Les secrets d’un leader français des marchés publics environnementaux

In this episode of Go/No Go, Hugues Renou interviews Pierre Cuillé, Sales Director of the Nicollin Group, a major player in the environmental, waste collection, and urban cleaning sectors. In his nearly 30-year career with the group, Pierre has witnessed the evolution of public procurement, the expectations of local authorities, and the technologies transforming the industry. Together, they discuss: the organization of over 350 responses to calls for tenders per year, the rise of performance-based contracts, the role of fieldwork in contract success, the impact of AI on the waste management sector, and the unique corporate culture of the Nicollin Group, strongly inspired by team sports. A frank and open discussion on public procurement, innovation, and operational management. ------ 00:00 Introduction 00:40 The career of Pierre Cuillé and the Nicollin Group 05:46 How Nicollin grew thanks to public procurement 08:14 350 tenders per year: organization and methodology 12:18 Performance-based procurement: how it works 17:50 “Customer silence is a good indicator” 19:21 Why tenders are a competition 21:01 Internal organization for winning contracts 25:43 The culture of sport at Nicollin 29:59 AI, innovation, and waste management 37:14 The future of the Nicollin Group 37:32 Conclusion