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There's a really helpful analogy that rings true in any situation where you are trying to exert influence: 'don't push on a piece of string'.
The message, of course, is that whilst you can't push, you can pull - and quite strongly - on your string. As anyone who's been fishing will know as well, there has to be some bait to attract the fish's interest. Once hooked, the fisherman will carefully play the fish to land it safe in their keep net.
The analogy works well in tendering.
Push and Pull Selling at Tender
Don't even think about pushy selling at tender. Maybe that works well for you with retail and even your B2B sales where the customer comes to you ready to choose and buy.
Tender selling is a very different kettle of fish! The buyer knows what they want, why and how it fits into their supply chain. They're looking for the best deal but will be indifferent and dispassionate as to whom they buy from.
Your job is to lure them onto your line, get them seriously keen on you as a supplier - and carefully land them, pulling them in through skillful tendering, presentation, negotiation and contract.
What's the Bait in Tendering?
There are FOUR elements that professional buyers look for in tender bids.
Aside from pure commodity buying - where price matters above all - only TWO of these elements are motivating factors: and they will form your bait.
The motivators are your CREDIBILITY and your CAPABILITY because first and foremost, the buyer wants a supplier that they can fully rely on to fulfill their supply chain requirement.
The other two elements are important but only in comparison with what the rest of the market is providing - your COMPLIANCE with supply requirements and your PRICE. These matter of course but largely to the extent that you are in or out of line with market. They don't act as motivators to buy in themselves.
Making Your Bait Tasty
Make sure your bait is particularly tasty by building really strong answers to the motivator questions about your Credibility and Capability, that you will find in every tender.
These questions are where you convince the buyer that you really will do what they want; and that they should believe what you say.
Show, don't tell:
Set out how you do what you do
Make it simple to understand and follow - be trusted in what you say
Break your work down logically
Show why what you do is important and how it contributes to what the buyer wants
Evidence your claims from what other customers say about you
Set out your professional credentials, industry participation, ISO accreditations
If you can, show that you will flex your supply to give strategic gains to the buyer
Mostly it boils down to your Knowhow and Skill
Nearly always, the buyer is setting out to acquire supply know how and skill in an acceptable deal.
Your tender documents are where you convince them that you have strong knowhow and skill and that, other factors being equal on Compliance and Price, they should want to buy from you.
So take great care over what you say and how you say it in your tender documents. Spend time building up batteries of answers to tender questions - and save them so you can readily use them again.
Your tender is your bait. When you drop it in the post or click to release it to bid, make sure it is tasty enough for you to start gently tugging on the string!
RfPSolutions fast tracks your tender response development, getting you quickly to bid responses that stand out.
RfP Solutions provides bespoke tender response consultancy from supporting that important new bid through to full tender programme development, automation and management.
If you are you considering tendering for the first time or looking for more from your responses to tenders, visit http://www.rfpsolutions.co.uk to see how we can help you raise your tendering game.
