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Name the process, then work it. What to ask when the buyer says 'send me a proposal' or 'we need three quotes', so your proposal answers the question that decides it.
Name the process, then work it. What to ask when the buyer says 'send me a proposal' or 'we need three quotes', so your proposal answers the question that decides it.
Part of the Carrow programme. In this sample academy, only the first course, Discovery: the second question, is open.
Before you send a proposal. The buyer says "send me a proposal". The question to ask before you write a word: what does it have to answer, and who reads it?
Three quotes. Find out what the quotes will be compared on, so you aren't compared on price by default.
Map the process. Who signs, in what order, and what each of them needs. Ask procurement; they usually tell you.
Terms that don't work. Name the term, narrow it to the clause, and test one change against it.
Keep your champion in the room. Procurement owns the process. The person with the problem still owns the reason.
This course is part of the academy's invite-only offering.
Access to this course is managed by the academy owner. Reach out to them if you would like to join.