#147 How to answer tenders the right way with Patrick Dalvinck, Co-Founder & CEO of Sequesto

I personally hate tenders / RfPs / RfIs, with a passion. Because they often lead nowhere if you are out of control. Patrick interviewed 200+ companies on that after experiencing similar pain over 20+ years, which is why he co-founded Sequesto. Here is a great 5 point tender checklist that emerged from our podcast: 1️⃣ Can I even win? Many tenders are written for your competitors and already pre-decided. (Why) Did you (not) know about a tender before receiving a request. 2️⃣ Would this contribute to my core business? Answering tenders is often cumbersome and therefore costly. You don’t want to involve your team for non-core business activities. 3️⃣ (How) Am I uniquely positioned to win? You should be crystal clear why a customer should select you. If you cannot make that argument, how should a buyer? 4️⃣ Is the timeline aligned with my internal capabilities? Tendering is not a “let’s quickly do this game”. Large companies have a dedicated team for this for a reason. If you need to rely on external resources already here, be cautious. 5️⃣Is the tender stating the customer’s pain specifically enough? If the problem is not framed clearly, you cannot craft a specific solution. In this case strive to better understand before asking to being understood. #salessuccess #podcast #startupsales #startup #salesplaybook #b2bsaas