Why is the Buyer asking THAT?

It's not uncommon to come across tender quality questions that seem out of place with the buyer's needs, however it is essential to respond in a manner that addresses the underlying concern behind the question. 

Address tender questions effectively by understanding the buyer's intent and providing clear, value-driven responses to build strong business relationships.

 Consider the following:

• Instead of focusing on the wording, try to understand the intent of the question. This will help you provide a clear and concise response that adds value and demonstrates your understanding of the buyer's needs

• If necessary (and with consideration of any possible consequences of asking the question), politely offer to clarify any misunderstandings or provide additional information to ensure that your response meets the buyer's requirements

• Consider that the buyer's team may have a different understanding of the project requirements, leading to questions that do not align with the actual needs

• In some cases, tender quality questions may be standardised or template-based, leading to a disconnect with the specific needs of the project or purchase

• The buyer's needs or requirements might have evolved over time, and the questions may not have been updated to reflect these changes

• Different stakeholders within the buyer's organisation may have varying perspectives on what is important, leading to questions that seem unrelated to the main goals but still relevant to buyers overarching values

• Provide a clear and concise response, adding value and demonstrate your understanding of the buyer's needs

 Responding professionally and tactfully is key to building a strong business relationship