Bidder’s Conference

When done right, it’s a key tool in your arsenal.

When mishandled, it takes a lot of respect and leverage out of the deal.

Normally, you’d send the RFP out, let the suppliers digest it for a week or so, then come to the table with questions.

You let them also see who is in the race with them.

And get clarifications on potential omissions or items that are unclear.

Very useful.

Except when The Client gets impatient.

And sends out the RFP an hour before the bidder’s conference.

With redlines still in it and references to the incumbent bidder.

Without securing NDAs first.

What you have there is a horse that is no longer in the barn.

And quite a mess to clean up.

Ah, once again, the Value of Procurement.