How to write a TOR to gain an advantage over competitors❓

How to write a TOR to gain an advantage over competitors❓

Many businessmen or salespeople who interact with government customers or agencies and various organizations that are related to state enterprises And even some private organizations must have the word "TOR" (Term of Reference) or requirements, and you may not know that the issuance of the TOR announcement actually has the origin of why customers have the desire to purchase. It means that someone or even you must be the one who "sparked" the customer to want to buy until they wrote the TOR. This point is what allows you to create an advantage in sales. Let's see the method.

1. Always be the first to inspire the customer.

Government customers often work desk jobs. What's new? For example, products or services that are useful to the organization, telling them about them, especially people at the supervisory level, will make them have the initiative to set a budget for buying and selling what you offer. Especially if you are the first person to spark it. The more likely you are that the client will ask you to draft a rough TOR first along with an initial budget to see what's possible.

2. Take control of the game and become the first TOR writer to give yourself an edge over your competitors.

When controlling the game by writing a TOR for the customer first, you are finished. However, you must follow the policy of the government agency, that is, select no less than 3 proposers, which is a government requirement. Therefore, the TOR that other proposers receive will be according to the guidelines you set. Therefore, you must create an advantage by “Know them, know us” For example, you are a large computer system seller. There are competing brands that can do the same thing as you. So you help the customer write a TOR to provide “higher” certain features of your product at an advantageous price.

3. You cannot write TOR to cause spec locking. So do competitors.

Specification locking occurs when your product has certain features that no competitor can. For example, your product is the only brand in the world that has this capability. It looks good because after all, you are the winner because the customer announced the TOR and it went your way.

4. In the case of someone coming later, check the TOR carefully.

If your competitor is an experienced player and writes TOR, they will have a huge advantage. You will likely not win if you propose. Because the price is higher anyway. In this case, it is better to withdraw so as not to waste time. Going to get a TOR from the procurement announcement website is a very high loss. But this is not always the case in the case of products and services. Becoming a dark horse in bidding to compete with competitors It's all about checking TOR for every detail in detail. You may even see some advantages.

5. Meet with customers regularly.

Meetings with customers must be consistent even before the TOR is announced. While the customer is writing the TOR and after the TOR has been announced Because every step of the way, there will always be competitors waiting to disturb you. Customers may change TOR at any time. Therefore, you should never be careless.

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