Every year, public procurement represents several billion euros worth of opportunities for businesses. Yet many SMEs are afraid to venture into this field, convinced that it is too complex, too time-consuming or reserved for the big players. At Aria Partner, we are convinced that SMEs have their rightful place in public procurement, provided they overcome certain prejudices. Here are five common misconceptions - and some practical ways of overcoming them.

#1 "It's too bureaucratic, we'll never get out of it"

It's true that public procurement regulations may seem cumbersome at first glance. But they are based on clear principles and aim to guarantee equal treatment, transparency and competition. What's more, procedures have largely been digitised, making it easier to manage files.

Our advice: Provide some support at the outset to help you understand the mechanics of invitations to tender. Once the first dossiers have been completed, the processes become more familiar. Good internal organisation (document templates, checklists, etc.) will help you to be more efficient.

#2 "It's always the same people who win"

Many SMEs think they have no chance against large groups that are already well established. Yet contracting authorities are obliged to guarantee fair competition. What's more, more and more contracting authorities are seeking to diversify their suppliers, in order to incorporate greater agility, innovation and proximity into their purchasing.

Our advice: Focus on markets directly related to your expertise. Highlight what sets you apart: responsiveness, quality of service, local roots, etc. Good positioning often makes all the difference.

#3 "We don't have time for that"

It's true that responding to a public contract requires an initial investment. But it should be seen as a lever for strategic growth: winning a contract often means several years of secure revenue.

Our advice: Set up a targeted watch to quickly spot relevant invitations to tender. Structure your responses around templates that you can reuse. And above all, consider the time you invest as a long-term gamble.

#4 "We'll never be able to compete on price"

While price is an important criterion, it is never the only one. Many public procurement contracts also take into account the quality of the service, organisation, sustainability and social impact. A well-prepared SME can therefore be highly competitive.

Our advice: Analyse the award criteria in detail before taking up a position. Highlight your strengths in the technical offer. Support can help you adapt your messages and structure your responses effectively.

#5 "Public procurement is opaque"

This prejudice is tenacious, but unfounded. Public procurement is governed by strict rules and published on accessible platforms. What's more, a number of initiatives exist to promote transparency and access to information.

Our advice: Familiarise yourself with the official platforms (e-Procurement, Bulletin des Adjudications, TED). Don't hesitate to ask questions during the clarification phase. You'll find that most buyers are open to dialogue.

Conclusion

Public procurement can be a real lever for growth for SMEs, provided they overcome certain prejudices and prepare for it methodically. At Aria Partner, we support companies in this process with a pragmatic, educational and tailor-made approach.

Sources

• Belgian Public Procurement Portal - Official information, legislation, and practical guides for public procurement in Belgium
• e-Procurement Platform - Access to ongoing public tenders, submission of bids, and procurement documents
• Bulletin of Adjudications (BDA) - Overview of published notices and awarded contracts in Belgium
• TED – Tenders Electronic Daily (European Union) - The online version of the Supplement to the Official Journal of the EU, dedicated to European public procurement