*By Leonardo Ladeira
Technology has changed the logic of the world. It has begun to mediate relationships, reinvent models, and pave the way. What was once slow, distant, or restricted now happens with greater agility, clarity, and reach. It has already impacted education, consumption, communication, and entrepreneurship. Now it is also reshaping the relationship between businesses and government purchasing structures.
For decades, selling to the public sector seemed unattainable for small businesses. The combination of confusing tender documents, excessive requirements, and inaccessible language drove away smaller suppliers—even those with competitive products and excellent services.
And this happened despite the fact that micro and small businesses represented around 27% of the national GDP, with significant weight in commerce, services and even light industry.
Competition for all
This landscape began to change with the arrival of digital solutions focused on inclusion. The online environment began to mediate relationships previously marked by distance and complexity. Today, microentrepreneurs can identify opportunities, participate in competitions, and monitor results directly from their city, with just a few clicks. For those who have always been marginalized due to a lack of structure, connectivity, or guidance, this represents genuine access.
The significant growth in the presence of micro and small businesses in public procurement confirms what I'm saying. According to the Federal Government's Procurement Dashboard, the participation of micro and small businesses (MEs) in approved procurement processes jumped from 65.3% in 2022 to 82.6% in 2024.
More important than digitization itself is the experience built around it. Intuitive interfaces, combined with data analysis and efficient support, allow suppliers to understand rules, assess risks, and identify the bids that best suit their profile. This allows them to act with greater precision, avoid losses, and increase their chances of success.
Two clear reflections of this evolution are the encouragement of legalization and the growth of autonomy among young people. Formalization is no longer a burden but an advantage, especially given the clear guidance, consistent feedback, and security in relationships.
At the same time, well-structured digital tools allow suppliers to understand the rules, make safe choices, and act independently, without having to rely on third parties.
In practice, it means a change of scenery for those who, until recently, wouldn't even consider fighting lions to supply the State. With easier access, clear language, and technical support, thousands of small businesses are now competing on equal footing. Digitalization, in this context, not only removes barriers: it sparks possibilities and repositions small suppliers within a system that was previously distant.
What I mean is that at the heart of change is something bigger than efficiency: it's equity. By facilitating access to the country's largest buyer, digital solutions make the public sphere more distributed. And when everyone realizes they can participate safely, the game changes.
About Leonardo Ladeira
Leonardo Ladeira He is CEO of Portal de Compras Públicas, a leading Govtech in the Brazilian public procurement market and a national benchmark in innovation and digitalization of government procurement processes. Leading the scale-up, he led a strategic transformation that positioned the company as a key player in the public procurement ecosystem, connecting more than 4,000 city governments and 600,000 suppliers across Brazil.
With over 20 years of experience in technology, management, and innovation, Leonardo specializes in scaling digital solutions with a direct impact on public policy, administrative efficiency, and the inclusion of small businesses in the government market. His career combines entrepreneurial vision, data-driven management, and practical experience in highly regulated environments.
*Leonardo Ladeira, CEO of the Public Procurement Portal
Notice: The opinion presented in this article is the responsibility of its author and not of ABES - Brazilian Association of Software Companies
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