Pitching to procurement

By Linda Julian

Professionals looking to win work through competitive selection processes  -  tenders, expressions of interest, business proposals  -  must now run the gauntlet of procurement specialists in government and large corporates.

Successfully pitching to procurement specialists starts with understanding their perspective.  They focus on three areas:

• requirements
• risk
• cost.

Procurement processes aim to excise emotion and apply science and strong methodology to enable a purely rational choice.  Once formal procurement protocols take command, it’s value for money which wins the day  -  that's value measured their way, not necessarily yours.  

Key to succeeding is accepting that value for money is far more than price.  If you want to come out on top for value, at more than minimum price, make sure that you can positively distinguish how well you meet this client's requirements, and minimise their risk. 

Emphasise your strengths, capabilities, and great credentials for selection within the rules of competition.  There is usually still ample opportunity to skilfully weave in strong "buy us" messages in an indisputably compliant submission.

Pitch to procurement specialists by scrupulously following their rules and respect that they run the game.