 |
Just hope that someone finds my...
Hope that someone finds my...
Just hope that someone finds my..."MESSAGE IN A BOTTLE"
..The Police
That will indeed be extreme i.e. you are so screwed up with
your sales targets and actual results that you send a ‘message in a bottle’[ by the way did you know that Sting
actually sent a message in a bottle..No? Well I’ve never heard of it too]. So
now that I have your attention, let me give you some juicy and tender tips
which if you know will boost your changes to win the tender. . Now,
I don’t say win the tender but your
chances to win it. And for those who are coming in just now, please note we
are talking of Government and Public Sector Tenders.All these are
stand-alone tips and this
means you can do all or do one..it won’t matter excepting your chances will be
enhanced to the same level.
So ready friends, here we go then:-
1. You may not have prepared the tender..maybe your sub-ordinates
prepared it, maybe your boss prepared it..whatever. Do insist on your complete
copy compiled exactly like the original. Go through the copy and and check if
you understand each and every sentence. The key word here is understand
not agreement
with. If say, you do
not understand a particular sentence in the context, ask who prepared
it continuously till you understand. Check the commercial terms
basics. If the project is a big one and likely to take up time, checkup whether you
have made your battery limits clear
2. Go through the
RFP and ensure that your bid is exactly like it. Say, in the qualification
criteria, there is a small hitch in your documents, make up a number ( two is
enough) of replies if this is pointed out. Let us assume that you are 90% sure it will not
come up, still do not ignore it.
3. If the ad says
the closing time is within 1400 hours and you find that one tender has been
dropped, yours is going to be no 2 then wait in the boss's office. Drop your
tender in at the stroke. Say at 10 minutes past, somebody turns up huffing and
puffing, he missed the bus and had to run…dept says well…but you say no.. stand
in the way but if the department wants to allow him. You also allow but say
that you’ll make a note in a semi-serious manner. All these varies actually
depending upon your relationship strengths in the department. If you find that the tender's postponed at the last minute, go back with the tender collecting a copy of the notice. Do not drop the tender before time cos baby, that's what losers do.
4. The tender
opening process. Don't try to say" Please once more" twice. You need
to have your own shorthand system ready to note down the salient points. During
the techno-commercial, ask questions to get to know your competitor's bid. You
are entitled to know. Not everything needs to be noted down
5. The Ace card : Most Indian firms send their junior most people
to tender openings which is an ace-in –the –hole card for you in two ways. You
are the General Manager, and you are there whereas your competitor has only two
Sales guys. The Boss-man has to be there-it is probably his office in the first
place..he will love you. He won’t say anything but you and him are more similar
in experience etc. and you are showing him respect. That’s an ace right down
the middle: an enormous plus in your favor. What you say or do will carry more weight now.
Experience counts however but what if the boss is very close with the your
competitor’s boss, sometimes it may not matter. Make it matter or give a
complicated explanation to something which the other guys cannot participate in.
6. The tender opening of part 1 is complete. Everyone will start
signing on the papers opened. They will bring a sheet to you to sign as the rep
of your company. Here, refer back to point 3, and jokingly say that you are
going to write a note, how X party was late and write it. Sometimes it is not necessary,
but all those can be learned only with time.
Shake hands again, make small talk and then take your leave.
Ensure your competitors leave before you
So next time we will see what is the next part ..For fun lets
consider this day as Day 01. (Here day means calendar day, not a working day)
Bye then, till the next time
BILBO
NB: I don’t know what your philosophy of tendering is dear reader
but mine is “ GET THE JOB AT ALL COSTS”. But no one can do that . Even DiMaggio’s
streak had to end, so just add this line” IF I DON”T GET IT , I’LL ENSURE THAT NO
OTHER S.O.B. GETS IT”. I have told you this because my blog posts will move as
per that line. You should be knowing this beforehand, that’s what I feel.
Bye till the next time