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DON CHERRY For A Moment You Slipped My Mind DJ 45 RPM, Jerry Lee Lewis Sun 1000 EXTREMELY RARE Yellow Vinyl Golden Rock and Roll, CHERRY PEOPLE Self-Titled LP EX+! Orig. Heritage 1968 , DON CHERRY I LIVE TO LOVE YOU LP MONUMENT WLP PROMO JAZZ POP PSYCH VOCALS, Lot of 6 John Cougar Mellencamp 45 rpm Records, JIMMY SMITH i'm movin' on BLUE NOTE grant green, OKAY TEMIZ DRUMMER TWO WORLDS SEALED FINNADAR TURKISH EXPERIMENTAL DON CHERRY, NOBODY'S CHILDREN I Can't Let Go + Don'tcha Feel 45 US 1967 orig Bullet 1000, Cherry People/7"/Psych Pop Groove Dancer/Mod/Freakbeat/Imagination/Pic Sleeve/7", ORNETTE COLEMAN "The Shape Of Jazz To Come" LP Original 1959 Bullseye DG MONO , UFO r&r 45 w/ps CHERRY / YOU DON'T FOOL ME ~CHRYSALIS VG to VG+, Codona w/Collin Wolcott, Don Cherry & Nana Vasconcelos LP ECM 1979, Codona 2 w/Collin Wolcott, Don Cherry & Nana Vasconcelos NM- LP ECM 1979, LP TRACEY THORN - A DISTANCE SHORE (CHERRY RED M RED 35) 1982 UK original issue, Ann Sothern It's Ann Sothern time LP NM C8061 1958, Jim Pepper DAKOTA SONG Kirk Lightsey John Betsch Santi DeBriano Enja lp, WILD CHERRY~ELECTRIFIED FUNK~1977 DISCO FUNK CLASSIC 12" LP ***ORIGINAL COPY***, Don Cherry EL CORAZON Ed Blackwell Ecm 1230lp, CLASSIC JOE TURNER 78 LIPSTICK, POWDER AND PAINT /ROCK A WHILE LONDON HLE8357 E+, Neil Diamond 20 Golden Greats LP, JOAN JETT **GREATEST HITS **NEW 2 LP VINYL SET!!, TOMMY JAMES - HITS BY SUPER WRITER - BIG 7 - SEALED LP, JAMES PATRICK "CHERRY LIPS"12in OBSCURE PRIVATE PRESS BOOGIE MODERN SOUL;80'S, PARANOISE lp Constant Fear (Direct Metal Mastering) AUDIOPHILE, ORNETTE COLEMAN TOMORROW IS THE QUESTION CONTEMPORARY M3569 MONO, Lot of twenty five Rock & Roll 45s 50's and 60's music, Lot of (14) R&R Various Artist LPs - Various labels (1) promo, Jazz LP Johnny Griffin feat Paul Bryant Grab This! Riverside 437 Mono Promo copy, FELT IGNITE THE SEVEN CANNONS LP MADE IN BRAZIL ORIGINAL FIRST PRESS1985, RARE ALAN DALE 78 "DON'T KNOCK THE ROCK /YOUR LOVE IS MY LOVE" CORAL Q 72225 EX+, SUPPER CLUB REVUE-Sophie Tucker-Original Cast LP SEALED, SUN DIAL - Other Way Out ... HEAVY ACID PSYCH FUZZ SEALED , DON BAGBY - HONKY TONK IN SILK-JAZZ /R & B / 50'S ROCK -DG RARE ORIGINAL-MONO-NM, GEORGIO Sex Appeal MOTOWN LP '87 OG Lover's Lane Tina Cherry DeBarge, RARE 1959 LORD ROCKINGHAM'S XI 78 WEE TOM / LADY ROCKINGHAM I PRESUME F11104 M-!, Walcott, Colin, Don Cherry/Codona/LP vinyl record album/nm condition, TONGUE & GROOVE Devil VG++(+) 45 RPM, ART OBJECTS "Showing Off To Impress The Girls" 7" 1980 Heartbeat Cherry Red, Rolling Stones~Original-OZ-LP-Black and blue-NM-1976-Rock-Blues, DON CHERRY THEN YOU CAN TELL ME GOODBYE PROMO COPY , Don Cherry 45 "Big Bad Wolf / I Look For A Love", ORNETTE COLEMAN "FREE JAZZ A COLLECTIVE IMPROVISATION" ATLANTIC STEREO white fan, Ventures The Colorful Ventures LP NM- BLP2008 1961 Mono Shrink, RAY CHARLES Dedicated To You UK Vinyl LP WRC T566 1960s, FABULOUS THUNDERBIRDS Butt Rockin' Original UK Vinyl LP Record 1981, CORRIE FOLK TRIO PADDIE BELL In Retrospect Vinyl LP EX., HI LO's DUTCH 1stPress Vinyl LP Record B07231L PHILIPS Minigroove 1958, MASTERS FUNK VOL 1 (WILD CHERRY,EWF,TOM BROWNE,O'JAYS,BILL WITHERS) SEALED 2-LP, SPUR Spur Of The Moments LP/1968-1972/'West Coast' Psych/Relatively Clean Rivers, Rocker - Don Cherry LISTEN, Bing Crosby Bing The Early Thirties Vol 1 LP, Josh White LP, Harry James The Hits Of LP, The Best Of TOMMY JAMES & THE SHONDELLS-1969 Roulette Unipak LP SR42040 VG, Erroll Garner "Sweet Sue " 1956 Dutch Philips 3 Track Stock Copy EP & P/S, Peter Tosh"Don't Look Back" 1978 US Rolling Stones Stock Copy 45 & P/S, Lot of (5) R&B / Doo Wop Various Artist LPs - Various labels, 45 w/PIX SLEEVE---- NENEH CHERRY ... KISSES ON THE WIND & BUFFALO BLUES, JIVE BOMBERS: Cherry (vocal groups vinyl 45), LOT OF TWO "VAL DOONICAN" ENGLISH PRESSING POP 33 1/3 LP RECORD ALBUM,
