In its simplest terms, tendering is a formalised process for buying and selling. Everyone knows how much a good business relationship can help improve your chances of success when selling. But due to the formality of tenders, it can be difficult to even talk to someone once the tender is out – let alone build any decent relationships.
Pre Tender Meetings (Tender Briefing Meetings) can be used to develop relationships during the tendering process. However, it should be your aim to start building relationships with your prospect well in advance of the tendering process.
Pre Tendering Relationships
Generally when selling higher value or more complex goods or services, you start trying to develop a relationship as part of the sales process; ideally you will have built a relationship before you try to make the sale. The reasons for this include:
- Building trust
- Understanding your prospect’s needs and problems
- Your prospect gets to know your organisation’s abilities and benefits
Tenders are generally used for higher-value contracts. So, the same benefits of relationships that apply to selling can apply to tendering. Your relationship may also be able to influence the tendering process i.e. help the prospect in deciding what specification to tender for.…