Postings that are clear in articulating what a buyer needs, when it is needed, what information the buyer would like the supplier to provide in a response, and also what the next steps in the process are, will not only have a higher response rate, but also ultimately lead to better responses that allow the buyer to work more efficiently.
“We are looking for a widgets supplier. Please provide details on your capabilities.”
“We seek an ISO 9001 certified supplier of widgets. We have 3 different sets of widget specifications, all available as attachments to this posting. Your widgets should meet the XYZ industry standard tolerance.
A qualified supplier will have at least 5 years of experience in the export of widget to Europe. Our annual volume will be between 50-100k units. It would be ideal if the supplier had spray coating capabilities as well.
Please respond with your experience in the export of widgets, as well as the volume you have produced in each of the past 3 fiscal years.
We seek to take this opportunity to auction in the next month, and plan to make a shortlist of qualified suppliers within 1 week of the close of this posting.”
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Beverly Dunn is a Customer Success Manager with Ariba. All customers are invited to join the private Customer Success group on Ariba Exchange, where you can access the Customer Success Spotlights, Lunch 'n Learn Webinar calendar and replays, and the Ariba Knowledge Nuggets