{"id":7368,"date":"2023-02-02T15:56:45","date_gmt":"2023-02-02T14:56:45","guid":{"rendered":"https:\/\/silex-app.com\/?p=7368"},"modified":"2024-02-15T11:49:23","modified_gmt":"2024-02-15T10:49:23","slug":"sourcing-marches-publics","status":"publish","type":"post","link":"https:\/\/silex-app.com\/en\/sourcing-marches-publics\/","title":{"rendered":"Comment pratiquer le sourcing dans les march\u00e9s publics ?"},"content":{"rendered":"<p><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container has-pattern-background has-mask-background nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-padding-bottom:50px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-justify-content-center fusion-flex-content-wrap\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_1_5 1_5 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:20%;--awb-margin-top-large:0px;--awb-spacing-right-large:9.6%;--awb-margin-bottom-large:0px;--awb-spacing-left-large:9.6%;--awb-width-medium:20%;--awb-order-medium:0;--awb-spacing-right-medium:9.6%;--awb-spacing-left-medium:9.6%;--awb-width-small:100%;--awb-order-small:0;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-title title fusion-title-1 fusion-sep-none fusion-title-text fusion-title-size-div\" style=\"--awb-text-color:var(--awb-color6);--awb-font-size:var(--awb-typography5-font-size);\"><div class=\"fusion-title-heading title-heading-left title-heading-tag\" style=\"font-family:var(--awb-typography5-font-family);font-weight:var(--awb-typography5-font-weight);font-style:var(--awb-typography5-font-style);margin:0;letter-spacing:var(--awb-typography5-letter-spacing);text-transform:var(--awb-typography5-text-transform);font-size:1em;line-height:var(--awb-typography5-line-height);\">Auteur :<\/div><\/div><div class=\"fusion-title title fusion-title-2 fusion-sep-none fusion-title-text fusion-title-size-div\" style=\"--awb-text-color:var(--awb-color8);--awb-margin-top:-5px;--awb-font-size:var(--awb-typography3-font-size);\"><div class=\"fusion-title-heading title-heading-left title-heading-tag\" style=\"font-family:var(--awb-typography3-font-family);font-weight:var(--awb-typography3-font-weight);font-style:var(--awb-typography3-font-style);margin:0;letter-spacing:var(--awb-typography3-letter-spacing);text-transform:var(--awb-typography3-text-transform);font-size:1em;line-height:var(--awb-typography3-line-height);\"><a href=\"https:\/\/silex-app.com\/en\/author\/redactionsilex\/\" class=\"awb-custom-text-color awb-custom-text-hover-color\" target=\"_self\">Silex<\/a><\/div><\/div><\/div><\/div><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-1 fusion_builder_column_1_5 1_5 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:20%;--awb-margin-top-large:0px;--awb-spacing-right-large:9.6%;--awb-margin-bottom-large:0px;--awb-spacing-left-large:9.6%;--awb-width-medium:20%;--awb-order-medium:0;--awb-spacing-right-medium:9.6%;--awb-spacing-left-medium:9.6%;--awb-width-small:100%;--awb-order-small:0;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-title title fusion-title-3 fusion-sep-none fusion-title-text fusion-title-size-div\" style=\"--awb-text-color:var(--awb-color6);--awb-font-size:var(--awb-typography5-font-size);\"><div class=\"fusion-title-heading title-heading-left title-heading-tag\" style=\"font-family:var(--awb-typography5-font-family);font-weight:var(--awb-typography5-font-weight);font-style:var(--awb-typography5-font-style);margin:0;letter-spacing:var(--awb-typography5-letter-spacing);text-transform:var(--awb-typography5-text-transform);font-size:1em;line-height:var(--awb-typography5-line-height);\">Cat\u00e9gorie :<\/div><\/div><div class=\"fusion-title title fusion-title-4 fusion-sep-none fusion-title-text fusion-title-size-div\" style=\"--awb-text-color:var(--awb-color8);--awb-margin-top:-5px;--awb-font-size:var(--awb-typography3-font-size);\"><div class=\"fusion-title-heading title-heading-left