<p>I personally hate tenders / RfPs / RfIs, with a passion.</p> <p>Because they often lead nowhere if you are out of control.</p> <p>Patrick interviewed 200+ companies on that after experiencing similar pain over 20+ years, which is why he co-founded Sequesto.</p> <p>Here is a great 5 point tender checklist that emerged from our podcast:</p> <p>1️⃣ Can I even win?</p> <p>Many tenders are written for your competitors and already pre-decided.</p> <p>(Why) Did you (not) know about a tender before receiving a request.</p> <p>2️⃣ Would this contribute to my core business?</p> <p>Answering tenders is often cumbersome and therefore costly.</p> <p>You don’t want to involve your team for non-core business activities.</p> <p>3️⃣ (How) Am I uniquely positioned to win?</p> <p>You should be crystal clear why a customer should select you.</p> <p>If you cannot make that argument, how should a buyer?</p> <p>4️⃣ Is the timeline aligned with my internal capabilities?</p> <p>Tendering is not a “let’s quickly do this game”.</p> <p>Large companies have a dedicated team for this for a reason.</p> <p>If you need to rely on external resources already here, be cautious.</p> <p>5️⃣Is the tender stating the customer’s pain specifically enough?</p> <p>If the problem is not framed clearly, you cannot craft a specific solution.</p> <p>In this case strive to better understand before asking to being understood.</p> <p>#salessuccess #podcast #startupsales #startup #salesplaybook #b2bsaas</p>