoping that the problem can be resolved. For European procurement the future is much less bleak; in attempting to unearth our own Romuli, with our intelligent, pinpoint accuracy – keep digging and you will find EU gold.

Tender & procurement news - keep up to date with the latest news to help you win public sector tenders

By John Chudleigh 18 Nov, 2017

Scape Group has published details of its £2bn civil engineering and infrastructure framework.

A Prior Information Notice for the Scape National Framework, which will run for four years from October next year, has been published.

The framework will include a total lot value of £1.6bn in England, Wales and Northern Ireland and a £400M lot specifically for the public sector in Scotland.An OJEU Contract Notice will be published in January next year.
By John Chudleigh 29 Sep, 2017

The European Commission will next month unveil a new tool for sharing of good practices to improve the compliance and quality of public procurement across the EU.

It hopes the e-Library will offer a number of tangible benefits from the sharing of good practices in the area of public procurement such as improved efficiency and effectiveness, and better value-for-money.

By John Chudleigh 02 Sep, 2017

More than half of the contracts awarded by the UK government in 2015 were worth at least €100m, despite Whitehall efforts to boost the involvement of small- and medium-sized businesses in public procurement, according to a report by the Taxpayers’ Alliance.

The low-tax campaign group found that Whitehall is vastly more dependent on large public contracts – which tend to be scooped up by outsourcing giants such as Serco, Capita and G4S – than any other EU country.

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By John Chudleigh 22 Oct, 2016

The UK’s recent decision to leave the EU will not only have profound implications for it & EU but also for the wider world in terms of global trade.

 To address this, the Centre of European Law King’s College London is hosting a series of evening seminars @ £20 each, examining these issues and the likely options resulting from the outcome of whatever legal settlement is negotiated between the UK the EU at some unspecified point in the future. These will include The Swiss Model*, WTO, State Aid and Public Procurement amongst others, over the next six months.

 To quote the Centre for European Law ‘an outstanding array’ of King’s College’ expertise will conduct these seminars over this academic year ‘covering twelve different areas of law on which Brexit is likely to have an impact’.

 The full details of these and registration links are available at:

 Topics already covered by recent open lectures were ‘Opening Transatlantic Markets’ and ‘After Brexit: is the EEA an option for the UK?’ Details of some conference materials are available to download at:

 Whether a legal professional or not, if you are interested in gaining a better insight on the implications these huge legal and constitutional changes will have on you and your company, inside or outside the single market, these seminars are to be recommended.

 *Already presented.

By John Chudleigh 30 Sep, 2016
Brexit means Brexit’, so chimed the somewhat circular and cleverly obfuscated reassurance from the UK’s new PM Theresa May in her attempts to reassure both the Eurosceptic wing of the Conservative party and 17.4M (52%) of citizens voting to leave the EU on that momentous day June 23 2016. Since no one knows what Brexit really means other than the invocation of the Lisbon Treaty’s Article 50 and the UK being outside of the EU, this statement is an Oxymoron since it is both committal and non-committal. 
Paraphrasing  a rediscovered World War II poster, we phlegmatic Brits will ‘Keep Calm and Carry On’ because like The Eagles’ Hotel California, although we can check out (of the EU) anytime we like, maybe, just maybe, we can never leave?

Senior partner, John Chudleigh has shared a personal perspective on Brexit with the European affairsblog  readers - read the full article here:
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What are the implications of BREXIT on procurement practice and the relationship between procurement policy guidance and consultation best practice .? Read full article here:
By John Chudleigh 02 Sep, 2016

 Will the UK use it’s membership of the World Trade Organization (WTO) and the European Economic Area (EEA) as potential platforms for negotiating  the new UK-EU trade relationship?.

Read the full article by Ana Bobic and Josephine van Zeben

By John Chudleigh 12 Aug, 2016
The current expectation is that the UK will not give notice in 2016 and the whole of the two year period will be needed to negotiate the exit provisions, therefore, in practice the British exit (Brexit) date cannot be before January 2019

For the time being, the rules apply as they always have done. The key thing to consider now is whether any contracts are affected by European Commission grants and/or State aid and determine what effect Brexit will have on that funding. Another key consideration is whether long term government projects that are currently being procured will rely on free movement (of people or goods), and, if so, what contractual provisions could be inserted to provide for a scenario where there is no free movement.

Read the full article by Victoria Moorcroft here..
By John Chudleigh 31 Jul, 2016

A pre-commercial procurement tender covers R&D services relevant to the design, development and pilot use of a platform to support hybrid cloud environments. The HNSciCloud pre-commercial procurement project is funded by ten of Europe’s top research organisations and by the European Commission.

There will be a Tender Information Day hosted by CERN in Geneva, Switzerland on 7 September.

Read the full article by Antony Savvas at:

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