title-heading-tag\" style=\"font-family:var(--awb-typography3-font-family);font-weight:var(--awb-typography3-font-weight);font-style:var(--awb-typography3-font-style);margin:0;letter-spacing:var(--awb-typography3-letter-spacing);text-transform:var(--awb-typography3-text-transform);font-size:1em;line-height:var(--awb-typography3-line-height);\"><a href=\"https:\/\/silex-app.com\/univers-des-achats\/categorie-maitriser-son-sourcing\/\" class=\"awb-custom-text-color awb-custom-text-hover-color\" target=\"_blank\"><\/a><\/div><\/div><\/div><\/div><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-2 fusion_builder_column_1_5 1_5 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:20%;--awb-margin-top-large:0px;--awb-spacing-right-large:9.6%;--awb-margin-bottom-large:0px;--awb-spacing-left-large:9.6%;--awb-width-medium:20%;--awb-order-medium:0;--awb-spacing-right-medium:9.6%;--awb-spacing-left-medium:9.6%;--awb-width-small:100%;--awb-order-small:0;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-title title fusion-title-5 fusion-sep-none fusion-title-text fusion-title-size-div\" style=\"--awb-text-color:var(--awb-color6);--awb-font-size:var(--awb-typography5-font-size);\"><div class=\"fusion-title-heading title-heading-left title-heading-tag\" style=\"font-family:var(--awb-typography5-font-family);font-weight:var(--awb-typography5-font-weight);font-style:var(--awb-typography5-font-style);margin:0;letter-spacing:var(--awb-typography5-letter-spacing);text-transform:var(--awb-typography5-text-transform);font-size:1em;line-height:var(--awb-typography5-line-height);\">Date :<\/div><\/div><div class=\"fusion-title title fusion-title-6 fusion-sep-none fusion-title-text fusion-title-size-div\" style=\"--awb-text-color:var(--awb-color8);--awb-margin-top:-5px;--awb-font-size:var(--awb-typography3-font-size);\"><div class=\"fusion-title-heading title-heading-left title-heading-tag\" style=\"font-family:var(--awb-typography3-font-family);font-weight:var(--awb-typography3-font-weight);font-style:var(--awb-typography3-font-style);margin:0;letter-spacing:var(--awb-typography3-letter-spacing);text-transform:var(--awb-typography3-text-transform);font-size:1em;line-height:var(--awb-typography3-line-height);\">02\/02\/2023<\/div><\/div><\/div><\/div><\/div><\/div><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-2 fusion-flex-container has-pattern-background has-mask-background nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-content-wrap\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-3 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:0%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:0%;--awb-width-medium:100%;--awb-order-medium:0;--awb-spacing-right-medium:0%;--awb-spacing-left-medium:0%;--awb-width-small:100%;--awb-order-small:0;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-1\"><p>Consacr\u00e9 dans la r\u00e9forme de la commande publique mise en vigueur le 1er avril 2016, le sourcing, ou sour\u00e7age en fran\u00e7ais, est devenu une \u00e9tape incontournable pour pr\u00e9parer la passation des march\u00e9s publics. L\u2019utilisation du sourcing en march\u00e9s publics vise \u00e0 \u00e9largir la concurrence et \u00e0 am\u00e9liorer la connaissance du march\u00e9 fournisseurs. Cependant, cette pratique reste encadr\u00e9e pour respecter les principes de la commande publique, notamment la libert\u00e9 d\u2019acc\u00e8s des op\u00e9rateurs \u00e9conomiques aux march\u00e9s publics et l\u2019\u00e9galit\u00e9 de traitement entre les candidats.<\/p>\n<\/div><\/div><\/div><\/div><\/div><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-3 fusion-flex-container has-pattern-background has-mask-background nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-margin-top:25px;--awb-margin-bottom:25px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-content-wrap\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-4 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:0%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:0%;--awb-width-medium:100%;--awb-order-medium:0;--awb-spacing-right-medium:0%;--awb-spacing-left-medium:0%;--awb-width-small:100%;--awb-order-small:0;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-2\"><h2>Les