The good thing about a formal tender response (ITT, PQQ etc) is that you know absolutely when the job has to be done by. So when putting the project plan together it is very straightforward to start at the end and work back from there.
However, the temptation when starting a complex task of this nature is to start by getting on with the big elements, and deal with the leftover bits of detail later. Caution – it is these bits which may be the most time consuming, or which, even more importantly, may require a lead time. If you leave them to the last minute, and the lead time exceeds the time left, woe betide!
My tip is, plan all the tasks from the end back, and work out which ones need starting first. Once started you will then be able to get on with the big elements with the comfort of knowing that everything is under control.
Or PQQs pre-qualification questionnaires, ITTs invitations to tender, RFQs requests for quotations, RFIs requests for information, RFPs requests for proposals etc?
RFIs, ITT’s, RFQs and so on all have to be project managed within tight deadlines. We will work with you to coordinate this process, and to make sure that the best possible tender response is submitted.
We can:
Ensure that all bid and tender responses are complete
Format the entire tender document
Pitch the content persuasively and write persuasive executive summaries
... and above all, ensure that the tender document scores as highly as possible when reveiwed, thereby giving you the best chance of moving onto the next stage of the bid process - probably a presentation!
We can assist not only with the content of your bid, but also with the commercial aspects of the bid, and help you ensure that you submit the most advantageous bid for your business.
We can also help with aspects such as the production of policy documents (e.g. environmental) that will support your bid.
Sales Byte : “Negotiation - Game 0n!”
Have you ever arrived at that point in the sale when everything seems to get more serious? Your prospective customer is increasingly demanding more, and there might even be a procurement person involved, set on undermining the nice relationship that you have developed with your prospect.
Well … the good news is that these are buying signals. The other news (good or bad depending on your point of view) is that negotiation is seriously underway.
So, in order to play the game well you will need to understand the rules, and to relish the challenge! The key points to remember are:
You want to achieve a win-win. (It is essential to get a good deal, but it is also important for the other person to feel good too.)
You need to be prepared. Understand what you want and what you are prepared to give away, and work out the same for your customer. Trading high value / low cost elements is good, from both points of view.
Be prepared to walk away.
And above all, be up for it!
More Sales Bytes (published by Rob Parker on the Momentum website)
