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Maintain customer's organigrammes
. Update organigrammes
regularly
. Maintain updates on
customer's activities
. Maintain frequent
customer contact to gain advance knowledge of upcoming
tenders
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Product information, organization structure and people
. Strengths &
Weaknesses
. Published Price Lists
. Special discounts
. Marketing and Sales
Strategy
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Preparations
after receiving tender / Request for Quote (RFQ)
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Thorough readings of tender document
. Define Scope of Work
and legal obligations to the contract
. Understand the
customer's decision making process
. Understand the
customers bid evaluation criteria
. Identify the
competition and price trends according to latest information
. Brainstorming session
by key team members
. Finalize your
Strategy for product and pricing to be offered
. Attractive
presentation of bid
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Result
Analysis
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Prepare competition analysis as per technical and commercial
information announced in bid opening
. Evaluate the
technical and commercial deviations of competition
. Evaluate exclusive
benefits offered by competition
. Hold brainstorming
session and define follow-up strategy for marketing and
sales team
. Irrespective of the
results, make a final analysis for future references
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