Tender Management Optimization for an Increased Sales Effectiveness

Beginning with a sophisticated analysis covering the medical technology industry, its frameworks, market trends, and sales processes, this book shows how to increase sales effectiveness through business process optimization. As a practical example, a project team from a hypothetical international company in the medical technology industry is considered, to examine the optimization of global tender management. Any organization is the sum of its business processes, so establishing a tender project creates a valuable opportunity to deeply evaluate sales processes and process deficiencies in specific tender management workflows. The most serious challenges are: understanding tender market as a complex and strategic business, the increasing expectations of contracting authorities in terms of quality and value added services, managing bid documents in response to Requests for Proposal (RFP), inadequate resources and overshooting deadlines, and the huge administrative effort involved in managing all relevant account-, tender-, contract-, marketing, and sales data. To face those challenges, this book describes the development and implementation of a Tender Management System.