enjeux du sourcing dans la commande publique<\/h2>\n<h3>Contexte r\u00e9glementaire et d\u00e9finition du sourcing<\/h3>\n<p>Le sourcing n\u2019a pas toujours \u00e9t\u00e9 une pratique courante dans les achats publics. Il a longtemps entra\u00een\u00e9 certaines craintes, comme celle de fausser la concurrence et le principe d\u2019\u00e9galit\u00e9 de traitement en transmettant des informations aux candidats. Depuis, la situation a chang\u00e9 et le sourcing fournisseurs est dor\u00e9navant encourag\u00e9 pour <strong>pr\u00e9parer le lancement de proc\u00e9dures dans les march\u00e9s publics<\/strong>. La <a href=\"https:\/\/silex-app.com\/sourcing-fournisseurs\/\" target=\"_blank\" rel=\"noopener\">pratique du sourcing<\/a> s\u2019installe peu \u00e0 peu dans la commande publique, et les organisations achats les plus matures l\u2019ont d\u00e9j\u00e0 mis en place de mani\u00e8re quasi syst\u00e9matique.<\/p>\n<p>Mais en quoi consiste exactement le sourcing dans les march\u00e9s publics ? Selon la <strong>d\u00e9finition de la direction des Achats de l\u2019Etat (DAE)<\/strong>, le sourcing op\u00e9rationnel dans les march\u00e9s publics offre aux acheteurs publics la possibilit\u00e9 \u00ab d\u2019effectuer des consultations ou r\u00e9aliser des \u00e9tudes de march\u00e9, de solliciter des avis ou d\u2019informer les op\u00e9rateurs \u00e9conomiques du projet et de ses exigences \u00bb.<\/p>\n<h3>Avantages et objectifs du sourcing dans les achats publics<\/h3>\n<p>R\u00e9alis\u00e9 en amont du projet d\u2019achat, le sourcing permet d\u2019<strong>am\u00e9liorer la connaissance du march\u00e9<\/strong> afin de rapprocher l\u2019expression du besoin des capacit\u00e9s des fournisseurs. Cette pratique peut permettre d\u2019<strong>\u00e9viter les appels d\u2019offres infructueux<\/strong> et g\u00e9n\u00e9rer une \u00e9mulation des op\u00e9rateurs \u00e9conomiques autour des march\u00e9s publics. Voici les principaux objectifs du sourcing dans les achats publics :<\/p>\n<ul>\n<li><strong>d\u00e9finir son besoin<\/strong> de mani\u00e8re plus pr\u00e9cise pour adapter sa strat\u00e9gie d\u2019achat ;<\/li>\n<li><strong>conna\u00eetre les opportunit\u00e9s<\/strong> du march\u00e9 et identifier tous les acteurs susceptibles de r\u00e9pondre aux besoins, dont les nouveaux entrants ;<\/li>\n<li><strong>communiquer son besoin<\/strong> aux op\u00e9rateurs \u00e9conomiques et leur donner envie de r\u00e9pondre \u00e0 travers des actions de marketing achat ;<\/li>\n<li><strong>am\u00e9liorer la concurrence<\/strong> en incitant les fournisseurs \u00e0 r\u00e9pondre et en levant les contraintes, notamment techniques, qui pourraient emp\u00eacher certains fournisseurs de r\u00e9pondre \u00e0 la consultation.<\/li>\n<\/ul>\n<p>Par ailleurs, la commande publique a \u00e9galement des objectifs de performance \u00e9conomique et peut utiliser le sourcing comme un <a href=\"https:\/\/silex-app.com\/comment-reduire-couts-achats-sourcing\/\" target=\"_blank\" rel=\"noopener noreferrer\">levier pour r\u00e9duire ses co\u00fbts d&#8217;achats<\/a>.<\/p>\n<p>La commande publique est de plus en plus soumise \u00e0 de nouvelles obligations pour d\u00e9velopper un achat public durable et socialement responsable (Spaser, clauses sociales et environnementales, Loi Agec), et les acheteurs publics ont besoin de moyen pour les mettre en \u0153uvre. Le sourcing est un excellent levier pour d\u00e9velopper sa politique d&#8217;achats responsables en facilitant l&#8217;identification d&#8217;acteurs pouvant r\u00e9pondre \u00e0 ce type de crit\u00e8res.<\/p>\n<p>Pour am\u00e9liorer l&#8217;efficacit\u00e9 de votre d\u00e9marche de sourcing, vous pouvez vous r\u00e9f\u00e9rer au guide consacr\u00e9 au sourcing op\u00e9rationnel dans l\u2019achat public de la DAE. Ce guide propose \u00e9galement une bo\u00eete \u00e0 outils dans laquelle les acheteurs pourront piocher lors de leur proc\u00e9dure. Nous vous donnons ici quelques conseils et les \u00e9tapes \u00e0 suivre pour mettre en place <a href=\"https:\/\/silex-app.com\/methode-sourcing-fournisseurs\/\" target=\"_blank\" rel=\"noopener\">une m\u00e9thode efficace<\/a> pour r\u00e9aliser votre sourcing fournisseurs.