{"id":142,"date":"2026-09-11T11:56:21","date_gmt":"2026-09-11T11:56:21","guid":{"rendered":"https:\/\/aop-marches.fr\/?p=142"},"modified":"2026-09-11T14:54:53","modified_gmt":"2026-09-11T14:54:53","slug":"7-idees-recues-qui-freinent-les-tpe-pme-dans-les-marches-publics","status":"publish","type":"post","link":"https:\/\/aop-marches.fr\/index.php\/2026\/09\/11\/7-idees-recues-qui-freinent-les-tpe-pme-dans-les-marches-publics\/","title":{"rendered":"7 id\u00e9es re\u00e7ues qui freinent les TPE-PME dans les march\u00e9s publics"},"content":{"rendered":"

Beaucoup de dirigeants de TPE et de PME s’autocensurent avant m\u00eame d’avoir tent\u00e9 de r\u00e9pondre \u00e0 un march\u00e9 public, convaincus que ce terrain est r\u00e9serv\u00e9 aux grands groupes. Pourtant, la r\u00e9alit\u00e9 est bien diff\u00e9rente : le Code de la commande publique \u00e9volue justement pour faciliter l’acc\u00e8s des petites structures, et de nombreux acheteurs publics cherchent activement \u00e0 diversifier leurs fournisseurs. Voici 7 id\u00e9es re\u00e7ues \u00e0 d\u00e9passer.<\/p>\n

Id\u00e9e re\u00e7ue n\u00b01 \u2014 \u00ab Il n’existe pas de march\u00e9 public correspondant \u00e0 mon activit\u00e9 \u00bb<\/h2>\n

Faux.<\/strong> Les besoins des acheteurs publics couvrent une palette bien plus large que le BTP ou l’informatique : restauration, nettoyage, fournitures de bureau, s\u00e9curit\u00e9, prestations intellectuelles, \u00e9v\u00e9nementiel… Quel que soit votre secteur, y compris une activit\u00e9 de niche, il existe tr\u00e8s probablement des appels d’offres correspondants, surtout si vous pouvez intervenir sur plusieurs d\u00e9partements.<\/p>\n

Id\u00e9e re\u00e7ue n\u00b02 \u2014 \u00ab Je ne sais pas o\u00f9 trouver les appels d’offres qui m’int\u00e9ressent \u00bb<\/h2>\n

Faux.<\/strong> C’est un vrai frein, mais qui se r\u00e9sout facilement gr\u00e2ce \u00e0 une veille bien param\u00e9tr\u00e9e sur les bonnes plateformes (BOAMP, profils acheteurs, plateformes r\u00e9gionales). C’est pr\u00e9cis\u00e9ment l’un des points de blocage que rencontrent le plus souvent les petites entreprises, faute de temps pour surveiller ces sources au quotidien.<\/p>\n

Id\u00e9e re\u00e7ue n\u00b03 \u2014 \u00ab Mon entreprise est trop jeune, je n’ai pas assez de r\u00e9f\u00e9rences \u00bb<\/h2>\n

Faux.<\/strong> Une jeune entreprise peut tout \u00e0 fait remporter un march\u00e9 public, en mettant en avant sa flexibilit\u00e9, sa r\u00e9activit\u00e9 ou une approche innovante. D\u00e9crocher un premier march\u00e9 public peut m\u00eame devenir un v\u00e9ritable tremplin : gain de cr\u00e9dibilit\u00e9, stabilit\u00e9 financi\u00e8re, et porte ouverte vers d’autres opportunit\u00e9s. L’essentiel est de bien pr\u00e9parer sa candidature.<\/p>\n

Id\u00e9e re\u00e7ue n\u00b04 \u2014 \u00ab Je ne sais pas comment r\u00e9diger un m\u00e9moire technique \u00bb<\/h2>\n

Faux.<\/strong> C’est un exercice qui s’apprend. Un bon m\u00e9moire technique consiste avant tout \u00e0 structurer clairement sa r\u00e9ponse et \u00e0 apporter des \u00e9l\u00e9ments pr\u00e9cis face aux attentes de l’acheteur public. Avec de la m\u00e9thode \u2014 ou un accompagnement ext\u00e9rieur \u2014 cet exercice devient rapidement plus accessible qu’il n’y para\u00eet au premier abord.<\/p>\n

