🤩 Today’s SPIN® Behaviour Challenge

Procurement just sent the RFP.

Fifty pages. Sixty-three questions. Four weeks to respond.

If you’re reading it for the first time when it lands — you’re already losing.

The Tender Trap

Organisations that win complex procurement processes don’t win in the tender.

They win in the eighteen months before it.

They were in the room when the problem was being defined. Their Implication questions shaped the business case. Their language ended up in the specification.

The RFP wasn’t written for the market. It was written for them.

Everyone else is responding to a document built around a competitor’s strengths.

Huthwaite is unambiguous: influence in multi-stakeholder deals moves upstream. By the time procurement takes control — the real decision is already made.

Procurement manages process. Relationships manage outcomes.

THE CHALLENGE:

Find the accounts where a tender is likely in the next 12 months. Ask:

“Are we shaping how this problem is being defined — or waiting to respond to how someone else defined it?”

If you’re waiting — you’re already behind.

The time to shape the tender is before it exists.

Winners don’t respond to RFPs. They write them — by being in the room first.

Drop “UPSTREAM” in the comments if you’re getting ahead of procurement today 👇

Need inspiration — text “30 min” on my mobile +4526700356

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #Mindset #Attitude #Tenders