<\/p>\n<\/div><\/div><\/div><\/div><\/div><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-4 fusion-flex-container has-pattern-background has-mask-background nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:10px;--awb-border-radius-top-right:10px;--awb-border-radius-bottom-right:10px;--awb-border-radius-bottom-left:10px;--awb-overflow:hidden;--awb-background-color:var(--awb-color2);--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-center fusion-flex-justify-content-center fusion-flex-content-wrap\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-5 fusion_builder_column_2_3 2_3 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:66.666666666667%;--awb-margin-top-large:20px;--awb-spacing-right-large:2.88%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:2.88%;--awb-width-medium:66.666666666667%;--awb-order-medium:0;--awb-spacing-right-medium:2.88%;--awb-spacing-left-medium:2.88%;--awb-width-small:100%;--awb-order-small:0;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-title title fusion-title-7 fusion-sep-none fusion-title-text fusion-title-size-four\" style=\"--awb-text-color:var(--awb-color8);\"><h4 class=\"fusion-title-heading title-heading-left\" style=\"margin:0;\">Achats responsables : comment transformer les ambitions en actions ?<\/h4><\/div><div style=\"text-align:left;\"><a class=\"fusion-button button-flat fusion-button-default-size button-custom fusion-button-default button-1 fusion-button-default-span fusion-button-default-type\" style=\"--button_accent_color:var(--awb-color4);--button_border_color:var(--awb-color4);--button_accent_hover_color:var(--awb-color1);--button_border_hover_color:var(--awb-color1);--button_gradient_top_color:hsla(var(--awb-color4-h),var(--awb-color4-s),var(--awb-color4-l),calc(var(--awb-color4-a) - 80%));--button_gradient_bottom_color:hsla(var(--awb-color4-h),var(--awb-color4-s),var(--awb-color4-l),calc(var(--awb-color4-a) - 80%));--button_gradient_top_color_hover:var(--awb-color4);--button_gradient_bottom_color_hover:var(--awb-color4);\" target=\"_blank\" rel=\"noopener noreferrer\" href=\"https:\/\/resources.silex-app.com\/fr\/guide-achats-responsables-2022?utm_source=BlogSEO\"><span class=\"fusion-button-text awb-button__text awb-button__text--default\">T\u00e9l\u00e9charger le livre blanc<\/span><\/a><\/div><\/div><\/div><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-6 fusion_builder_column_1_3 1_3 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:33.333333333333%;--awb-margin-top-large:0px;--awb-spacing-right-large:0%;--awb-margin-bottom-large:0px;--awb-spacing-left-large:0%;--awb-width-medium:33.333333333333%;--awb-order-medium:0;--awb-spacing-right-medium:0%;--awb-spacing-left-medium:0%;--awb-width-small:100%;--awb-order-small:0;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-center fusion-content-layout-column\"><div class=\"fusion-image-element \" style=\"--awb-caption-title-font-family:var(--h2_typography-font-family);--awb-caption-title-font-weight:var(--h2_typography-font-weight);--awb-caption-title-font-style:var(--h2_typography-font-style);--awb-caption-title-size:var(--h2_typography-font-size);--awb-caption-title-transform:var(--h2_typography-text-transform);--awb-caption-title-line-height:var(--h2_typography-line-height);--awb-caption-title-letter-spacing:var(--h2_typography-letter-spacing);\"><span class=\" fusion-imageframe imageframe-none imageframe-1 hover-type-none\"><img decoding=\"async\" width=\"1282\" height=\"789\" title=\"rse-whitepaper-3\" src=\"https:\/\/silex-app.com\/wp-content\/uploads\/2023\/04\/rse-whitepaper-3.png\" data-orig-src=\"https:\/\/silex-app.com\/wp-content\/uploads\/2023\/04\/rse-whitepaper-3.png\" alt class=\"lazyload img-responsive wp-image-8098\" srcset=\"data:image\/svg+xml,%3Csvg%20xmlns%3D%27http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg%27%20width%3D%271282%27%20height%3D%27789%27%20viewBox%3D%270%200%201282%20789%27%3E%3Crect%20width%3D%271282%27%20height%3D%27789%27%20fill-opacity%3D%220%22%2F%3E%3C%2Fsvg%3E\" data-srcset=\"https:\/\/silex-app.com\/wp-content\/uploads\/2023\/04\/rse-whitepaper-3-200x123.png 