Failing to win a tender is always disappointing, but using the information provided in your post-tender debrief can help you turn a single loss into a series of future wins. Here are three quick tips to help you turn buyer feedback into a competitive advantage.
Whether you win or lose in the tender process, you can ask for a debrief from the buyer. The aim is to learn, from the buyer’s viewpoint, where your solution can be improved. This can give you a better idea of your capabilities, credibility and value-add components, so you can win more business in the future.
Debriefs can take place over the phone, by e-mail or letter, or face to face, and usually cover:
It’s important to ask questions during your debrief. If the topics listed above are not fully covered, ask for details. If there’s anything outlined in the debrief that you don’t understand, ask for clarification. You could also ask:
The buyer might ask for your feedback on the procurement process, especially if they’re a government agency. They’re likely to ask you what parts of the request and tender process worked well, or could use improvement. Being able to provide the buyer with valuable feedback is a powerful way to build your relationship.
Find out more about what happens after the close of a tender(external link) and check out other resources for responding to tenders.(external link)