Build account lists from public tender winners
The brief was a list of companies in one regulated product category that bid on public tenders. We used the national register of licence holders for that category as the company base, added the local sales subsidiaries it misses, and matched every company against public procurement award data. A company with a won tender became Tier 1, with the award link on the row as proof. Contacts came from LinkedIn search and research subagents, without emails, because the client ran its own email enrichment.
Works ifYour buyers sell to the public sector through tenders.
The system
National register
Licence holders
Makers of neighbouring products never enter.
Market register
Local sales subsidiaries
Often the entity that wins the tender.
Company register
Manufacturers by industry code
Award dataset
Awarded contracts, category codes
Supplier IDs resolved to names from an older dataset.
Notices feed
Recent award notices
The 2025 and 2026 awards the dataset lacks.
Channel proxies
Trade body + purchasing group
Members and listed suppliers.
Tier 1
Proven bidder
Award link attached.
Tier 2
Channel proxy
No award found.
Tier 3
In the market
Licence, no award yet.
X-ray search
LinkedIn profiles per persona
Subagents
Priority companies
Caught misclassified and defunct companies.
Re-check
Second search per contact
First batch, unconfirmed ones dropped.
The signal
A company won a public contract for the products in your segment.
Why it predicts a purchase
An award is public proof that the company already bids and wins in that channel. The record names the public buyer and the date, so anyone can check it before reaching out.
How it works
Start from the register that defines the market
The company base is the national register of licence holders, about 655 companies. Makers of neighbouring products hold no licence, so they never enter the list. Award winners outside the register were around 80% suppliers of those neighbouring products.
Add the companies that sign the contracts
A foreign parent often holds the licence while the local subsidiary wins the tender under its own company ID. A public register of companies active in the category and the national company register by industry code filled that gap. Merged and deduplicated on company ID, the list came to 1,895 companies.
Tier by proof, with a fixed rule
A won tender in the category's award codes or the notices feed makes Tier 1, with the award link attached. Trade body members and purchasing-group suppliers without an award are Tier 2. Licence holders with no award yet are Tier 3, and that is most of the list. Companies that mix licensed and unlicensed products were flagged for review instead of dropped.
Find people, then look them up again
The client ran its own email enrichment, so a contact needed a name, title, LinkedIn URL and company. A Google search restricted to LinkedIn profiles found people per company and persona. Research subagents took the priority companies and caught misclassified and defunct companies. Search contacts were looked up a second time: 159 of the first 166 were confirmed and the other 7 were dropped.
Build notes
- One large public buyer does not publish its awards on its own site. They sit in the national notices feed under its central purchasing agency's name, and searching the buyer's full name pulled in a different city's organisations.
- The current award dataset carries the supplier's company ID but not its name, and the company lookup API throttled the IP under concurrent calls. An older award dataset ships names already resolved, so it became a local ID-to-name map: 97% resolved, no rate-limited calls.
- The award dataset's slice for the category stops at 2023, and the notices feed carries the 2025 and 2026 awards. Each row shows the most recent award across both sources.
- Apollo's people search hides names and LinkedIn URLs until you pay to reveal them, and the reveal sells email and phone. For a list of names with LinkedIn URLs, search results were the better source.
Questions
Where does tender award data come from?
Public buyers publish awarded contracts with the winning supplier and a product classification code. In this build that was a national award dataset and the official notices feed, both on free APIs with no key. Filter on the product codes of your segment.
Why is the tier a fixed rule and not an AI score?
The tier answers one question: how strong is the proof that the company bids. An award is proof, a trade body membership or a purchasing-group listing is a proxy, and a product licence only means the company is in the market. A fixed rule gives the same answer on every run.
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