📈 Marketing · Sales
Entering the B2G Public Procurement Market
A public procurement market worth KRW 100 (≈ US$1)+ trillion a year, and you can’t get in because you don’t know the process — a 4-hour overview of the entire entry path, from KONEPS registration and qualification review scoring to industry-specific procurement differences and defense procurement
⏱ Training hours4 hours
🏢 FormatOn-site delivery · Customized design
👤 InstructorJohn Kim
✅ Key outcomeAdd a public sales channel to a revenue base concentrated in private transactions, securing a stable source of demand that is less exposed to economic swings
"Our product would work just fine for government agencies, but we don't know where to start." Public procurement is a huge B2G market worth around KRW 100 trillion (≈ US$74,816,699,100) a year, yet many small businesses stop at the door. The reason is not weak products. It is that they don't know the procedures. Most give up after staring at notices without answers to four questions: how to register as a bidder, which contract method applies to their product, how much to bid to win, and what penalties apply if something goes wrong. This 4-hour course treats public procurement as a way to open a new sales channel, not as legal commentary. We start with the structure of the public procurement market and how contracting agencies buy. Then we walk through the entry steps: KONEPS bidder registration, direct production verification, and goods listing. Next, we break down the scoring structure of the qualification review and the minimum winning bid rate from a calculation standpoint, and cover the items that earn points if you prepare them in advance, such as credibility bonus points. The core of the 4-hour format comes next. Goods, software, construction technology services, and facility construction each use entirely different review methods and preference schemes, so you need to learn the rules for your own industry separately. Defense procurement, run by the Defense Acquisition Program Administration, is yet another market, with its own system, registration procedure, and review framework, separate from KONEPS. Finally, we cover the cash flow of guarantees, advance payments, contract amount adjustments, and inspection and acceptance, as well as the risk of sanctions on improper contractors. Right after the session, participants can write down what their company should do first, and in what order, tailored to their industry.
Who is this course for?
This course is a good fit for practitioners and leaders at companies and institutions that need marketing and sales skills. We especially recommend it for organizations that want to understand how the public procurement market is structured and how e-procurement (KONEPS and Defense e-Procurement) works, and to map the whole process from bid notice to payment on one chart.
What will you learn?
- Understand the structure of the public procurement market and how e-procurement (KONEPS and the defense e-procurement system) works, and map the entire process on a single page, from bid notice to payment
- Distinguish open, limited, and designated competitive bidding and negotiated contracts, as well as lump-sum, unit-price, third-party unit-price, and multiple award schedule (MAS) contracts, to identify the track your company's products can enter
- Understand the four steps of bid eligibility registration and the procedures for direct production confirmation and product list number assignment in order, and estimate the preparation and lead time needed to get started
- Understand the scoring structure of the qualification review and what the minimum winning bid rate means, and shift your bidding decisions to calculating your company's passing score before you submit a bid
- Distinguish the review methods and preferential programs that vary by industry, such as software, construction technology services, and facility construction, and pinpoint the rules that apply to your industry
- Understand the separate registration system for defense procurement (D2B user registration, fingerprint security token, item registration) and how its bidding methods differ, and decide whether to enter
- Design the cash flow around guarantees, advance payments, contract amount adjustments, and inspection and acceptance, and manage contract default risks such as sanctions on improper contractors in advance
Curriculum
Module 1: Structure of the public procurement market — who buys what, and how (approx. 30 min)
- The scope of public procurement — purchases of goods, construction, and services by central and local governments, public corporations, and quasi-governmental institutions; what a KRW 100 (≈ US$1)+ trillion market really looks like
- The real reason small businesses cannot break in: not product strength but a lack of procedural information, and the market’s long-standing belief that it is difficult and that mistakes can become a business risk
- E-procurement structure — the separation of KONEPS (G2B) and Defense e-Procurement (D2B), and a process flow that runs from notice and bidding through contract and payment without face-to-face contact with the contracting agency
- The whole map on one page: bid notice → registration → bidding → winner selection → contract → delivery and inspection → payment → defect warranty
