¿Cuáles son las razones comunes para perder una oferta de cotización y cómo puede evitarlas en el futuro?

Ever wonder why bids slip through your fingers? 🤔 One big reason is not truly knowing your customer. You might have an amazing product, but if it doesn’t resonate with what they need, you’re just another face in the crowd. Do your homework! Research their industry, goals, and challenges, and don’t hesitate to reach out for clarity on their expectations. 📞 Tailor your quotation to speak directly to their needs—that’s how you stand out! Also, follow instructions carefully; it sounds simple, but it’s crucial. Be competitive and persuasive, showing not just what you offer, but why it’s the best choice. Finally, learn from any feedback you get. Each bid is a chance to improve! 🌟

If you've been asked for a quotation via an RFQ and it's come from out of nowhere, then you're "column fodder". If you are not already known to your customer or don't know your customer, then you have been invited to quote for 2 reasons. 1. So the procurement team can prove they've done due diligence to get best offer. 2. Because your company has strong market presence. By which I mean the procurement team needs to demonstrate they've approached the known brands. In either case, and I'm referring specifically to RFQ's then any words must relate to the "Q". My tip, if you're asked for a quote out of the blue, then you're in a price competition. You need to be in the running BEFORE it's a quote.

How about really knowing your customer well - but not demonstrating this in your response 🤦♂️ we see this quite a lot and it’s the challenge of bidding for many businesses. It also highlights the importance of bid writing skills!

Don't fall into the trap of reading a question and then immediately reaching for boilerplate content that you've used before. If that response didn't smash it out of the park, this one won't either. Plus a different customer askinh the same question won't necessarily be happy with the same answer.

I think that possibly LinkedIn AI is confusing RFQ with RFP. An RFQ supposes that the customer has a solution defined and is looking for a quotation, I.e. price. On more than one occasion I've been provided with what is obviously someone else's proposal and been asked to quote to implement that proposal. Some you win, some you lose, but if you do win, then you need to work hard on your customer relationship.

Competing successfully means highlighting unique strengths, not just cutting costs. Research competitors deeply—go beyond their price to understand how they deliver value. Emphasize specific USPs that solve the customer’s pain points, proving why you’re worth their investment. Make your price competitive, showing the added value each dollar brings, like faster delivery or enhanced support. And don’t just promise quick delivery—demonstrate timelines that directly address client needs. Close with confidence, including success stories that reassure you that you've done it before, and you’ll do it again.

Don't just selll your stuff! Respond to the customer's fears and pain points. Understamd what risks they are afraid of, and what their dream supplier looks like. Then offer them tailored solutions, not just what you've developed for the marketplace.

Ready to turn feedback into your secret weapon? 🎯 One powerful strategy is to create a feedback log. Document what you learn from each bid—both the wins and the losses. This not only helps you track patterns over time but also makes it easier to identify recurring issues. Also, consider forming a feedback circle with colleagues or mentors. Sharing insights can spark new ideas and perspectives that you might not see on your own. 🧠 And remember, don’t just stop at learning—implement changes! Test new strategies in your next bids to see what resonates. This proactive approach will set you apart and keep your skills sharp. Keep pushing forward—you've got this! 🚀

In my experience an RFQ - Request For Quotation is exactly that, a quotation for delivery of product and/or services. It's NOT the same as a bid which is typically RFP or, if earlier in the solution lifecycle, an RFI.