The BearingPoint Tender & Quote reference model formed the basis and works as follows. BearingPoint Tender & Quote reference model Furthermore, centralizing activities and implementing automation further improves the process.įigure 1. The increase in collaboration creates possibilities to leverage the organization’s product portfolio to offer integrated offerings, over different product lines. The new process reduces complexity and increases collaboration through a more efficient, clearer workflow with assigned roles and responsibilities. To do this in the most efficient way, we have used our BearingPoint Tender & Quote reference model, that uses an outside-in view to align with best practices in the world of tender. Most recently, BearingPoint helped a worldwide med-tech company to design and implement a uniform tender process across 8 divisions (product lines) and 15 countries. Tender management optimization can help organizations to create a lean process, designed for increasing the percentage of tenders won, and to fully optimize contract (lifetime) value. Since these tenders should be written and offered in a comprehensive and compelling way to up- and cross-sell products, services and maintenance contracts, employees should be very skilled and informed about all (new) products. In addition, the acquisition of new companies including its new products increases the chaos for those that need to respond to tenders. This challenge becomes bigger when tendering is decentralized, and product lines or divisions are not. Group purchasing organizations are becoming more frequent, this increases the purchasing power of clients, putting the pressure on suppliers.īesides this, many globally grown companies struggle with offering services across product-lines, divisions or countries.
Globalization and regulations to advance public expenditures transparency make tenders more frequent and more complex in most markets.Some trends that apply to most markets are the following
In addition, there are some trends in tender management that should encourage you to look at the way tender management is done in your company.
It also helps you prioritize the largest or most strategic relevant contracts first. Prioritizing what opportunities to chase decreases the likeliness that your department becomes over-utilized and makes sure you focus on the deals that you have a real shot at winning. It is important that you accurately estimate your chances of winning and deal size when deciding to pursue a tender - resources are finite and could have been spent on more remunerative deals. Participating in tenders can be a complex, timely and costly way of doing business in B2B sales.
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