- National contracts vs. local government contracts: where the same product is judged by different standards depending on the applicable law
Module 2: Contract methods show where your company can enter (approx. 30 min)
- How the three competitive bidding types (open, restricted, designated) differ from non-competitive contracts — the pros and cons of each and where the advantage lies for you
- Two sides of limited competition: track record, construction capability, and regional requirements are entry barriers, but for companies that meet them they act as a shield that reduces competitors
- Structural differences between lump-sum and unit-price contracts, and between third-party unit-price contracts and Multiple Award Schedule (MAS) contracts — where to look if you want to be listed on the government shopping mall
- The threshold for non-competitive contracts — how different amount limits for general companies, women-owned businesses, and businesses owned by people with disabilities create real opportunities
- Build a checklist to determine which track your company’s products belong to (hands-on exercise)
Module 3: Entry in practice — KONEPS bidder eligibility registration and listing (approx. 35 min)
- Checking registration requirements: business registration certificate, industry-specific permits and licenses, and the rule of registering by business site (applications accepted year-round)
- Four registration steps: issue a universal certificate → apply for bidder eligibility registration → Public Procurement Service (PPS) eligibility check and approval → register the certificate, plus the fingerprint security token
- Completing the registration form: where applications are actually rejected, including supplied goods, manufactured goods, factory information, and bidding agent fields
- Registering as a goods “manufacturer” — how the direct production verification system works, from document review to site inspection, and where to find the detailed criteria for each product name
- Obtaining a goods list number (detailed product item number): why products not on the list cannot be bid on at all, and how to request one
- Where practitioners often get stuck — updating existing registration records when the company name or representative changes, adding or deleting certificates, and applying to change registered information
Module 4: Score, not price, wins the bid: how the qualification review works (approx. 40 min)
- Basic structure of the qualification review: performance capability (delivery record, financial condition, etc.) plus bid price score, and you win only if you clear the overall score threshold
- Misread the minimum winning-bid rate and you lose — the rate only holds if you score full marks on the other criteria, and the standard differs for small-value quotes, general goods, and SME-only competitive products
- The math to do before you bid — first calculate your company’s track record and financial scores, then work backward to set the price score you need (hands-on exercise)
- Build credibility bonus points ahead of time — employment, certification and social value items, preferences for women-owned and disability-owned businesses, and how the bonus cap works
- The competition system among small businesses and participation restrictions based on notified contract amounts: how to find the segments where you do not have to compete with large corporations
- Winner selection in tied-price bids, handling of re-bids and failed bids, and the items to check first in a tender notice
Module 5: How procurement differs by industry: finding the rules for your industry (approx. 35 min)
- Software: third-party unit-price contracts for commercial software and registration requirements for the comprehensive online shopping mall (quality and technology certifications and transaction track record), submitting proposals through the e-ordering system, and the opportunities that restrictions on large-company participation and split-order rules create for small software firms
- Construction technology services — types of services and the design competition method, the scoring structure of eligibility review, and how a new vendor can clear the financial-condition evaluation
- Facility construction — requirements for passing bidder pre-qualification (PQ); comprehensive review, comprehensive evaluation, and eligibility review award systems, which apply by project size; bidding restricted by track record; and qualified-bidder rosters
- Package, alternative, and technical proposal bids: tracks where companies compete on technology rather than price, and the conditions for participating
- What earns points differs by industry. We adjust the weight of this module in advance to match the participating companies' industries
Module 6: Entering defense procurement — another market, a separate gate (approx. 30 min)
- Why learn it separately — defense procurement, executed by the Defense Acquisition Program Administration (DAPA), is an independent market with a system and review framework separate from KONEPS
- Entry sequence: digital certificate and fingerprint security token → KONEPS vendor registration and approval → Defense e-Procurement (D2B) user registration → item registration → bid participation
