Bio: Tony is Founder and CEO of TenderScout, a Software as a Service (SaaS) that qualifies government contracting opportunities for small-medium businesses, saving them time trawling through tender alert lists and figuring out their prospects of winning.

Starting out with IBM, Tony then set up a consultancy company and worked on hundreds of competitive procurements. He has become a leading advocate for “smart” SME business strategies.


How machine learning can be used to even the playing field for smaller companies so that they can win government contracts.

Globally, tenders are worth $3.1 trillion. Quite simply, government contracts are the largest sales pipeline on the planet. Only 10% of SMEs globally, however, compete for these opportunities.

The low level of participation among SMEs in tendering is due to a belief that only large corporates win government contracts. But they can compete successfully for tenders if they use data to qualify sales leads and treat tendering as a process. TenderScout has developed techniques to help smaller companies compete and provides tactical advice, using machine learning. They are on track to help SMEs win €200m worth of public contracts this year.

Takeaway: Attendees will learn how to increase their likelihood of winning by setting up a tender library and expertly qualifying tender leads.