Handshake Public is a services and AI-enabled tendering partner for companies that want to sell to the public sector without building an in-house bid team. Instead of navigating fragmented portals, dense RFPs and strict EU public procurement rules alone, vendors outsource the full tender lifecycle: opportunity scouting, qualification, document preparation, submission and post-award administration. The business model is success-based: they prepare and manage bids across the EU and other markets, and clients only pay when a contract is actually won, with an initial “first win” offer for new customers. https://www.handshakepublic.com/
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In the interview, founder and CEO Andrew Fowler explains how Handshake Public targets the multi-trillion public procurement market where every purchase, from automotive fleets and medical devices to legal services and IT consulting, must go through regulated tendering. Their platform combines deal sourcing, competitive analysis, smart monitoring and price optimization to track open tenders across jurisdictions, map them to a client’s products and then handle the detailed response work. That includes drafting and assembling technical annexes, compliance matrices, qualification forms and commercial schedules so vendors can focus on delivery rather than bureaucracy.
Filmed at Web Summit Lisbon 2025, the discussion focuses on how this approach particularly benefits startups and SMEs with strong private-sector revenue but little or no public-sector track record. Handshake Public uses automated monitoring to scan public portals, then filters out tenders whose “weasel words” and eligibility clauses would exclude inexperienced suppliers, helping companies avoid wasting resources on unwinnable RFPs. For viable opportunities, they structure responses to align with EU procurement directives and local procedures while ensuring that every formal requirement, from CPV codes to mandatory certifications, is properly addressed.
Fowler also touches on the long-term nature of public contracts and why a pay-per-win model aligns incentives between the service provider and vendors. Many framework agreements and multi-year contracts demand ongoing communication with contracting authorities, including invoicing rules, reporting obligations and contract change notices; Handshake Public remains involved in this post-award administration as part of an end-to-end public sector sales channel. The result is a hybrid of consultancy and SaaS-enabled operations for companies that want EU and US public sector customers in their revenue mix without becoming procurement experts themselves.
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