Jeremy Ferrer
Webinar :
Afterwork Achats d'Antananarivo
Jeudi 05 Décembre à 17h
In public or private procurement, the term” tender ” is commonly used to define the process of selecting a supplier able to meet a company's demand for the acquisition of goods and services. Issuing a tender is an important step in supplier sourcing. It allows suppliers to highlight their offer and their added value. For the client company, respond to a tender is a way to optimize its performance by taking advantage of the most advantageous offer and by establishing a relationship vendors durable. However, it may happen that it misses a tender. In this article, we are going to take stock of what a tender, its importance and what could possibly cause us to miss it. There are a number of methods to respond effectively to a call for tenders. But, admit that it's still more fun to list what would actually make it possible to miss a tender. The aim is not to make that happen, but rather to prevent it in the future!
One tender supplier is a process by which a company or organization solicits offers from various vendors for the acquisition of specific goods or services. The main objective of a tender is to allow the company to select the most appropriate supplier in terms of quality, price and other pre-established criteria.
The tendering process usually starts with the publication of a document called” specifications ” or “tender documents”. This document describes the detailed specifications of the goods or services sought, as well as the general conditions, technical requirements, deadlines, selection criteria and procedures for submitting tenders.
Les vendors interested intender can then prepare and submit their proposal. This usually includes a price offer, a detailed description of their products or services, information about their past experience, customer references, etc.
Once the tender period is over, the company that issued thetender evaluates the proposals received according to predefined criteria. This may involve a process of reviewing, evaluating offers, and comparing different proposals. Finally, the selected supplier is generally notified and a contract is negotiated and signed to formalize the agreement between the two parties.
Les tenders vendors are commonly used in the public and private sectors to ensure a fair, transparent and competitive process in the procurement of goods and services. It also allows the company or organization to find the supplier that best suits their needs and to benefit from the best possible prices and conditions.
THEtender is of great importance both for the company issuing the tender and for the vendors who participate in it. Here are some key elements that highlight its importance:
THEtender allows the buyer to objectively select the supplier that best meets their specific needs. Pre-established selection criteria help to compare suppliers on a fair basis, taking into account quality, price, deadlines, experience, references, etc. This ensures that the buyer chooses the best supplier.
THEtender allows the Purchasing function to bring competition into play by soliciting offers from numerous vendors. This offers him the opportunity to negotiate and obtain the best possible conditions in terms of prices, guarantees, delivery times, additional services, etc. The buyer can thus optimize his costs and maximize the value of his purchases.
THEtender allows the buyer to compare the offers of different suppliers and to have a clear vision of the costs associated with the products or services requested. In this way, it can make informed decisions about budgeting and cost control, based on detailed information provided by bidders. The comparison of costs, followed by a negotiation phase with vendors, also allows the company to obtain the best pricing conditions and to make significant savings.
THEtender stimulates innovation by encouraging suppliers to offer creative and innovative solutions. Les vendors can bring new ideas, advanced technologies, or innovative practices to meet the needs of the buyer. This promotes continuous improvement and the adoption of best practices within the organization.
THEtender allows the buyer to assess the potential risks associated with vendors. It can take into account criteria, such as financial strength, reputation, customer references, or supplier certifications. Thanks to this, it can select reliable suppliers who are able to meet their commitments, thus reducing the risks of failure or non-quality.
THEtender makes it possible to establish a process for the selection of vendors transparent and fair. All the vendors interested parties have the opportunity to present their proposals and to compete on an equal footing, which promotes healthy competition. This reinforces the trust and credibility of the buyer with his partners.
Here are 5 basic tips to follow in order to get scared and therefore miss a tender :
Besides, it's very simple, when you do it at the last moment, everything is simpler. Not to mention that any product presented last week by any salesperson is more than enough, let's take this supplier!
And yet... Giving yourself the time to plan means giving yourself time to organize yourself to properly source your references (or having to resource if you realize that these references are not in the required scope) and not being in a hurry for the final negotiation, in order to avoid Miss a tender.
Not to mention that the interlocutor SENTS when the prescriber is in a hurry and that it is an excellent argument FOR HIM not to give up on his rates, especially since we did not put other suppliers in the loop to compare the TCO for example...
Let's add functionalities that will be useless, they will probably be very useful one day. And then this tool with all these flashing options, it sucks, anyway.
The buyer is especially useful for negotiation, we will integrate him into the project later...
And yet... No luck, the more we advance in the process oftender, the lower the savings opportunities.
Determining what is essential and strictly necessary at the outset (therefore early in the project, before any consultation) is much more profitable for the final bill (although not very visible or quantifiable from a saving point of view) than a simple negotiation on which very often, the margin to be won will only oscillate between 5 and 10%.
Obviously, when shopping, you have time to unpack 268-page commercial proposals (to be multiplied by the number of proposals). So let's kill trees during tenders and finish off the buyer at the same time 🙂
And yet... Ask the vendors To respond to the AO on a pre-established template means saving yourself a lot of trouble sorting to compare. And to free up your time, energy and especially your added value by highlighting and putting into perspective the different levels and characteristics of the offer.
Naturally, the better the file has been put together beforehand (understand the more the categories of information required have been analyzed), the easier it is to produce a template for the response, because it is based on the document oftender. And if your interlocutor tells you that his response is largely automated (which is true, there are dedicated tools in which “generic” corporate and product information is already fed), ask him to complete your document anyway. Otherwise, you will not be consulted.
This way, the salesperson has plenty of time to pollute and work the prescriber who will swear by the product or service presented. At the risk of completely overshadowing the need initially expressed.
And yet... Clearly delineating the scope of intervention and the single point (you) of entry into the company means framing the vendor and a way to make him understand that the consultations take place according to your rules. And not the other way around.
Use with finesse, however, because to suffocate the partner too much means depriving yourself of privileged presentations, innovations or competitive advantages on their part, from which you would greatly benefit by integrating it into your own productions.
After all, sales are used to being cut short, so one more or less NO...
And yet... Giving feedback to your contact is essential. Out of respect for the work provided beforehand, of course, but to also ensure its future collaboration with a tender coming soon. Not giving feedback means taking the risk of no longer being able to consult the partner, which is conceivable in a competitive market but much more annoying in a market with 3 players, for example.
And to be really sure to sink in and miss your purchase...
Establishing ultra-exhaustive specifications in terms of details...
... and try to make it part of a very standard solution that reassures everyone.
Be deceived by empty jargon about the proposals without validating the proposed concepts.
Leaving aside the multi-cultural aspect of a team that expresses a need by imagining that everyone has the same vision of the product/service to buy regardless of the country and without revalidating the nature of the initial need
Multiply the reference documents (technical document, plan, call for tenders, response to centralized tenders...) and arrange so that all the parties involved do not have the same versions.
The list is really not exhaustive to miss a tender.
And you, what are your tips for not satisfying internal customers?
If a business misses a tender, this can have several consequences:
In short, thetender is of paramount importance for an organization. While for the purchasing department, it is an important lever for saving money and improving its performance, the whole company can benefit from it. Also, you must put all the chances on your side not to miss a call for tenders. vendors.
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