Id\u00e9e re\u00e7ue n\u00b05 \u2014 \u00ab Ce sont toujours les m\u00eames entreprises qui gagnent \u00bb<\/h2>\n

Faux.<\/strong> Si certaines entreprises semblent revenir souvent, c’est avant tout parce qu’elles ma\u00eetrisent le processus, pas parce que les jeux sont faits d’avance. Les acheteurs publics ont au contraire int\u00e9r\u00eat \u00e0 diversifier leurs fournisseurs pour \u00e9viter les situations de d\u00e9pendance. Des dispositifs comme l’allotissement permettent justement aux petites structures de candidater sur des portions de march\u00e9 adapt\u00e9es \u00e0 leur taille.<\/p>\n

Id\u00e9e re\u00e7ue n\u00b06 \u2014 \u00ab Seul le prix compte, je vais devoir sacrifier mes marges \u00bb<\/h2>\n

Faux.<\/strong> Le prix n’est qu’un crit\u00e8re parmi d’autres : qualit\u00e9 technique, m\u00e9thodologie, d\u00e9lais, ou encore crit\u00e8res environnementaux et sociaux entrent aussi dans la notation, avec une pond\u00e9ration pr\u00e9cis\u00e9e dans le r\u00e8glement de consultation. Une offre bien argument\u00e9e sur ces aspects peut largement compenser un prix l\u00e9g\u00e8rement sup\u00e9rieur \u00e0 la concurrence.<\/p>\n

Id\u00e9e re\u00e7ue n\u00b07 \u2014 \u00ab Le taux de r\u00e9ussite est trop faible, \u00e7a ne vaut pas le coup \u00bb<\/h2>\n

Faux.<\/strong> M\u00eame une candidature non retenue n’est jamais du temps perdu : elle permet de constituer un dossier administratif r\u00e9utilisable, d’affiner sa trame de m\u00e9moire technique, et de mieux comprendre les attentes des acheteurs publics pour les prochaines candidatures. Les retours obtenus apr\u00e8s un appel d’offres sont souvent pr\u00e9cieux pour progresser.<\/p>\n

\n

\u00c0 retenir<\/p>\n

Manque d’activit\u00e9 correspondante, difficult\u00e9 \u00e0 trouver les appels d’offres, jeune entreprise sans r\u00e9f\u00e9rences, m\u00e9moire technique intimidant… la plupart des freins ressentis par les TPE-PME face aux march\u00e9s publics sont des id\u00e9es re\u00e7ues. Avec de la m\u00e9thode, ces march\u00e9s sont accessibles \u00e0 toute entreprise, quelle que soit sa taille.<\/p>\n<\/div>\n

La commande publique repr\u00e9sente une r\u00e9elle opportunit\u00e9 de d\u00e9veloppement pour les TPE et PME, \u00e0 condition de d\u00e9passer ces id\u00e9es re\u00e7ues et d’aborder le sujet avec m\u00e9thode. C’est justement pour lever ces freins qu’AOP MARCHES accompagne les entreprises de toutes tailles, sur l’ensemble du processus ou simplement pour une mont\u00e9e en comp\u00e9tences via nos formations.<\/p>\n

\u00catre accompagn\u00e9 pour aborder sereinement les march\u00e9s publics<\/a><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

Beaucoup de dirigeants de TPE et de PME s’autocensurent avant m\u00eame d’avoir tent\u00e9 de r\u00e9pondre \u00e0 un march\u00e9 public, convaincus que ce terrain est r\u00e9serv\u00e9 aux grands groupes. Pourtant, la r\u00e9alit\u00e9 est bien diff\u00e9rente : le Code de la commande publique \u00e9volue justement pour faciliter l’acc\u00e8s des petites structures, et de nombreux acheteurs publics cherchent … Continue reading \u00ab\u00a07 id\u00e9es re\u00e7ues qui freinent les TPE-PME dans les march\u00e9s publics\u00a0\u00bb<\/span><\/a><\/p>\n","protected":false},"author":2,"featured_media":134,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[5],"tags":[],"class_list":["post-142","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marches-publics"],"yoast_head":"\nMarch\u00e9s publics : 7 id\u00e9es re\u00e7ues qui freinent les TPE-PME<\/title>\n<meta name=\"description\" content=\"Beaucoup de petites entreprises pensent que les march\u00e9s publics ne sont pas pour elles. 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