Imagine the adrenaline rush when you secure that big contract you’ve been losing your sleep over. Winning a tender or RFQ emerges you as victor, but here’s the secret: the race starts long before the finish line is even in sight, it starts with preparation and thoughtful strategising.  

So, how to “win the game before the tender”?  

Let us apply the classic ‘F.R.I.E.N.D.S’ approach to unravel the answer to this question.  

1. The F of the “Form Strong Relationships” 

Just like Joey’s “Savoir-faire” to enchant everyone, building strong foundations with your potential client at the base stage is essential. Getting to know their needs, preferences and discontents is a necessity. A friendly, approachable mindset can put you in a beneficial stance when the tender arrives.  

2. R is for Research the Competition 

Ross may be the “science guy,” but his nerdy yet charming persistency pays off. Researching about your competitors as thoroughly as “the dinosaur guy” would dig into a fossil. Knowing their strengths and weaknesses is a must, so you can position yourself as the “palaeontologist” of the tender game.  

3. The “I” in Inviting the Stakeholders 

Monica is all about planning and coordinating. It revolves around persuading the decision-makers (just like she influences every game night!). Get engage in the pre-RFQ discussions and nudge their requirements toward your strengths. By establishing a rapport and demonstrating your expertise, you can drive the conversation in a direction that showcases your USPs.  

4. E stands for Engaging with Precision 

“Engaging with precision? I prefer to call it ‘target practice for my charm!’”  

Chandler may not always know what his job is, but he’s great at using quirkiness and wit strategically. Similarly, engage with precision—every conversation and piece of communication should leave a mark. Know when to deliver a punchline and when to get serious with your proposal insights.  

5. N – Nailing the Preparation 

Phoebe may seem erratic, but she always surprises by pulling off Serendipitous wins (like her quirky songs). Craft your proposal with the same care and finesse. Ensure that you’re your documents, answers, and strategies are prepared, so when the tender arrives, you’re ahead of the curve.  

6. “D” Winning Story 

Rachel knows how to make a ‘stellar’ fashion statement—similarly, your proposal needs to make a remarkable impression. Just like she shines in the spotlight, you should Craft a persuasive narrative that demonstrates why you are the ideal choice. Use clear, concise, and persuasive language to win over evaluators and prove that you indeed are the top contender, with no match.  

7. “f.r.i.e.n.d.S” Stay in the Game 

Regardless of the highs and the lows, the F.R.I.E.N.D.S. gang always stuck together and supported each other. In the tender game, “persistence” and “perseverance” is key to your treasure box. Keep in check with the client, continue refining your proposal, and stay proactive in case of any changes in requirements. Lastly, surrendering is not an option; however, a change in the paradigm of the client may be necessary if they are unresponsive or hesitant about your proposal. 

Connect with our team to know how to be successful in the tender game. Keep reading our blog posts for more interesting perspectives from the world of consulting.