How market data structurally strengthens your pre-bid, forecast and account strategy
Most bid managers and sales teams still steer on assumptions. They react to publications instead of steering ahead. They forecast on gut feeling. They prioritise accounts by who they know, not by where the opportunity is. This whitepaper shows you how to change that, with market data that is already available.
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From assumptions to steering on market data
Three ways market data sharpens your commercial approach.
Pre-bid: at the table before your competitor
You see which contracts expire in the months to years ahead, per sector, region or contracting authority, long before the tender is published. That is the moment to make contact. Not when it is already too late.
Forecast: reliable enough to actually steer on
You build your pipeline on contract end dates, historical patterns and competitor insight. No more spreadsheet assumptions nobody trusts. A forecast that holds up.
Account strategy: prioritise on win probability, not familiarity
You see per account how intensively they tender, who wins there now and when the next opportunity arrives. You stop investing in accounts that yield little, and focus on accounts where timing and revenue potential are right.
From market knowledge to targeted bids
"Before every bid we now first look at the current market situation in our region and discipline. With ETIntell we see which tenders were recently published, how many bidders competed and who won. That lets us define our bidding strategy with far more focus."
"The Market Scan now gives us an up-to-date picture of the market before every bid. Within minutes we see which tenders were recently published, where, how many bids were submitted and who won the contract."
"We have been writing organisational plans with growth ambitions for years, but now we finally have facts instead of assumptions."