Qualification Guide

Are you being asked to bid for something you normally provide or supply i.e. is this a straightforward piece of business?

Do you know who is going to make the decision (are you sure)?

Have you ever done business with this company before?

Were you expecting this opportunity or has it come out of the blue?

Do you know why the client is asking you to tender and are you clear how your solution will help his business?

Do you know the person who has invited you to bid? I.e. is there a personal relationship?

Do you know who else they have invited to bid for this business?

Do you know what is important to them in making this decision and how they will make it?

Have you done business personally with the decision maker before?

Is the value of the sale worth the amount of time you will have to spend putting the bid together?

Is this a one off, or could there be more business to follow if this goes well?

Is the decision likely to be made purely on price?