Supplier Networking

Have you been part of a tender? Have you made a presentation and think it went well, but at the end you lost the business?

I went to a presentation of 4 IT suppliers. From the central office I got the invitation as a possible decision taker. We were around 25 people at the meeting.

Each supplier has the opportunity to share their product for 1 hour and 3o minutes. And they gave us a evaluation format to consider the different qualities the product should have.

The presentations went one after the other, and the suppliers share their product characteristics. I could identify big differences among them, and take some notes to share with you. On the first hand to make you aware that on a selling process, you will need some networking before, in the meantime and after each presentation.

1.- Before the event: Take some time to learn who your audience will be. What are the physical resources you may have for your exposure. How much expertise the people that will evaluate your product has.

2.- During the event: Ask the people if they have seen your product before, if they know the characteristics of it, what are the failures it has and what are the qualities it has. Ask them what other things they want to be included as a part of the service you are offering. 

3.- After the event: Send a thank you note to the assistants, make some modifications to your offer, add some of the suggestions you get from the people at the meeting. 

In the presentations I participated, I could see big differences between the suppliers. One of the companies was really interested on the needs we have. The other presented some elements that weren't necessary or not part of the shared needs.

One of the suppliers get the following note from a guest:

"Please limit yourself to share the specific product we asked for, because you are making us loose our time".

Remember each activity you make, if there is people involved, always consider their needs and wishes. This is the clue for making your proposals get to the best terms.

On the evaluation format I had, there were two suppliers that didn't get my grade, because they never presented anything that I was needing.

Other supplier, introduce just some part of the information, so he get my second best option. But the one that made the networking research in advance get my best reviews, also I get a thank you note from him and a second date to move on on the process.

Who do you hire for the job?