Wednesday, June 05, 2013



As you're on the road.

I do not know about you guys but I find the journeying part of any process, the most monotonic. The beginning is well, a little hard but after you begins and before you end   is the period which you may find boring, but is THE MOST IMPORTANT PART in a tendering process.

In my sales career, I have had the experience of excellent beginnings neutralized by poor follow up. And it is here that temperament and the confidence is necessary. People will try to sledge you so that you lose your concentration. There are no ground rules here. Everything is below the belt. And it is here that experience pays.
Therefore, it follows that it is here, in this stage, that you will be subjected to ridicule & challenges and as in cricket, it is necessary to keep your head straight. Think of all those runs you have scored against better attacks (if you have not, imagine you would have...forget about real life, if you cannot even DREAM about winning, you are suffering from acute loser blues! My friend, perhaps you should consider a different career and I'm not trying to be funny).

I think that before we move on to another block, maybe we should have a recap. And here goes
Tender Openings: What a specialist does
1. Be present when the tender is being opened, if it is a press tender.Do not be late.
2. Try to make a rolling-your-eyes.."young kids really" expression to the bossman.
3. Don't antagonize anyone but stand up to get the information you are entitled to.
4. If the indentor is known to you, do be in a hurry to end the process, so that the other guys know the least.
5. Judge the competition and you have the idea about their bids.
6. Do not be the first person to leave the room but don't be a pest either so that they can push you out.
7. Give interesting technical answers should you get a chance.
8. Keep your ears in the customer's room. No, I don't mean use the extendable ears invented by Fred and George in "the order of the Phoenix" but think about it and it is possible.

One of the biggest dealers of KBL once tried his best to get me out of the race. He could not do anything at the lower level and went up and met the GM of the IOCL refinery. His attempt flopped and I got that order for 2 nos HSC pumps with drives and accessories, i.e. M+P landed that supply order. I don't need to mention the dealer's name as the biggest dealers in  Assam and one of the biggest in India. The same company M+P  later became a little inedible. but life is like that. Moreover, I was lucky that by the time I quit, I had acquired the rudimentary basics of  capital goods marketing. Today M+P market in NE has gone down and the conditions exist which are only a little better then when I was there. It's become the wild west all again

Finally, I forgot to tell you how to ask for an extension. Irrespective as to whether you are organized or not, you'll always find that you are unable to complete in time. Send over a fax or an e-mail asking for an extension because of blah blah( the best excuse always is to the tender justice). Remember, always ask two times what you want and you will  get it. There is a way to do everything and everything is best done in that way. You should either do it or learn how the other man does it, and then try it your way. Its the runs which matter, not how they come

I guess that does it for today.
See you next time. 
Take care and have an awesome day

(I put in the Beatles photo ‘cos there is a similarity...we are on the road too but specially because I am a fan)
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