Abstract:

The purpose of this paper is to describe the global framework within which privatization tenders take place, as well as to identify the differences ensuing from the different types of privatizations. The paper likewise analyzes the necessity for members of a team, created for the evaluation and submittal of documentation for a tender, to have as heterogeneous a profile as possible. Attention is also given to the needs that the market researcher must satisfy in his/her interaction with tender team members. Such needs generate interesting professional opportunities but also create risks which, if foreseen, can be neutralized. Techniques more generally used as well as the output these techniques generate are discussed. The last section of the paper provides five case studies which illustrate the requirements both for the research study and the researcher.