In the world of communication—and especially in the events industry—there is one particular moment that can both unite and unsettle an agency: the call for tenders. To win exciting new projects, we are asked to respond with conviction, showcasing our ability to deliver and to meet our clients’ needs better than anyone else.
Responding to a call for tenders often means developing strategic thinking and creative proposals, which requires the mobilisation of significant resources. For many years now, the lack of compensation for this work—often produced under tight deadlines—has been a source of debate. Some argue that it’s simply “part of the game,” but is it always worth the effort?
This is precisely the question addressed by La Filière Communication, the professional association representing our industry ecosystem. With the support of the public sector, it has developed a Guide that marks a real turning point—one that signals a positive transformation of a commercial practice that clearly deserves to be rethought.
The Guide—what is it exactly?
A set of guidelines designed to promote more responsible and attractive procurement processes.
This 24-page document (available here) aims to encourage calls for tenders that are both more ethical and more effective, taking into account the expectations of clients—and of agencies—within a genuine win-win approach.
The Guide addresses all the key issues: how to pre-select candidates, how to compensate them (including dedicated calculation methods), how to manage copyright, pricing, and timelines.
Public sector organisations have also committed to promoting these principles among buyers, communication managers, and all stakeholders involved in the industry.
Why does this matter so much to us?
This is not about squeezing out a few extra euros. More responsible calls for tenders make a real difference. Impact assessments show that a responsibly managed tender process can reduce the economic cost borne by candidate companies by up to 95%, and cut the associated carbon footprint by around 70%.
It is essential that the framework of a call for tenders reflects the shared responsibility commitments we have with our clients. Clarifying compensation helps eliminate ambiguity and steers us towards greater transparency and quality. This guide sends a very positive signal for growing—together.
Aurélie Vitre – Co-Managing Director, Live&co
All of this without increasing the financial burden on the buyer—
and while maximising the chances of working with the best possible partner.
Yes, the publication of this Guide is truly good news. A call for tenders is an opportunity to showcase the very best we have to offer. And that represents work—sometimes a lot of work.
Recognising its value simply feels natural.
