“Working without Tengo would be going back to the Stone Age. None of our teams would go back.”
Sébastien Tissot, Director of Technical Policies and Risk Management

‍

The problem

‍

The constant fear of missing a tender

The previous monitoring tool let tenders slip through: team members regularly flagged opportunities that were absent from the system. But the problem went beyond mere completeness. The setup was too technical for the teams to own it: every change depended on Sébastien Tissot, who single-handedly maintained all the group’s search feeds, its 4 entities, their distinct businesses. Without team ownership of their own monitoring, it was impossible to close the blind spots for good.

Time lost qualifying contracts via the tender specifications

To decide on a Go / No-Go, the teams had to download each set of tender specifications, manually go through its parts (CCTP, RC, BPU, DQE) and look for the key information: technical requirements, mandatory certifications, references requested, values. Too many tenders were qualified in depth before realizing they did not concern the group, or that it had no chance of winning them. The qualification time ate into the group’s commercial capacity, and public procurement was not managed as a business channel in its own right.

No visibility on the history of public contracts

The technical consultants had no simple way to explore the contract history of the public buyers they targeted. It was impossible to understand what a buyer regularly launches, who had won its previous contracts, at what price, or how to position the group against the incumbent competition. Without this upstream intelligence, it was hard to better understand a buyer’s needs and refine the group’s positioning before a tender was even published.

‍

What Tengo changed

‍

A platform shared across the group, harmonized and tailored to each entity

Tengo brought together all the public tender platforms into a single feed. No more reports of missed tenders. Beyond consolidation, each entity has its own setup tailored to its business: its keywords, its CPV codes, its feeds. But above all, it is the team members themselves who adjust their criteria as their activity evolves, without going through the administrator. Everyone takes ownership of the tool, and continuous improvement becomes a team practice: the blind spots close at the pace of the business, not the pace of the admin. At group level, noise in detection dropped by 20 to 30% depending on the feed: everyone focuses on genuinely addressable contracts. Usage is particularly advanced at ERESE, which analyzed 1,300 tenders in 2025, or 57% of the group’s volume.

“The freedom Tengo provides has allowed our teams to diversify our topics.” — Sébastien Tissot

And teams that are involved and empowered, configuring their own monitoring.

An AI summary sheet that answers the Go / No-Go in a few minutes

Tengo automatically analyzes each set of tender specifications and returns the key information in an AI summary sheet: technical requirements, mandatory certifications, site visits, deadlines, points to watch. The Go / No-Go is decided in a few minutes instead of several hours, with a system of green, orange and red lights that guides the decision. The sheet can also be shared in one click with the relevant sales reps or consultants, which simplifies information sharing within the group and smooths collective decisions.

Buyer pages and award data to better understand the buyer and position the group

Tengo gives access to the complete history of French public contracts: who won what, for which buyer, at what price, over what duration. Groupe HTC’s technical consultants now explore these buyer pages to better understand a buyer’s recurring needs, identify the incumbent competitors on a given contract, and refine the group’s positioning with real upstream intelligence, even before upcoming tenders are published.

“Our consultants go and look at the buyer’s page. What interests them is seeing what was launched recently, or a while back.” — Sébastien Tissot

‍

And a domino effect on the organization

The Monday morning ritual has changed in nature. Rather than centralizing everything in a committee, each relevant tender is now routed to the assigned consultant, who makes the decision before the meeting. The assistant retrieves the tender documents in a few clicks, and the committee only rules on what’s left.

“Monday morning is our sorting session. 3 out of 4 are already done by Tengo. We don’t go back over them. The assigned consultant has already made the decision, the assistant has retrieved the documents, it’s much smoother.” — Sébastien Tissot

Monday morning is no longer a sorting committee.

Across the group, Tengo analyzed about 2,300 tenders in 2025, or 580 hours saved over the year, the equivalent of 17 weeks of work given back to the teams. The sales reps recovered 15% of their time, reinvested in targeted meetings and prospecting. The group now responds to more tenders, on topics it did not cover before.

This transformation has also changed the Director’s posture. Sébastien Tissot opens Tengo every morning, checks that no feed is left unsorted, and that all the BUs stay engaged in the channel.

“I go in every morning, it’s a routine. I see the counters, I follow up if a feed hasn’t been handled. That way, I’m at ease.” — Sébastien Tissot

Public procurement managed like a commercial channel. Morning routine, visible counters, engaged BUs.

‍
Key benefits

1. One group platform, not four separate tools. All entities on the same platform, but with their dedicated setups.
2. Teams involved and empowered. Each member configures their own monitoring, adds their keywords, explores new topics. The administrator is no longer a bottleneck.
3. Monday morning is no longer a sorting committee. The assigned consultants decide upstream, the assistant retrieves the documents, the committee rules on what’s left.
4. Public procurement managed like a commercial channel. Morning routine, visible counters, engaged BUs.

Tengo features users value most

• Refinement by keywords, CPV codes and custom flags: each team adjusts its monitoring to its business, without going through the administrator.
• Buyer pages and award notices: consultants explore contract history to feed their upstream commercial intelligence.
• Green, orange and red lights and flags: a visual Go / No-go that speeds up decisions without a meeting.
• Counter tracking by entity: the cross-cutting view that lets you monitor each BU’s engagement.

‍