A software bidding meeting...

This year, the company changed its previous Strategy [to put all systems and projects on its own] and began to outsource some projects to professional software outsourcing companies for development.

I also participated in an external bidding meeting for one of the software projects some time ago. After several rounds of bidding options, a partner was finally identified. The reason why I want to write this article is true.

It is a pity that this bidding process is quite brilliant with the performances of several suppliers involved in the bidding process.

We have found a total of four suppliers to meet the bidding requirements. when looking for a supplier, the contract amount of one supplier was not large, and the contract amount was no more than 0.3 million. We simply couldn't say it, and then pushed it to us.

I recommended a small supplier. Let's try this small one. Ah, now this outsourcing company is really cool. It has a big appetite, and small orders are not accepted. In fact, this order, although

It's not big, but it's only the first phase of the project. There are at least three phases later. This cool company estimates that there is more money to live now, so we sorted the project by amount. Our project amount

If the threshold is not met, people will simply drop it. Later, four vendors were invited to agree to participate in the first round of the bidding meeting. Three of the four were foreign software contractors in China.

Company, the other one is slightly smaller in size and fame.

For convenience, I will use A, B, C, and D to replace these qualified suppliers. First of all, a is the largest supplier in the field, and the bidding documents sent to us are also the largest.

At first, I thought that big companies are really awesome, and the information is perfect. But when I open the solution documentation, I am dumb. Is this the solution documentation? This is completely a copy of the company's

In addition to the employee recruitment manual, more than one hundred pages of documents cover less than 20 pages of our company's solutions. Others talk about their company. First, let's talk about the strength of this outsourcing company,

Rankings, scale, achievements, etc. Besides corporate culture, corporate goals, and development plans, we 'd better introduce the company's salary and benefits. I was just here.

The subject matter should be recruitment. It should not be from our company. By the way, it should be appropriate. At the compliance meeting of Company A, the company's colleagues first followed the contents in the document,

I showed off my company, but we couldn't take it anymore. I suggest you let them into the topic. Then their technical director and cool people came out. The fierce guy first gave me a PPT presentation.

I have had brilliant experiences in the past and introduced some of my books. Then I started to show them a demo. I also introduced the technical difficulties and

Technical content. As a result, we found that his demo is too different from our demand. We had to say that our demand was a little different from this, and the fierce talent ended his speech awkwardly. After

Another of them came out and asked about our demand side. The chat was over. You can imagine the result. The second vendor is relatively low-profile.

A little more, I briefly introduced the company. It was a little bit written. Unlike the cool people of Company A, I have never been into the topic for a long time. I quickly answered some of our requirements.

And technical issues. At the same time, let's take a look at the demo. This demo is indeed eye-catching. We are attracted to all the people who participate in the event. First of all, we have established a good first.

Influence: The company will do marketing, and of course the technology is also good. Otherwise, it will be hard to impress people if there is no actual thing, so Company B's demo gave us a bright impression.

In the end, he scored the most accurately. Next, let's talk about Company C, which is relatively small and has no fame. During the communication, we also saw their strength and technical reserves,

Lack of experience in the industry, but they give us another feeling that they may have problems with their own scale and strength. They are not confident in themselves, and they are completely different from their expectations.

I feel a bit defeated when I come to apply for a job, so after the job is finished, we feel that this company is too unconfident. If we are so unconfident, how can we reassure your customers? It seems they are still

Those who need experience should at least be unable to give people the feeling of being unconfident in the bidding. Company D was the last to appear. The company was also quite large and famous. We wrote it in the bidding documents.

I asked for a demo. The company did not care about it and told us that they didn't do a demo. I 'd like to communicate and confirm the requirements first. I feel like a big bully.

One of their bosses confirmed their requirements directly with us, and then said that their price was over, and our business manager was not satisfied either, let's talk to him later.

Although this project is only more than 0.2 million, there are at least three projects in the future based on this project, and they hope to cooperate well.

The boss also expressed his sincere belief that he would take the time to prepare a demo and provide us with a technical solution for reference. This time, there was no demo, but the company was busy and there was not enough manpower.

So it was a little hasty.

In the future, we will score these suppliers from several aspects, including the company's strength, understanding of the demand, and the effect of the demo. Naturally, B has the most

Other companies are not satisfied with the high score. To be fair and learn more about the actual situation of each company, we decided to let the four companies prepare server design solutions. In

In the next communication, Company D does not reply to emails, but does not. Company A and Company C realized that after the question was raised, they acted very actively. Company B on the contrary

The performance in the future is a little unsatisfactory and the preparation is inadequate. Later, after their technical director came to discuss the technical solution of backend servers in detail, they had a reversal.

I didn't mention the prices of these four companies just now. Among the prices of these four companies, Company D has the most outrageous prices, which is three times higher than our estimate, company A has doubled its understanding of requirements.

There are also huge discrepancies. Company B's offer is the closest to our estimation. Company C's offer is almost lower than our estimated half price. If we select a supplier under normal circumstances, the price

It will certainly be an important factor, but it is not a deciding factor. What we want to buy now is software and a service. Therefore, high and low prices are very difficult to adopt, because the software is not a standard

Industrial Products of large-scale production can be directly produced in factories. For such standardized products that can be directly purchased, the product price can of course be taken as the deciding factor. For example, if I buy a batch of hard disks

Seagate is still Western data, Samsung, Hitachi, etc. The most important thing is price, because these are big brands and the quality is almost the same. At this time, the price is the only benchmark.

Through this tender, I personally think that, as an outsourcing supplier, there is no need to be as cool as Company A, nor is it necessary to feel like Company C because of its scale and strength.

You are not confident in yourself, and you cannot want to be a big bully like Company D. Similarly, if Company B is always the same, it will be perfect. If Company B is shown in the following server solution recommendations as in the first bidding meeting,

I think it can be used as a template for outsourcing companies to meet the standards, but we think that outsourcing companies also have their own considerations for bidding costs, and it is impossible to invest too much resources in the bidding, So we then gave it again later.

They took the opportunity to present their plan and finally got the order.

A software bidding meeting...