- Fingerprint-verified e-bidding and the integrity contract system — what you need to have ready under the rules that prevent proxy bidding and collusion
- Bidding methods — how competitive bidding, public negotiated contracts and private negotiated contracts differ, and the requirements for each
- Defense spec checks and supplier production verification — if you can’t meet the spec you can’t bid, and the production and delivery process plan is a checkpoint after contract award
- The difference between eligibility review and contract performance capability review, and the criteria that separate companies that should enter defense procurement from those for whom it is still too early
Module 7: After the contract is signed — cash flow, risk and channel expansion (approx. 30 min)
- Deposit structure — how bid and contract deposits differ, whether a payment pledge can replace them, and the surcharge that applies if you have a sanction history
- Planning cash flow with advance payments: payout rules by contract amount bracket, plus the advance payment use plan and guarantee
- Contract amount adjustments: conditions for price-fluctuation adjustments, the permitted scope of changes to specifications and quantities, and what to write into the contract up front
- Delivery, inspection and acceptance, and invoicing: what you lose when payment is delayed, and why the option of split deliveries changes how fast you recover cash
- The biggest risk is unfair-bidder sanctions — how a sanction blocks not only bidding but also non-competitive contracts for its duration, the penalty-fee alternative, and the difference between contract rescission and termination
- Roadmap to new sales channels: Venture Nara for startups and venture firms, Excellent Procurement Product designation, and entering overseas procurement markets through G-PASS — followed by Q&A
Expected results / After the course
- Add public-sector sales to a revenue base built on private deals, and gain a steady source of demand that is less exposed to economic cycles
- Shift from bidding by gut feel after reading a notice to bidding only after calculating the passing score, cutting the cost of pointless bids
- Learn only the rules that actually apply to your industry — identify the entry requirements for your track: goods, software, services, construction, or defense
- An entry checklist you can act on right after the training — prepare registration, certification, and bonus-point items in advance to shorten the time to your first award
About the instructor
John KimInstructor John Kim, author of “B2B Marketing Design” and CEO of Nanum ConsultingView profile →
Related courses
We tailor this course to your company
From diagnosis to execution — Nanum Consulting
FAQ
Yes. This course is designed for companies that have never bid before. It covers what to do first and in what order rather than explaining statutory provisions, so no prior knowledge is needed. Companies that are already registered and bidding will get the most from Module 4 (eligibility review scoring), which drives win rates, and Module 5, which covers industry-specific rules.
Well suited to sales and marketing managers tasked with opening new channels, teams starting public-sector sales for the first time, and administrative staff who will handle bidding work. Registration, certification, and bonus-point items are often hard for a sales department to decide alone, so when sales and administrative staff attend together, roles are sorted out right after the training. When executives join, the decision on whether to enter the market gets faster.
Yes. Public procurement covers services and construction as well as goods, and in the 4-hour format a separate module (Module 5) covers the differences in review methods and preference schemes for software, construction technology services, and facility construction. If you tell us the participating companies' industries in advance, we increase the weight of the relevant track and keep the rest at overview level.
Defense procurement is a separate market with its own system, registration process, and review framework, distinct from KONEPS (Korea’s national e-procurement system). If you plan to enter it, you need to study it separately. Module 6 also covers how to tell whether your company should enter now or wait, so even if you have no immediate plans, it is worth understanding that the market exists and what it takes to get in. If your industry has no connection to defense procurement, that time is replaced with a deeper dive into Modules 4 and 5.
Yes. In a 2-hour format, we cover only five pillars: market structure, contract methods, registration practice, scoring design, and risk management, with industry differences and defense procurement mentioned at overview level. If you plan to actually start entering this market, we recommend the 4-hour format, which lets us go through industry-specific rules.
Yes. If you tell us in advance your product lines, sales scale, certifications held, and company type (SME, small business, women-owned, disability-owned, startup, etc.), we use in-session examples to show which contract track and participation restriction segment your company falls into and which bonus-point items to secure first. However, calculating bid prices for individual bids and providing legal advice are outside the scope of this training.
