In French public procurement, the technical offer—commonly known as the mémoire technique—is a mandatory document used to assess the qualitative value of a bid. It evaluates the bidder’s technical capacity, proposed methodology, and relevant experience.
Failing to follow the required structure can lead to disqualification, especially in formal public tenders. However, this same framework becomes a powerful tool when adapted for private-sector proposals.
Why the technical offer is key in public tenders
In public tenders, evaluation committees use the technical offer to compare bids based on non-financial criteria. A missing or poorly structured technical offer can make an otherwise competitive bid ineligible.
The technical offer allows bidders to:
- Demonstrate understanding of the client’s needs
- Detail their project approach and delivery method
- Highlight relevant expertise and past successes
In most cases, a specific structure is imposed by the contracting authority and must be strictly followed.
Standard structure of a technical offer
While formats can vary slightly, a typical structure includes:
- Company introduction
- Company history, size, values
- CSR commitments
- Relevant experience
- Past projects similar in scope
- Key outcomes and client results
- Human & technical resources
- Team members and roles
- Equipment, tools, technologies
- Methodology
- Work plan, processes, timeline
- Quality control, risk management
Not following the requested structure? In that case, include a correspondence table (table de correspondance) to clearly match your sections to the buyer’s expectations.
Note: As you may have noticed, the standard structure often does not include an executive summary. However, for those familiar with my approach, you know it’s a critical component of any effective proposal. If the format is too rigid to allow a separate section, make sure to integrate the executive summary content into the introduction of your technical offer.
Adapting the technical offer for private clients
In private deals (grè à gré), the format can be more flexible, but the substance remains essential. You’re still expected to:
- Show credibility
- Provide references
- Explain your approach clearly
What changes in private-sector responses:
- Structure can be customized
- Storytelling, visuals, and testimonials are encouraged
- You can emphasize unique differentiators like innovation or speed
Even if no format is imposed, using the structure of a public technical offer as a base ensures clarity and rigor.
A strategic tool beyond compliance
Whether for public or private tenders, a well-prepared technical offer:
- Builds trust and reduces perceived risk
- Differentiates your bid from competitors
- Demonstrates professionalism and preparation
In public procurement, it’s often the decisive element. In the private sector, it becomes a persuasive narrative that secures buy-in from decision-makers.
Conclusion
The technical offer, or mémoire technique, is more than a bureaucratic formality. It is a strategic component of any winning tender response—mandatory in public contracts, and highly effective in private proposals.
By respecting the required structure and adapting your content to the buyer’s expectations, you increase your chances of standing out and securing the contract.
