KnowledgePrivate tender
The decision-making unit: who decides on your proposal?
In a private tender one person rarely decides. Behind your contact there is a group: the DMU, the decision-making unit. Each member looks at something different. A proposal that only speaks to your contact loses to one that convinces the whole group.
Written by the Atvalio editorial team: people who spent years bidding on tenders themselves. About us
Who is in the DMU?
- Decision-makerManagement or budget holderSigns in the end. Looks at risk, cost over the term and whether it fits the organisation’s direction.
- UserWhoever works with itLooks at what it means in practice: less hassle, better service, a supplier who thinks along.
- ProcurementGuides and judgesRuns the process, but also wants to score by choosing a good supplier. Looks at total value, not just price.
- SupportAssistants and office staffOften on the evaluation team, for example the facilities manager’s assistant. They know daily practice better than anyone.
Do not forget procurement
Many suppliers see procurement as the party that runs the process and pushes on price. That is only half of it. Procurement also wants to show it made a good choice. A supplier who later causes problems reflects on them.
So help procurement score. Make it easy to compare you, back up your price, and show what you deliver over the whole term. How to handle price and negotiation, read in price and negotiation.
Procurement wants to score too, with a supplier they can be proud of.
How do you find out who decides?
- AskWho evaluates the proposals, who decides in the end, who will work with it? Most contacts simply tell you.
- Use your logicWhich departments does the contract touch? Who suffers if it goes wrong? Those people have a say.
- Search LinkedInWho works in procurement, facilities, the department the work affects? That shows you who is at the table.
- Have the conversationA conversation beforehand often works wonders. You hear what is going on, and they get to know you.
Write for the whole group
Once you know who decides, write for each of them. Give management a short summary up front, show the user what changes in practice, and give procurement a clear comparison. How large or small your proposal should be, read in how to win a private tender.
HOW ATVALIO HELPS
For a private tender, Atvalio asks who you think has a say and what each of them looks for, and writes your proposal for the whole group: a summary for management, the practical side for the user, a clear comparison for procurement. You know the client; Atvalio helps you write it down.
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