Entering the B2G Public Procurement Market
A public procurement market worth KRW 100 (≈ US$1)+ trillion a year, and you can’t get in because you don’t know the process — a 4-hour overview of the entire entry path, from KONEPS registration and qualification review scoring to industry-specific procurement differences and defense procurement
Training objectives
- Understand the structure of the public procurement market and how e-procurement (KONEPS and the defense e-procurement system) works, and map the entire process on a single page, from bid notice to payment
- Distinguish open, limited, and designated competitive bidding and negotiated contracts, as well as lump-sum, unit-price, third-party unit-price, and multiple award schedule (MAS) contracts, to identify the track your company's products can enter
- Understand the four steps of bid eligibility registration and the procedures for direct production confirmation and product list number assignment in order, and estimate the preparation and lead time needed to get started
- Understand the scoring structure of the qualification review and what the minimum winning bid rate means, and shift your bidding decisions to calculating your company's passing score before you submit a bid
- Distinguish the review methods and preferential programs that vary by industry, such as software, construction technology services, and facility construction, and pinpoint the rules that apply to your industry
- Understand the separate registration system for defense procurement (D2B user registration, fingerprint security token, item registration) and how its bidding methods differ, and decide whether to enter
- Design the cash flow around guarantees, advance payments, contract amount adjustments, and inspection and acceptance, and manage contract default risks such as sanctions on improper contractors in advance
Expected results
- Add public-sector sales to a revenue base built on private deals, and gain a steady source of demand that is less exposed to economic cycles
- Shift from bidding by gut feel after reading a notice to bidding only after calculating the passing score, cutting the cost of pointless bids
- Learn only the rules that actually apply to your industry — identify the entry requirements for your track: goods, software, services, construction, or defense
- An entry checklist you can act on right after the training — prepare registration, certification, and bonus-point items in advance to shorten the time to your first award
Curriculum
Module 1Module 1: Structure of the public procurement market — who buys what, and how (approx. 30 min)
- The scope of public procurement — purchases of goods, construction, and services by central and local governments, public corporations, and quasi-governmental institutions; what a KRW 100 (≈ US$1)+ trillion market really looks like
- The real reason small businesses cannot break in: not product strength but a lack of procedural information, and the market’s long-standing belief that it is difficult and that mistakes can become a business risk
- E-procurement structure — the separation of KONEPS (G2B) and Defense e-Procurement (D2B), and a process flow that runs from notice and bidding through contract and payment without face-to-face contact with the contracting agency
- The whole map on one page: bid notice → registration → bidding → winner selection → contract → delivery and inspection → payment → defect warranty
- National contracts vs. local government contracts: where the same product is judged by different standards depending on the applicable law
Module 2Module 2: Contract methods show where your company can enter (approx. 30 min)
- How the three competitive bidding types (open, restricted, designated) differ from non-competitive contracts — the pros and cons of each and where the advantage lies for you
- Two sides of limited competition: track record, construction capability, and regional requirements are entry barriers, but for companies that meet them they act as a shield that reduces competitors
- Structural differences between lump-sum and unit-price contracts, and between third-party unit-price contracts and Multiple Award Schedule (MAS) contracts — where to look if you want to be listed on the government shopping mall
- The threshold for non-competitive contracts — how different amount limits for general companies, women-owned businesses, and businesses owned by people with disabilities create real opportunities
- Build a checklist to determine which track your company’s products belong to (hands-on exercise)
Module 3Module 3: Entry in practice — KONEPS bidder eligibility registration and listing (approx. 35 min)
- Checking registration requirements: business registration certificate, industry-specific permits and licenses, and the rule of registering by business site (applications accepted year-round)
- Four registration steps: issue a universal certificate → apply for bidder eligibility registration → Public Procurement Service (PPS) eligibility check and approval → register the certificate, plus the fingerprint security token
- Completing the registration form: where applications are actually rejected, including supplied goods, manufactured goods, factory information, and bidding agent fields
- Registering as a goods “manufacturer” — how the direct production verification system works, from document review to site inspection, and where to find the detailed criteria for each product name
- Obtaining a goods list number (detailed product item number): why products not on the list cannot be bid on at all, and how to request one
- Where practitioners often get stuck — updating existing registration records when the company name or representative changes, adding or deleting certificates, and applying to change registered information
Module 4Module 4: Score, not price, wins the bid: how the qualification review works (approx. 40 min)
