Winning public contracts in Africa

Souleymane KOUYATE’s new book, Gagner les marchés publics en Afrique, is a practical, step-by-step guide to preparing and submitting technical and financial bids that pass the administrative filters and score points in the evaluation. The book is based on a simple observation. In Africa, many competent engineering and consulting firms are eliminated too early, not because they can’t do the job, but because they can’t prove it in a compliant, structured and persuasive dossier.Drawing on nearly three decades of engineering infrastructure projects in several African countries, the author describes the entire bidding process. He shows how to organize intelligence, decide whether or not to bid, read tender documents without forgetting anything, build a credible methodology, present an acceptable team, get the figures right, negotiate after award and capitalize to improve the success rate. The book also includes templates, checklists, cost examples and African case studies for immediate use by sales and technical teams.