Turn a Losing "Blind Bid" into a Winning Opportunity
An agency of the US Government
may send you a random Request for Proposal, which looks like it is a perfect fit
for your organization. When you receive this via fax or email, do you "stop the
presses" and have all of your resources attack this opportunity with fervor? How
many times do you win when this opportunity arises? If it is less than 10%,
you're wasting your time on "blind bids."
"Blind Bids" are situations where the buyer or end user already intends to award the opportunity to your competitor, but just needs to prove they've shopped and followed the rules by inviting two other companies to bid. This statement might be harsh, but it is the truth.
I call the companies, who chase their tails after these opportunities the "designated losers." Everyone has been one. I've been one - have you?
A great way to uncover the true story behind a fax or email of an Invitation to Bid, you must contact the buyer and get the story behind the opportunity. Instead of being the sales person and presenting to the customer, behave like a journalist to get the background on the RFP. Call and ask the "point of contact" these direct questions:
1. Who - who is the end user who needs my product/service and may I speak with that person? Who provides this product/service to you currently?
2. What - what do you need?
3. Where - where do you need me to deliver the product/service?
4. When - when do you need the bid and when do you need delivery of the product or service delivered?
5. Why - why do you need my product/service? What is the story behind the need?
6. How - how did you find out about my organization?
Usually, if you are being shopped and follow this simple "interview" process, you'll uncover that the end user intends to utilize your competitor. When you uncover this fact, they usually ask you to do them a favor by putting some numbers together or, if you do not intend to compete, they would like a letter stating you're not interested in the opportunity. This is to cover their "shop three" requirement and shows they did their due diligence.
Now, you've got their attention. They realize you understand the "game" of doing business with the government. (As a reminder, here it is: the one who pre-sold the deal; wins the deal.)
Turn a Blind Invitation to Bid into an Invitation to the Agency's Office: But, they still need something from you so they can show they followed the rules. Ask them if they have a hour to meet with you. If it takes you a day, a week or a month to respond to their request, they will be willing to give you an hour of their time to learn how to do business with them in the future. If they cannot give you an hour of their time to meet with you, you cannot "donate" your time to a losing opportunity. Make that distinction, but say it with a positive tone.
Here's a little script, which cannot be turned down:
"I understand you need at least three bids to complete this procurement quickly. I imagine from this organized bid that you must already have someone in mind. If you would like me to spend a day on this information for you, doesn't it make sense that you can at least give me an hour of your time to understand how to do business with your agency in the future?"
Typically, it is too late for this "blind bid" but you can be the first one at the table for the next opportunity by closing an appointment with them now. Once in a while, however, you might just win the deal.
On the Sales Firing Line True Success Story:
Here's what happened to Terry Graves, recent Rockville, MD attendee of our "Winning Government Business" one-day traveling seminar:
"After your session a rush proposal with a rush schedule was waiting on my desk," says Terry Graves, of Graves Fowler Associates (http://www.gravesfowler. com). "When I called back the procurement person she begged me to respond because she needed the 3-4 responses on her end. That's when I offered to do a quote with the promise of getting in to see someone."
"She agreed," she said. "We got the job and the story gets even better. We started working on the project and were dealing with the Chief of the Office of Public Affairs who thought it would be better to show our brochure concepts directly to the Agency Director. We had a 5-minute meeting and he was thrilled with what we showed him!"
"Then he offered to give us a tour of his office, which of course, we accepted."
Here's to your successful selling and turning a "blind bid" into a wide-eyed opportunity!
"Blind Bids" are situations where the buyer or end user already intends to award the opportunity to your competitor, but just needs to prove they've shopped and followed the rules by inviting two other companies to bid. This statement might be harsh, but it is the truth.
I call the companies, who chase their tails after these opportunities the "designated losers." Everyone has been one. I've been one - have you?
A great way to uncover the true story behind a fax or email of an Invitation to Bid, you must contact the buyer and get the story behind the opportunity. Instead of being the sales person and presenting to the customer, behave like a journalist to get the background on the RFP. Call and ask the "point of contact" these direct questions:
1. Who - who is the end user who needs my product/service and may I speak with that person? Who provides this product/service to you currently?
2. What - what do you need?
3. Where - where do you need me to deliver the product/service?
4. When - when do you need the bid and when do you need delivery of the product or service delivered?
5. Why - why do you need my product/service? What is the story behind the need?
6. How - how did you find out about my organization?
Usually, if you are being shopped and follow this simple "interview" process, you'll uncover that the end user intends to utilize your competitor. When you uncover this fact, they usually ask you to do them a favor by putting some numbers together or, if you do not intend to compete, they would like a letter stating you're not interested in the opportunity. This is to cover their "shop three" requirement and shows they did their due diligence.
Now, you've got their attention. They realize you understand the "game" of doing business with the government. (As a reminder, here it is: the one who pre-sold the deal; wins the deal.)
Turn a Blind Invitation to Bid into an Invitation to the Agency's Office: But, they still need something from you so they can show they followed the rules. Ask them if they have a hour to meet with you. If it takes you a day, a week or a month to respond to their request, they will be willing to give you an hour of their time to learn how to do business with them in the future. If they cannot give you an hour of their time to meet with you, you cannot "donate" your time to a losing opportunity. Make that distinction, but say it with a positive tone.
Here's a little script, which cannot be turned down:
"I understand you need at least three bids to complete this procurement quickly. I imagine from this organized bid that you must already have someone in mind. If you would like me to spend a day on this information for you, doesn't it make sense that you can at least give me an hour of your time to understand how to do business with your agency in the future?"
Typically, it is too late for this "blind bid" but you can be the first one at the table for the next opportunity by closing an appointment with them now. Once in a while, however, you might just win the deal.
On the Sales Firing Line True Success Story:
Here's what happened to Terry Graves, recent Rockville, MD attendee of our "Winning Government Business" one-day traveling seminar:
"After your session a rush proposal with a rush schedule was waiting on my desk," says Terry Graves, of Graves Fowler Associates (http://www.gravesfowler. com). "When I called back the procurement person she begged me to respond because she needed the 3-4 responses on her end. That's when I offered to do a quote with the promise of getting in to see someone."
"She agreed," she said. "We got the job and the story gets even better. We started working on the project and were dealing with the Chief of the Office of Public Affairs who thought it would be better to show our brochure concepts directly to the Agency Director. We had a 5-minute meeting and he was thrilled with what we showed him!"
"Then he offered to give us a tour of his office, which of course, we accepted."
Here's to your successful selling and turning a "blind bid" into a wide-eyed opportunity!
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