03 · Decide
Decide
What helps the buying group say yes with a straight face?
Revenue
Tender manager
What Tender manager feels is stuck, and who still owns it.
Scenes they enter
B2B complex sale
Scenes they enter
Agency–client engagement
02 · Propose
Propose
Can you challenge the brief and still look like a partner?
What they owe the next person
Handoffs.
SellerHands over
draft answersThe thing that must arrive
Tender managerMust be able to use it
Failure: The RFP is still blank when procurement’s clock starts.
Tender managerHands over
security packThe thing that must arrive
LegalMust be able to use it
Failure: The tender manager cannot find the proof legal already wrote.
One way this gets unstuck
Pain first.
No lived pain written for this chair yet.