- Basic structure of the qualification review: performance capability (delivery record, financial condition, etc.) plus bid price score, and you win only if you clear the overall score threshold
- Misread the minimum winning-bid rate and you lose — the rate only holds if you score full marks on the other criteria, and the standard differs for small-value quotes, general goods, and SME-only competitive products
- The math to do before you bid — first calculate your company’s track record and financial scores, then work backward to set the price score you need (hands-on exercise)
- Build credibility bonus points ahead of time — employment, certification and social value items, preferences for women-owned and disability-owned businesses, and how the bonus cap works
- The competition system among small businesses and participation restrictions based on notified contract amounts: how to find the segments where you do not have to compete with large corporations
- Winner selection in tied-price bids, handling of re-bids and failed bids, and the items to check first in a tender notice
Module 5Module 5: How procurement differs by industry: finding the rules for your industry (approx. 35 min)
- Software: third-party unit-price contracts for commercial software and registration requirements for the comprehensive online shopping mall (quality and technology certifications and transaction track record), submitting proposals through the e-ordering system, and the opportunities that restrictions on large-company participation and split-order rules create for small software firms
- Construction technology services — types of services and the design competition method, the scoring structure of eligibility review, and how a new vendor can clear the financial-condition evaluation
- Facility construction — requirements for passing bidder pre-qualification (PQ); comprehensive review, comprehensive evaluation, and eligibility review award systems, which apply by project size; bidding restricted by track record; and qualified-bidder rosters
- Package, alternative, and technical proposal bids: tracks where companies compete on technology rather than price, and the conditions for participating
- What earns points differs by industry. We adjust the weight of this module in advance to match the participating companies' industries
Module 6Module 6: Entering defense procurement — another market, a separate gate (approx. 30 min)
- Why learn it separately — defense procurement, executed by the Defense Acquisition Program Administration (DAPA), is an independent market with a system and review framework separate from KONEPS
- Entry sequence: digital certificate and fingerprint security token → KONEPS vendor registration and approval → Defense e-Procurement (D2B) user registration → item registration → bid participation
- Fingerprint-verified e-bidding and the integrity contract system — what you need to have ready under the rules that prevent proxy bidding and collusion
- Bidding methods — how competitive bidding, public negotiated contracts and private negotiated contracts differ, and the requirements for each
- Defense spec checks and supplier production verification — if you can’t meet the spec you can’t bid, and the production and delivery process plan is a checkpoint after contract award
- The difference between eligibility review and contract performance capability review, and the criteria that separate companies that should enter defense procurement from those for whom it is still too early
Module 7Module 7: After the contract is signed — cash flow, risk and channel expansion (approx. 30 min)
- Deposit structure — how bid and contract deposits differ, whether a payment pledge can replace them, and the surcharge that applies if you have a sanction history
- Planning cash flow with advance payments: payout rules by contract amount bracket, plus the advance payment use plan and guarantee
- Contract amount adjustments: conditions for price-fluctuation adjustments, the permitted scope of changes to specifications and quantities, and what to write into the contract up front
- Delivery, inspection and acceptance, and invoicing: what you lose when payment is delayed, and why the option of split deliveries changes how fast you recover cash
- The biggest risk is unfair-bidder sanctions — how a sanction blocks not only bidding but also non-competitive contracts for its duration, the penalty-fee alternative, and the difference between contract rescission and termination
- Roadmap to new sales channels: Venture Nara for startups and venture firms, Excellent Procurement Product designation, and entering overseas procurement markets through G-PASS — followed by Q&A
About the instructor
John Kim, Lead Instructor
10 years in industry · 15 years teaching (3,000+ lectures)
Education
· MBA (advanced major: Marketing), Korea University Graduate School of Business (graduated)
· Sungkyunkwan University Consultant Program (completed)
· Sogang University Graduate School of Business, Short-Term MBA (completed)
· Seoul National University Lifelong Education Instructor Development Program (completed)
· Chung-Ang University, B.A. in English Language and Literature (graduated)
Experience
· Current: CEO, Nanum Consulting
· Formerly at Hyosung Corp., Daeduck Electronics and Shinhan Diamond: overseas assignments and strategic planning (10+ years)
· Current partner instructor, Expert Consulting
· Current: Partner instructor, PSI Consulting
· (Current) Partner instructor, Korea SMEs and Startups Agency and SME Training Institute
Credentials and publications
· Certified consultant
· Certified teacher
· Completed official IDEO Design Thinking training
· B2B Marketing Design (1 Apr 2025)
· The Chinese Diamond Tool Market: Present and Future (co-authored, Korea Tool Association)
· Battles That Changed History and Innovative Weapons (in progress)