In this episode Jess explores the complexities of procurement, including bids, tenders and preferred supplier agreements. If you've been looking at these as a shortcut to big contracts Jess shares the competitive realities of these processes and why they are rarely the 'easy win' they appear to be.

With many decision makers often out of the office throughout the summer months it's vital to prioritise the right business development activities and tighten up your sales strategy so tune in to learn why a sharp strategy in May is your best defense against a quiet July

Key Topics

Definitions and Distinctions

• Learn what preferred supplier agreements, bids, and tenders actually are 14:14

• Differentiates between:

• Preferred supplier agreements (agreements to be a first point of call, often at a discount) 15:07

• Tenders (organisations inviting suppliers to quote for a specific value/project) 17:20

• Bids (suppliers' direct response/proposal to tenders) 19:15

Where to Find Bids, Tenders, and PSAs

• Understanding of public sector portals, government and council websites for sourcing 20:16

• Explains why a business model built solely on price-cutting and competitive bids often fails to scale 21:21

Challenges and Realities of Bids and Tenders

• Highlights the extreme competitiveness of the environment 23:15

• Explains that not all organisations use their PSAs or tender lists exclusively-sometimes specialist suppliers are needed 25:02

• Notes that organisations use tender/bid processes for benchmarking, sometimes wasting suppliers' time 26:36

• Points out how established relationships and proactive business development often influence selection 27:21

Lack of Control and Time Investment

• Describes the lengthy, uncertain, and often frustrating processes for suppliers 29:44

• Emphasises the value of control in one's sales process versus passive, unreliable pipeline building 30:20

• Explains the restrictions of PSA agreements (e.g. often cannot proactively contact decision makers) 31:02

Surprising Complexity vs. Perceived Ease

• Discusses the hidden work involved and misconceptions perpetuated both by proponents and internal procurement teams 32:41

• Describes frequent delays, shifting requirements, and unpredictability 33:41

Strategic Perspective for Coaches, Consultants, Speakers, and Trainers

• Advises listeners to approach bids and tenders with eyes wide open 35:12

• Explains why controlling the sales process is more stable, consultative, and ultimately preferable 36:19

• Endorses using bids/tenders as a bonus, not a core sales strategy-unless there's an established relationship 37:04

• Encourages proactive business development over reliance on tenders/PSAs 38:17

Key Quotes

• "Just because those organisations have preferred supplier lists... doesn't mean that that is always who they end up using." 24:45

• "If you don't have that relationship, prior knowledge... it's really, really difficult to get that signed off." 30:28

• "Go in eyes wide open... treat unsolicited bid submissions like a lottery ticket-a possible bonus, but not a reliable strategy for predictable income." 38:08

• In some cases, being on a preferred supplier agreement even restricts your ability to network internally within an organisation, limiting future opportunities and risking removal from the agreement if rules are broken 32:04.

• The "easy win" of PSAs or tenders is usually an illusion; substantial effort, little control, high competition, and unpredictable returns are the norm 33:41.

Key Resources Mentioned in this Episode:

Join the B2B Sales Edit https://magic.beehiiv.com/v1/988ac64b-5875-4924-9d10-50faad2aa4ad?email=%EMAIL%

Episode sponsored by The Expert Services Directory: A key resource for coaches / consultants / trainers and done-for-you service providers to generate inbound leads.

Check out The Expert Services Directory here https://expertservicesdirectory.com/

If you've enjoyed listening to Why bids + tender processes are a complete waste of time check out these episodes.

How to pep up your B2B sales before the summer slump! - https://bit.ly/SellingtoCorporate098

How to create more sales opportunities (and get your sales process moving before summer) - https://bit.ly/SellingToCorporate124

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.