Tuesday, 26 July 2016

The Siemens art exhibition bypassing tender rules



In the early 2000s  Siemens sales manager Paul Thompson was sweating on the result of a major tender.

It was the 'radio silence' evaluation period when the customer's tendering rules precluded any contact. Paul was nervous about the result and wanted to continue to influence the tender decision process.

Paul found out that his customer did not own their corporate headquarters building, so he organised with the building owner to run a Siemens sponsored art exhibition in the main lobby which the tender evaluation team would pass through each day as they went to work.

Paul was in the art exhibition when the customer's head of procurement walked past, looked at Paul and shook his finger to say "never again", but them smiled.

Paul won that tender.
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Company: Siemens Communications
Source: Mike Adams discussions with Siemens Head of Sales Paul Thompson
Reference:
Story Type: Business Purpose
Labels: Bending the Rules; Tenders
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For Story Students
The Setting: Early 2000s, Melboune Australia
The Complications: Siemens were in the 'radio silence' pahse of a very large tender evaluation
The Turning Point: Paul organised a Siemens sponsored art exhibition in the customer's HQ building lobby
The Resolution: Siemens got the additional advertising and marketing benefit and procurement amended their tender rules
The Point of the Story: Siemens got the additional advertising and marketing benefit and procurement amended their tender rules
How to use this story: When talking abut innovative ways to influence in sales
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