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| Request for proposal |
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| Request for quotation |
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| Invitation to tender |
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| E-auction |
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| Most commercially advantageous proposal |
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| This is the language of the modern procurement professional. It is commonplace for these (and many other) tools to be used as a method for buying legal services at lower cost. |
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| How should you respond to the various approaches to ‘supplier selection’? How can you understand the mind of the procurement manager? Can influencing the process affect the outcome? Is price the only selection factor? |
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| Our experience in this area is based upon handling a huge number of competitive tender situations. We understand buyer behaviour because we are buyers with expertise gained across most key business sectors. |
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| The difference between winning profitable contracts, and failure, can be attributed to many factors. When providing feedback most potential customers will suggest that you failed to secure the work on price. But in our experience price is only one factor and perhaps only accounts for failure on 50% of occasions. On the other half of occasions, bidders fail to convince the buyer that their proposal represents best value, and therefore the optimal solution. |
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| Our approach and experience can help you to: |
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Increase the information available ahead of bidding |
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Evaluate the chances of success at the earliest possible stage |
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Identify and influence decision makers |
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Ensure that your experience, skills and service delivery are evaluated in addition to price |
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Understand and influence procurement managers |
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Avoid common errors in responding to requests |
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Prepare for e-auctions |
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See failure as an investment: learn and improve |
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| Your situation will be unique, but the challenges are universal. We would be pleased to share our ideas and approach with you. |