200w, https:\/\/silex-app.com\/wp-content\/uploads\/2023\/04\/rse-whitepaper-3-400x246.png 400w, https:\/\/silex-app.com\/wp-content\/uploads\/2023\/04\/rse-whitepaper-3-600x369.png 600w, https:\/\/silex-app.com\/wp-content\/uploads\/2023\/04\/rse-whitepaper-3-800x492.png 800w, https:\/\/silex-app.com\/wp-content\/uploads\/2023\/04\/rse-whitepaper-3-1200x739.png 1200w, https:\/\/silex-app.com\/wp-content\/uploads\/2023\/04\/rse-whitepaper-3.png 1282w\" data-sizes=\"auto\" data-orig-sizes=\"(max-width: 640px) 100vw, 600px\" \/><\/span><\/div><\/div><\/div><\/div><\/div><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-5 fusion-flex-container has-pattern-background has-mask-background nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-margin-top:25px;--awb-margin-bottom:25px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-content-wrap\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-7 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:0%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:0%;--awb-width-medium:100%;--awb-order-medium:0;--awb-spacing-right-medium:0%;--awb-spacing-left-medium:0%;--awb-width-small:100%;--awb-order-small:0;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-3\"><h2>Comment r\u00e9aliser son sourcing pour pr\u00e9parer une passation de march\u00e9 public ?<\/h2>\n<p>Voici les recommandations de la DAE pour pratiquer le sourcing dans les march\u00e9s publics, que nous avons ici simplifi\u00e9 en 5 grandes \u00e9tapes.<\/p>\n<h3><strong>1. Veille strat\u00e9gique pour identifier les acteurs du march\u00e9<\/strong><\/h3>\n<p>La premi\u00e8re \u00e9tape du sourcing op\u00e9rationnel consiste \u00e0 r\u00e9aliser une <strong>veille sur le march\u00e9<\/strong> et d\u2019\u00e9tablir un \u00e9tat de l\u2019art pour comprendre l\u2019offre disponible et la mani\u00e8re dont le march\u00e9 est structur\u00e9, ainsi que les rapports de force entre fournisseurs. Gr\u00e2ce \u00e0 cette veille, l\u2019acheteur pourra d\u00e9finir les premi\u00e8res orientations strat\u00e9giques de sa politique d\u2019achat, ce qui lui permettra \u00e9galement d\u2019identifier les axes sur lesquels travailler pour rendre son march\u00e9 attractif.<\/p>\n<p>La veille doit de pr\u00e9f\u00e9rence \u00eatre r\u00e9alis\u00e9e plusieurs mois avant le lancement de la consultation. L\u2019acheteur identifie les acteurs qui la composent et leur positionnement sur le march\u00e9. On les s\u00e9pare g\u00e9n\u00e9ralement en trois cat\u00e9gories :<\/p>\n<ul>\n<li><strong>leader du march\u00e9 <\/strong>;<\/li>\n<li><strong>acteurs innovants<\/strong> ;<\/li>\n<li><strong>challengers et nouveaux entrants.<\/strong><\/li>\n<\/ul>\n<p>La strat\u00e9gie et les objectifs peuvent \u00e9galement d\u00e9couler de cette veille. Si la strat\u00e9gie d\u2019achat se tourne vers un<strong> achat innovant<\/strong>, par exemple, et qu\u2019il n\u2019y a qu\u2019un seul fournisseur pour r\u00e9pondre au besoin, la mise en concurrence serait alors inutile.<\/p>\n<p>Pour compl\u00e9ter sa veille, la DAE recommande \u00e9galement de proc\u00e9der \u00e0 un<strong> parangonnage ou \u00ab benchmark \u00bb<\/strong> qui consiste \u00e0 rencontrer des organisations aux besoins comparables ou des clients des fournisseurs potentiels identifi\u00e9s. Ces rencontres sont l\u2019occasion d\u2019\u00e9changer autour des bonnes pratiques et probl\u00e9matiques pouvant \u00e9ventuellement surgir, mais aussi de comprendre quels sont les avantages et inconv\u00e9nients des strat\u00e9gies d\u2019achats adopt\u00e9es.