The Pitch: Cut Consider Choose
The tender cycle has three stages, each with their own objective. Unfortunately most that make it to stage 3 answer the final question the wrong way and miss out.
Stage 1 – Request for tender.
This is about the cut. Cut out those who are not qualified to complete the project. This reduces work.
Stage 2 – Tender Docs
The client is looking for suppliers that they can consider for the project and excluding those that are not good enough. As such, suppliers put forward all the reasons they should not be excluded.
Stage 3 – The Pitch.
The pitch is about a reason to choose – why should they choose you over someone else? Unfortunately most suppliers simply re-present their tender docs which are reasons to not be excluded – not reasons to be chosen.
This is not what the decision makers are looking for.
Cheers
Darren
