Sales Manager useless during Tender Process??
In complex tender processes the tender is often coordinated by a Tender Manager. The tender manager will lead a team of tender engineers and tender coordinators. The tender manager is in contact with the sales manager, but what is the role of the sales manager in the tender process?
Sales to provide Market Knowledge
When receiving an Invitation to Tender (ITT) the Sales Manager will be informed. After he included the tender into his sales forecast, he should think of his added value. The Sales Manager is expected to add market knowledge into the tender process. This knowledge includes an analysis of the competition. The sales person should contact the potential client to find out his specific criteria and to check who will take the decisions (DMU).
Bid to your Client’s competitor
In case your client is not the final customer, you have to find out who the competitors of your client are. When other companies are tendering for the same job as the sender of the ITT, it makes sense to explore opportunities at these other companies as well.
In case a “Do not contact” clause is included in the tender documents, the sales manager should neglect this clause. He has a different role in the process than the tender manager and can take a little bit more freedom.
Subcontractors have valuable information
The Sales Manager can take advantage by contacting subcontractors. Subcontractors probably get requests for prices from different market parties. They have a clear view on the strategy of your competition and form a valuable source of information.
Previous projects of the client
The Sales Manager should prepare an analysis of the previous projects the potential client has worked on. How did they select the previous contractor? What criteria were determining the selection? How did the previous project go? In the end, your main competition is the outcome of the previous project. By addressing the problems of the previous project in the tender, you will have a far better chance of obtaining the contract.
“The Sales role is not over when the ITT has been received!!”