<\/p>\n<h3>2. S\u00e9lection du panel fournisseur \u00e0 rencontrer<\/h3>\n<p>Apr\u00e8s avoir recueilli et analys\u00e9 le besoin aupr\u00e8s du prescripteur et r\u00e9alis\u00e9 sa veille, l\u2019acheteur peut <a href=\"https:\/\/silex-app.com\/criteres-selection-fournisseurs\/\" target=\"_blank\" rel=\"noopener\">s\u00e9lectionner des fournisseurs<\/a> \u00e0 rencontrer. Pour cr\u00e9er un panel vari\u00e9 et repr\u00e9sentatif de l\u2019ensemble de l\u2019offre, l&#8217;acheteur peut <a href=\"https:\/\/silex-app.com\/comment-choisir-ses-fournisseurs\/\" target=\"_blank\" rel=\"noopener noreferrer\">choisir des fournisseurs et des structures<\/a> de taille et de nature diff\u00e9rente. Il peut inclure dans son panel des PME, des ETI, des grands groupes, mais aussi des entreprises du secteur de l\u2019\u00e9conomie sociale et solidaire ou de l\u2019insertion lorsque le march\u00e9 s\u2019y pr\u00eate, par exemple.<\/p>\n<p>Si des structures pertinentes ont d\u00e9j\u00e0 \u00e9t\u00e9 rep\u00e9r\u00e9es lors de la phase de veille, en raison de leur caract\u00e8re innovant ou autre, celles-ci doivent \u00e9galement \u00eatre int\u00e9gr\u00e9es. D\u2019autres acteurs du march\u00e9 intervenant sur la cha\u00eene d\u2019approvisionnement peuvent \u00e9galement faire partie du panel (distributeurs, constructeurs, producteurs\u2026)<\/p>\n<p>En ce qui concerne les achats complexes, il peut \u00eatre utile de lancer \u00e0 un <strong>appel \u00e0 comp\u00e9tences<\/strong> en communiquant les grands axes du projet d\u2019achat. L\u2019objectif est de recueillir des informations compl\u00e9mentaires pour commencer \u00e0 analyser le march\u00e9 et identifier d\u2019autres fournisseurs potentiels pour \u00e9largir le panel.<\/p>\n<\/div><\/div><\/div><\/div><\/div><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-6 fusion-flex-container has-pattern-background has-mask-background nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:10px;--awb-border-radius-top-right:10px;--awb-border-radius-bottom-right:10px;--awb-border-radius-bottom-left:10px;--awb-overflow:hidden;--awb-background-color:var(--awb-color5);--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-center fusion-flex-justify-content-center fusion-flex-content-wrap\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-8 fusion_builder_column_3_5 3_5 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:60%;--awb-margin-top-large:0px;--awb-spacing-right-large:3.2%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:3.2%;--awb-width-medium:60%;--awb-order-medium:0;--awb-spacing-right-medium:3.2%;--awb-spacing-left-medium:3.2%;--awb-width-small:100%;--awb-order-small:0;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-center fusion-content-layout-column\"><div class=\"fusion-title title fusion-title-8 fusion-sep-none fusion-title-text fusion-title-size-three\" style=\"--awb-text-color:var(--awb-color1);\"><h3 class=\"fusion-title-heading title-heading-left\" style=\"margin:0;\">Identifiez jusqu\u2019\u00e0 2x plus de fournisseurs potentiels par sourcing<\/h3><\/div><div class=\"fusion-text fusion-text-4\"><p style=\"color: var(--awb-color1);\">Silex acc\u00e9l\u00e8re et simplifie le processus de sourcing pour g\u00e9n\u00e9rer plus de performance Achats<\/p>\n<\/div><\/div><\/div><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-9 fusion_builder_column_2_5 2_5 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:40%;--awb-margin-top-large:0px;--awb-spacing-right-large:4.8%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:4.8%;--awb-width-medium:40%;--awb-order-medium:0;--awb-spacing-right-medium:4.8%;--awb-spacing-left-medium:4.8%;--awb-width-small:100%;--awb-order-small:0;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div style=\"text-align:center;\"><a class=\"fusion-button button-flat fusion-button-default-size button-custom fusion-button-default button-2 fusion-button-default-span fusion-button-default-type\" style=\"--button_accent_color:var(--awb-color1);--button_accent_hover_color:var(--awb-color4);--button_border_hover_color:var(--awb-color4);--button_gradient_top_color:var(--awb-color4);--button_gradient_bottom_color:var(--awb-color4);--button_gradient_top_color_hover:var(--awb-color1);--button_gradient_bottom_color_hover:var(--awb-color1);\" target=\"_blank\" rel=\"noopener