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Respond to tenders

Responding to tenders requires knowing what to do and what not to do...

Goals

  • Teach salespeople (or future salespeople) how to act in a situation of declared competition during a call for tenders so as to maximize the chances of success.
  • Know the characteristics of private and public tenders; the formalism, procedure and conduct of a call for tenders.

Program

General information on tenders

What is a call for tenders or more simply a consultation?
Why companies and public bodies issue calls for tenders:

  • to obtain quotes from specifications
  • to get feasibility ideas and complete their knowledge
  • to summarize the work of a team on a project and formalize the analysis of a need
  • to enhance, communicate or improve their image...

Important project or renewal of standard supplies or services ?

What is the point of responding to (or inviting) a call for tenders

  • Getting a big order or "deal"
  • Significantly increase its turnover and/or its margin
  • Establishing yourself in a company or an administration that has been prospected for a long time
  • Get information about a prospect
  • Join a circle of partners (co-contracting or sub-contracting)
  • Advertise...

What does a call for tenders consist of ?

  • The specifications of the company that launches it
  • The corresponding offer of the applicant company
  • Phases and Timing

Practical examples and concrete cases

The differences between public and private tenders

  • Characteristics of public procurement
  • Tendering and procurement regulations
  • The provisions of the new Public Procurement Code
  • Differences between State services, public establishments, local authorities and organizations...
  • The essential documents of the tender dossier: RPAO, CCTP, CCAG...
  • Features of private consultations, simpler

Practical examples and concrete cases

How to incorporate the inevitable call for tenders into a sales process

How to manage competition when you are at the origin of the need

Define the right strategy to respond

Stay solo, alliance, co-contracting, subcontracting

The key points of the treatment of the call for tenders

  • Interpretation of the specifications
  • Knowing how to detect "phony calls for tenders"
  • Know how to deal with the 4 phases of the sale (presentation, discovery of needs, solution and argument, conclusion) in a single pass
  • Obtain missing information
  • How to differentiate yourself from the competition... if you know it!
  • Know and act on decision makers
  • Do not reveal all of your knowledge and solutions
  • Know how to work effectively and in a group to quickly produce the right answer
  • The responsibility of the commercial project manager
  • Use the right arguments (CAB method)
  • Anticipate foreseeable objections and address them in the response

Writing the written offer (or CD Rom)

  • Tips and practices

Exercises and case review

What to do when you win the tender? ... and when we lost ? 

Duration
2 days

Public
Direction, management, commercial personnel, Marketing, Technical services in all types of structures

Prerequisites
Mastering basic sales techniques

Pedagogy
The teaching method is based on the knowledge of the trainer fed by case studies.

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partners
2R Conseil
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Contact & informations
Headquarters
8, allée des Fauvettes
95230 Saint-Leu-la-Forêt
T. 01 39 31 15 45 - F. 09 82 63 58 60
By appointment only
56 Rue de la République
27110 Le Neubourg
T. 06 14 16 37 96