Understanding Tender Negotiation | Webinar

Submitting the tender isn’t the end of the work. The conversations between submission and signature decide more wins than the tender itself. Eliza Carbines explains how clarification questions, panel presentations and BAFOs really work, and how to behave at each one. KEY TAKEAWAYS 1. Why “negotiation” in tendering isn’t traditional negotiation, and what that changes. 2. Why a negotiation opportunity isn’t guaranteed, and what that means for your pricing strategy. 3. The touch points that exist after submission: clarification questions, information requests, panel presentations and BAFO. 4. How to behave at each touch point, including how to read and respond to questions and what to plant. 5. The “living document” principle: your tender is your position, not a draft to reopen. 6. The integrity line between organic adjustment and agenda-driven re-positioning. WHO IT’S FOR Bid managers, coordinators and BD professionals new to tender-stage negotiation, experienced bid teams who want a clear framework for what happens between submission and signature, and business owners and executives who sign contracts and want to understand the post-submission process. PRESENTED BY ELIZA CARBINES Eliza Carbines is the Founder and CEO of Tender Relief. She served on the board of the Association of Proposal Management Professionals (APMP) from 2021 to 2024 and is known for blending grassroots business know-how with big-picture commercial insight. With over fifteen years in professional business development and corporate strategy, she moves easily between executive-level contract negotiations and hands-on client support. She created Tender Relief to help businesses optimise their responses and win more contracts. ABOUT TENDER RELIEF: The definitive name in tendering. Tender consultants ready to help you with live or upcoming tenders, grants, and proposals, plus business development, bid readiness, and training. Explore consulting: https://tenderrelief.com.au/ ABOUT SCRYVE: Expert AI powered by Tender Relief. A step-by-step platform that guides you through your tender, grant, proposal, or contract review. Built on best-practice methodology from thousands of winning tenders. Explore our AI: https://scryve.io/