To engage effectively with buyers, you need to understand their priorities, challenges, and future plans. This blog post explores techniques for gathering this crucial information.
Conducting Market Research
– Study previous tenders to understand what buyers have prioritised in the past.
– Look for patterns in requirements, evaluation criteria, and contract values.
– Analyse who won previous contracts and why.
– Look for information on pricing, service levels, and unique selling points of successful bids.
– If possible, talk to the people who actually use the products or services being procured.
– Their insights can provide valuable information about pain points and desired improvements.
Leveraging Strategic Plans and Budgets
– Many public sector organisations publish their strategic plans.
– These documents often outline future priorities and planned investments.
– Annual budget reports can provide insights into spending priorities.
– Look for areas of increased or decreased funding to identify potential opportunities or challenges.
Horizon Scanning Techniques
– Keep an eye on government policies that might affect procurement priorities.
– Look for announcements about new initiatives or funding programs.
– Stay informed about emerging technologies in your sector.
– Consider how these might influence future procurement needs.
– Consider how changes in population, social attitudes, or economic conditions might affect public sector needs.
– Participate in industry discussions to gain insights into emerging trends and challenges.
By combining these research and horizon scanning techniques, you can build a comprehensive understanding of buyer priorities and position yourself to meet their current and future needs.
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