noreferrer\" href=\"#\" data-toggle=\"modal\" data-target=\".fusion-modal.modaldemoform1\"><span class=\"fusion-button-text awb-button__text awb-button__text--default\">Demander une d\u00e9mo<\/span><\/a><\/div><\/div><\/div><\/div><\/div><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-7 fusion-flex-container has-pattern-background has-mask-background nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-margin-top:25px;--awb-margin-bottom:25px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-content-wrap\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-10 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:0%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:0%;--awb-width-medium:100%;--awb-order-medium:0;--awb-spacing-right-medium:0%;--awb-spacing-left-medium:0%;--awb-width-small:100%;--awb-order-small:0;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-5\"><h3>3. Proposition du panel aux prescripteurs et cadrage des \u00e9changes<\/h3>\n<p>Avant d\u2019organiser les rencontres avec les fournisseurs, l\u2019acheteur peut proposer son panel au prescripteur et s\u2019appuyer sur son expertise m\u00e9tier pour \u00e9laborer le questionnaire afin d\u2019orienter les \u00e9changes dans le bon sens. Il faut alors convenir des informations qui doivent \u00eatre obtenues et des questions \u00e0 poser \u00e0 chaque fournisseur :<\/p>\n<ul>\n<li>chiffre d\u2019affaires<\/li>\n<li>effectifs<\/li>\n<li>r\u00e9sultats<\/li>\n<li>capacit\u00e9s d\u2019innovation<\/li>\n<li>strat\u00e9gie de commercialisation<\/li>\n<li>sp\u00e9cificit\u00e9s techniques<\/li>\n<li>etc.<\/li>\n<\/ul>\n<h3>4. Organisation et d\u00e9roulement des \u00e9changes<\/h3>\n<p>Les \u00e9changes doivent \u00eatre orient\u00e9s vers le besoin. Acheteur et prescripteur doivent donc en avoir saisi les principaux enjeux. Les informations recueillies doivent permettre d\u2019adapter la strat\u00e9gie d\u2019achat pour que l\u2019offre et la demande puissent co\u00efncider et permettre \u00e0 davantage de fournisseurs potentiels de r\u00e9pondre \u00e0 la consultation. Ces \u00e9changes ne visent pas \u00e0 \u00e9couter des pr\u00e9sentations commerciales mais \u00e0 <strong>\u00e9valuer le potentiel des fournisseurs<\/strong> \u00e0 r\u00e9pondre aux besoins et<strong> comprendre les contraintes<\/strong> qui pourraient peser sur leur participation \u00e0 la consultation.<\/p>\n<p>L\u2019acheteur doit consacrer le m\u00eame temps \u00e0 chaque fournisseur rencontr\u00e9 et veiller \u00e0 r\u00e9v\u00e9ler le m\u00eame niveau d\u2019information \u00e0 chacun. Afin d\u2019assurer la transparence et la tra\u00e7abilit\u00e9 des \u00e9changes, il faut \u00e9galement produire un compte rendu de chaque entretien.<\/p>\n<h3>5. Exploitation des r\u00e9sultats pour rapprocher l\u2019expression du besoin du march\u00e9 fournisseur<\/h3>\n<p>Les \u00e9l\u00e9ments recueillis vont permettre d\u2019analyser \u00e0 nouveau le besoin et de d\u00e9finir d\u00e9finitivement le cahier des charges avant le lancement de la consultation. Cette \u00e9tape permet d\u2019identifier et d\u2019analyser :<\/p>\n<ul>\n<li>les co\u00fbts et contraintes qui pourraient freiner certains op\u00e9rateurs \u00e9conomiques \u00e0 r\u00e9pondre et qui pourraient \u00eatre lev\u00e9s ;<\/li>\n<li>les facteurs de risques li\u00e9s aux fournisseurs (sant\u00e9 financi\u00e8re, risque d\u2019approvisionnement, risque de litige, propri\u00e9t\u00e9 intellectuelle) ;<\/li>\n<li>le <a href=\"https:\/\/silex-app.com\/comment-sourcing-developpe-innovation\/\" target=\"_blank\" rel=\"noopener noreferrer\">potentiel d\u2019innovation du march\u00e9<\/a> sur ce segment.<\/li>\n<\/ul>\n<p>Le besoin doit \u00eatre r\u00e9\u00e9valu\u00e9 en prenant en compte les nouveaux \u00e9l\u00e9ments disponibles, et notamment les \u00e9l\u00e9ments qui freinent les candidatures ou bien ceux qui pourraient \u00eatre int\u00e9gr\u00e9s \u00e0 la d\u00e9finition du besoin :<\/p>\n<ul>\n<li>les contraintes qui engendrent des co\u00fbts suppl\u00e9mentaires chez les fournisseurs ;;<\/li>\n<li>les innovations technologiques ou organisationnelles ;<\/li>\n<li>les \u00e9l\u00e9ments innovants ou les proc\u00e9d\u00e9s participant \u00e0 l\u2019am\u00e9lioration de la performance environnementale qui n\u2019ont pas encore \u00e9t\u00e9 int\u00e9gr\u00e9s au projet d\u2019achat ;<\/li>\n<li>les \u00e9l\u00e9ments, comme la part de main-d\u2019\u0153uvre, qui permettent d\u2019int\u00e9grer des crit\u00e8res d\u2019insertion sociale au march\u00e9.