Within the framework of the #SmartDOZORRO joint training project from the SmartTender.biz website and the DOZORRO monitoring platform, analyst of monitoring tools implementation Ilya Bibov explains what you need to pay attention to when assessing the potential volume of the public procurement market for suppliers.
Is it worth selling via ProZorro? We should say so. This is a huge market for business. Our instructions will help you get all the necessary information for a detailed analysis of the public procurement market. Evaluate the volume of the market for the realization of your goods and services and start working with the state as a business partner.

What?

Analysis of the volume of the public procurement market in Ukraine.

Why is this important?

After completing the analysis, suppliers will be able to develop tactics based on the results of the analysis of completed or ongoing procurements. Participants will have the opportunity to get acquainted with the most popular procurements and choose what suits them in various aspects (their own group of goods or services, expected value, region, etc.).

What are we doing?

We help the supplier to analyze the distribution of procurements by regions of Ukraine, to determine which customers buy its products most often, and what is the level of competition in the government procurement market. This can significantly affect the decision of the supplier to participate in the bidding.
Suppliers are interested in the volume of the public procurement market. For this, it is necessary to obtain information for the analysis of public procurements of goods or services on the market.
First of all, you need to select what exactly your product is, what you sell, what services you provide. To do this, go to the "Tenders/lots" tab and search by the lot name: for example, *milk* – asterisks will allow you to search for an unlimited number of characters before and after the name. This is very useful when searching by part of a word. After the request, press ENTER, and the system will add all tenders where the milk was found to the selections. Also, select the previous year to have an estimate of the last year market. Since the demand from customers for our product group is stable, the previous year will be indicative for the current one.

It is very important for the supplier to assess where the goods are purchased for planning its delivery. To do this, go to the "Indicators" tab and estimate the geographical distribution by zooming the map. Here participants can choose the areas that interest them and with which they would like to work in the future. After the previous selections, you can see the distribution of procurements by months in order to highlight for yourself exactly the periods when the customer actively buys milk. On the "Indicators" tab, see the distribution by months/years. Using the dynamics of time, you can predict for yourself when goods are purchased more and, for example, for which months to forecast an increase in stocks. Additionally, we select completed procurements in order to have a real indicator of the demand for our goods.

Now go to the "Customers" tab and filter in the direction of decreasing the number of customers who performed the most procedures at the expected cost. After sorting, you will receive the main customers of your products.
Click the "Participants" tab. To assess who occupies the largest market share of your product, we sort by the number of winning offers. If you want to see who often wins, sort by the number of victories. You will see your main competitors.

Return to the "Tenders /Lots" tab and remove all selections except search by product name and CPV code. Additionally, you can choose competitive procedures (where suppliers participate in the auction) as well as non-competitive procedures, where you can see customers who enter into contracts directly. You can also contact such customers to offer the best terms of the contract for further procurements. You can sort by any parameter. To analyze a single participant, you need to select him or her and go to the "Participant Card" tab, where you can find all the information on a participant, from basic indicators to specific procedures.

To analyze a particular customer, after selecting him or her, you need to go to the "Organizer Card" tab and see the information or analyze his or her procurements.
The real volume of the market can be assessed only by selecting the completed procedures (ideally, the completed procurement lot) in the "Tenders" tab.