Tender Byte
No 4 : “Similar Question : Same Answer?”

Do you ever read the questions in a tender document and find that a question appears to have been asked twice? Often these questions appear in different sections of the document.

Your reaction may be, “These people are incompetent,” and you simply deal with it by offering the same answer twice.

BEWARE – this is an easy trap to fall into.

These questions have probably been posed by different people, both inputting into the tender document. Each one will be looking for something different. The difference will become apparent on examination of the subtleties of the way the question has been asked. In order to compose the best answer it is best to really establish what he question is trying to get at.

My tip, therefore, is not to take questions at face value. Make sure you really read them thoroughly, and submit a carefully thought-through answer for each.

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Free Consultation

We can check that you are doing the right things in terms of sales and marketing in your business generally, and with the preparation of bids and tenders in particular, and give you some pointers as to which areas you may wish to review.

We do this through MarketFit, which is absolutely free and carries no obligation for you to engage us. The MarketFit review covers:

‒        The overall shape of sales and marketing in your business, and whether it is an integrated approach

‒        Your overall level of fitness to tender. and whether your documentaion is in good shape. It will also recommend any other appropriate steps you may wish to take to improve your chances of sucess, such as your diversity / equal opportunities and your environmental / sustainability policies

The MarketFit review will provide you with the reassurance that you are doing the right things, or that you know what to address.

If you would like to take advantage of this free service please contact us.

 

Rob and Rachel are based in Northampton, one junction north of Milton Keynes on the M1. Northamptonshire is an ideal base not just for Northampton, Wellingborough, Kettering, Corby, Leicester, Milton Keynes and Bedford but also for access to anywhere throughout the UK.

Sales Byte : “Getting Lucky”


Many people say to me “If I get in front of the right person at the right time I stand a very good chance of making the sale”. The only issue is getting there - and this takes effort, or lots of luck.

I don’t believe that there is any alternative to hard work, but I do believe that there are ways of working smarter, not harder – as the maxim goes. The best way of maximising results is a well organised, structured and integrated approach.

Getting in front of the right people – this involves market targeting, making an initial approach, delivering the right message, choosing the right routes to market, having the right support material and watching your competitors

Being in front of the right people at the right time – this means being at the front of their mind at the moment when they are looking for the solution that you can deliver to a problem they have

"I'm a great believer in luck, and I find the harder I work, the more I have of it." - Thomas Jefferson

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