The better you know your buyer, the better your chances of winning the tender or the RFP.

Try to get to know your buyer as much as you can before the RFP is due. Don’t make assumptions about what is important to them. Read the RFP documentation carefully. Go and see them to talk it through. Don’t make assumptions about what they think about you, good or bad. Make sure you are really clear on who is doing the evaluation of your tender.

In your tender or RFP response, demonstrate that you know your buyer by reflecting their needs back to them.

Many buyers do an market scan of suppliers to help them set their scope and market expectations. Is your profile high enough that you would be included in this market scan?