Formal buying processes.
WHAT THEY ARE
Structured processes where requirements are published and responses compared.
WHAT TO ESTABLISH FIRST
Whether you can win.
WHAT SUGGESTS YOU CANNOT
No prior relationship with the buyer Requirements matching a competitor precisely A very short response window Criteria you cannot meet
WHY THE FIRST ONE MATTERS
Many formal processes have a preferred supplier already.
WHAT TO DO
Ask who else is bidding and whether an incumbent exists.
WHAT TO DECIDE
Whether the effort is justified.
WHY
Responses are expensive to produce.
WHAT TO DO IF YOU PROCEED
Follow the instructions exactly.
WHY
Evaluation is frequently on compliance first.
WHAT DISQUALIFIES RESPONSES
Missing documents Wrong format Late submission Unsigned pages Ignoring stated structure
WHAT TO ANSWER
Every question, in the order asked.
WHY IN ORDER
Evaluators score against a list.
WHAT TO PREPARE IN ADVANCE
A document pack: registration, tax clearance, accounts, references, insurance.
WHY
They are always required and always urgent.
WHAT TO ASK DURING THE CLARIFICATION PERIOD
Anything ambiguous.
WHAT TO DO AFTERWARDS
Request a debrief.