<\/li>\n<\/ul>\n<h2>Les erreurs \u00e0 \u00e9viter pour r\u00e9ussir son sourcing<\/h2>\n<p>Le sourcing est fortement recommand\u00e9 pour am\u00e9liorer la performance de l\u2019achat public, mais il doit ob\u00e9ir \u00e0 certaines r\u00e8gles pour respecter les principes de la commande publique. Tous les candidats doivent recevoir le m\u00eame niveau d\u2019information. Cela veut dire que si vous avez partag\u00e9 certaines informations \u00e0 un fournisseur lors d\u2019un entretien, les autres doivent \u00e9galement la recevoir.<\/p>\n<p>Par ailleurs, certaines informations ne doivent pas \u00eatre divulgu\u00e9es. Seuls les \u00e9l\u00e9ments permettant de comprendre le besoin de l\u2019organisation et les grandes lignes du projet d\u2019achats peuvent \u00eatre r\u00e9v\u00e9l\u00e9s. Elles comprennent notamment :<\/p>\n<ul>\n<li>volum\u00e9trie (quantit\u00e9, budget) ;<\/li>\n<li>dur\u00e9e du projet ;<\/li>\n<li>calendrier pr\u00e9visionnel ;<\/li>\n<li>p\u00e9rim\u00e8tre g\u00e9ographique ;<\/li>\n<li>etc.<\/li>\n<\/ul>\n<p>L\u2019acheteur public doit consacrer le m\u00eame temps \u00e0 chaque candidat. Si un fournisseur demande \u00e0 le rencontrer, l\u2019acheteur peut accepter mais en veillant \u00e0 respecter le principe d\u2019\u00e9galit\u00e9 entre les diff\u00e9rents concurrents. Par ailleurs, la tra\u00e7abilit\u00e9 des \u00e9changes est \u00e9galement indispensable pour assurer la transparence de la proc\u00e9dure et une trace \u00e9crite devra \u00eatre conserv\u00e9e apr\u00e8s chaque entretien.<\/p>\n<p>Pour finir, au moment de r\u00e9aliser sa proc\u00e9dure de passation de march\u00e9, l\u2019acheteur ne doit pas favoriser un candidat en raison de sp\u00e9cificit\u00e9s et d\u2019exigences techniques qu\u2019il serait le seul \u00e0 pouvoir remplir.<\/p>\n<p><strong>Sources<\/strong> :<\/p>\n<ul>\n<li>Guide du sourcing de l\u2019achat public &#8211; Le sourcing op\u00e9rationnel, DAE, mars 2019<\/li>\n<li><a href=\"https:\/\/www.economie.gouv.fr\/apie\/lapie-contribue-au-guide-sourcing-dans-lachat-public\" target=\"_blank\" rel=\"noopener\">https:\/\/www.economie.gouv.fr\/apie\/lapie-contribue-au-guide-sourcing-dans-lachat-public<\/a><\/li>\n<li><a href=\"https:\/\/www.lagazettedescommunes.com\/554207\/pratiquer-le-sourcing-dans-les-marches-publics-en-5-etapes\/\" target=\"_blank\" rel=\"noopener\">https:\/\/www.lagazettedescommunes.com\/554207\/pratiquer-le-sourcing-dans-les-marches-publics-en-5-etapes\/<\/a><\/li>\n<li><a href=\"https:\/\/www.decision-achats.fr\/Thematique\/achats-publics-1230\/Breves\/La-reticence-des-achats-publics-au-sourcing-374438.htm\" target=\"_blank\" rel=\"noopener\">https:\/\/www.decision-achats.fr\/Thematique\/achats-publics-1230\/Breves\/La-reticence-des-achats-publics-au-sourcing-374438.htm<\/a><\/li>\n<\/ul>\n<\/div><\/div><\/div><\/div><\/div><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Le sourcing permet de pr\u00e9parer et faciliter la passation des march\u00e9s publics. Comment le mettre en place ? Quelles sont les \u00e9tapes cl\u00e9s ?<\/p>\n","protected":false},"author":215935304,"featured_media":7371,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2}},"categories":[1540],"tags":[1543],"class_list":["post-7368","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-maitriser-son-sourcing","tag-maitriser-son-sourcing"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sourcing dans les march\u00e9s publics : guide, bonnes pratiques<\/title>\n<meta name=\"description\" content=\"Le sourcing permet de pr\u00e9parer et faciliter la passation des march\u00e9s publics. 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