Breakfast seminar: How do you choose the right tenders for you?

How do you choose the right tenders for you? That was the topic when we invited people to a breakfast seminar on Thursday, October 29.

The recording is in Norwegian.

Three lessons

Read the buyer through the requirements. Thomas Tinnesand, partner and CCO at Inventura, believes requirements that pull in different directions are more dangerous than strict ones. How to read the buyer through the requirements.

Ask whether you should win, not just whether you can. Christian Martinsen, CEO of Bonka Commercial Management, reminds us that the most expensive tender can be the one you win. How to decide whether a tender is worth winning.

Set the direction before you let the AI in. Audun Wigum Arbo, co-founder and head of AI and development at Cobrief, says you need to stop and think about your strategy first. Then you can write standard questions that the AI answers for every new tender. How to set the direction before you use AI.

From the panel discussion

• The buyer has a responsibility too. Christian argued that buyers who complain about weak competition must also be willing to help less mature suppliers step up.
• When everyone writes well, price decides. With everyone using the same tools, the competition easily turns into a writing contest. Then everyone often gets top marks on quality, Thomas said. Build the best expertise you can, and get good at describing it, Christian advised.

So is it easier or harder to choose the right tenders? Getting an overview has become easier, and analysis has become faster. But you still have to do the prioritising yourself.

Thanks to Thomas and Christian, and to everyone who took the time on a Thursday morning. Is there a topic you would like us to cover next time? Send us a message.