The Porsche Principle: Whoever understands the rulebook wins the race – and the tender
Porsche won races not only on the track but at the desk: through the most precise understanding of the rulebook. Public procurement follows the same logic – the rules are set before the race begins. Those who understand and shape them early start from the front row.
Why does a racing team win?
Rarely because the car is 10 km/h faster. Usually because the team understands the rulebook better than the competition – and uses every gap, every bidder question, every detail to its advantage. Porsche turned this into a science at Le Mans.
Public tenders work the same way. Those who merely “process” suitability criteria, award criteria and bidder questions fall behind. Those who read them like a rulebook shape the race.
What you will take away
Read award criteria like a race engineer
How to evaluate suitability and award criteria systematically – and derive your bid strategy from them.
Bidder questions as a strategic tool
Question and influence criteria instead of just working through formalities.
When a bid is worth it
Bid/no-bid decision in 10 minutes – and when to skip the race.
Agenda
45 minutes + Q&A – compact and practical.
- 01
Reading the rulebook
Evaluate suitability and award criteria systematically.
- 02
Bidder questions as a strategic tool
Question and influence criteria.
- 03
Choosing your races
Bid/no-bid decision in 10 minutes.
- 04
Live: procuris in action
How procuris automatically summarizes criteria and documents.
Who is this webinar for?
For executives, sales and bid teams of SMEs that want to win public contracts. Free – all registrants receive the recording.
- Date
- October 24, 2026 · 15:30–16:15 Berlin time
- Duration
- 45 min + Q&A
- Format
- Live webinar
- Price
- Free