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#147 How to answer tenders the right way with Patrick Dalvinck, Co-Founder & CEO of Sequesto
Manage episode 354303777 series 2971433
I personally hate tenders / RfPs / RfIs, with a passion.
Because they often lead nowhere if you are out of control.
Patrick interviewed 200+ companies on that after experiencing similar pain over 20+ years, which is why he co-founded Sequesto.
Here is a great 5 point tender checklist that emerged from our podcast:
1️⃣ Can I even win?
Many tenders are written for your competitors and already pre-decided.
(Why) Did you (not) know about a tender before receiving a request.
2️⃣ Would this contribute to my core business?
Answering tenders is often cumbersome and therefore costly.
You don’t want to involve your team for non-core business activities.
3️⃣ (How) Am I uniquely positioned to win?
You should be crystal clear why a customer should select you.
If you cannot make that argument, how should a buyer?
4️⃣ Is the timeline aligned with my internal capabilities?
Tendering is not a “let’s quickly do this game”.
Large companies have a dedicated team for this for a reason.
If you need to rely on external resources already here, be cautious.
5️⃣Is the tender stating the customer’s pain specifically enough?
If the problem is not framed clearly, you cannot craft a specific solution.
In this case strive to better understand before asking to being understood.
#salessuccess #podcast #startupsales #startup #salesplaybook #b2bsaas
153 επεισόδια
Manage episode 354303777 series 2971433
I personally hate tenders / RfPs / RfIs, with a passion.
Because they often lead nowhere if you are out of control.
Patrick interviewed 200+ companies on that after experiencing similar pain over 20+ years, which is why he co-founded Sequesto.
Here is a great 5 point tender checklist that emerged from our podcast:
1️⃣ Can I even win?
Many tenders are written for your competitors and already pre-decided.
(Why) Did you (not) know about a tender before receiving a request.
2️⃣ Would this contribute to my core business?
Answering tenders is often cumbersome and therefore costly.
You don’t want to involve your team for non-core business activities.
3️⃣ (How) Am I uniquely positioned to win?
You should be crystal clear why a customer should select you.
If you cannot make that argument, how should a buyer?
4️⃣ Is the timeline aligned with my internal capabilities?
Tendering is not a “let’s quickly do this game”.
Large companies have a dedicated team for this for a reason.
If you need to rely on external resources already here, be cautious.
5️⃣Is the tender stating the customer’s pain specifically enough?
If the problem is not framed clearly, you cannot craft a specific solution.
In this case strive to better understand before asking to being understood.
#salessuccess #podcast #startupsales #startup #salesplaybook #b2bsaas
153 επεισόδια
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