Stage 5 Proposal Solicitation

In this stage, the buyer is ready to invite qualified suppliers to submit proposals. When the item is complex or expensive, the buyer will require a detailed written proposal from each qualified supplier. After evaluating the proposals, the buyer will invite a few suppliers to make formal presentations.

Business marketers must thus be skilled in researching, writing, and presenting proposals. Their written proposals should be marketing documents, not just technical documents. Their oral presentations should inspire confidence, positioning their company's capabilities and resources so that they stand out from the competition.

A supplier's first priority during this stage is to become qualified or, in some cases, to become certified, so it will be invited to submit proposals. Consider the hurdles that Xerox has set up for suppliers. Only suppliers that meet ISO 9000 international quality standards can qualify for certification. These suppliers must complete the Xerox Multinational Supplier Quality Survey, participate in Xerox's Continuous Supplier Involvement process, and undergo rigorous quality training and evaluation based on the Malcolm Baldrige National Quality Award criteria. Not surprisingly, only 176 companies worldwide have become certified Xerox suppliers.23

Avoiding Credit Card Disaster

Avoiding Credit Card Disaster

People who struggle with saving money and getting out of debt will find these things in common: They don't know how to stop blaming. They have no idea where their money needs to go! They don't know they need to forget the home equity line. They also don't understand they need to sell some investments. Many more problems untold. Well don't worry, With the strategies that I’m about to let you in on , you will have no problems when it comes to understanding how to get out of credit card debt.

Get My Free Ebook


Post a comment