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Reserve Your Seat TodayRecently, JP Ebury, one of our sales engineers at DPS, had a web chat with a potential client from a global two-way radio manufacturing company. The client was seeking assistance with a "public address and general alarm RTU system".
Their conversation involved several technical concepts that are valuable for anyone involved in competitive bidding. For these types of infrastructure projects, the stakes are high, as they were in this case involving a major tender. Let's take a look at:
Client: Hello, I need sales assistance. I am an engineer working for a global two-way radio manufacturing company. We are participating in one project that needs a public address and general alarm RTU system.
JP Ebury: Hello, I would be happy to help. Can you tell me what the specs are for the RTU in this project?
Client: Okay.
[Client uploads document: "Public Address and General Alarm System.docx" (527 KB)]
Please check this.JP Ebury: Didn't this tender go out for bid 2 years ago?
Client: Yes.
JP Ebury: I remember this one. There were 3 companies trying to get this bid that I made quotes for.
Client: I think you participated in the previous tender. There were just 2 bidders for the previous tender.
JP Ebury: Can I ask why you chose DPS Telecom over other RTU manufacturers? When is a winner picked, and when does installation start?
Client: We know another company selected your products, and the solution is available, and the price is acceptable.
JP Ebury: What about the company __________?
Client: The tender will be launched next month. The end user allowed international bidders only. ___________ was not allowed to participate in the previous tender. They contacted us as well.
JP Ebury: Interesting, I appreciate the backstory. I see 3 other companies I made this quote for. I was wondering what happened to this tender. The good news for you is that I am familiar with this tender from 2 years ago.
Client: Yes, I am familiar with this tender as well. I followed it for 4-5 years. I am based internationally. The end user is our existing customer.
JP Ebury: This is good. Let's help you win this tender!
Client: We want to use the most suitable products for this tender. I think the bidder in the last phase used your products as well?
JP Ebury: Yes, for sure. Would you like a quote for this second phase?
Client: Yes, please provide that quotation to me.
JP Ebury: Okay, I see why pricing is different. One of the Phase I quotes is the highest, but it is for a lot of equipment- 78 sites for Orderwire, 32 sites for RTU.
The spec you sent me does not include Orderwire VOIP conferencing, but the quote you are asking to be sent has Orderwire in it. You are only needing 29 repeater sites according to your document.
Client: Are you talking about Hotline?
JP Ebury: Yes, Hotline. I can provide you with the quotation for hotline as well, if you'd like.
Client: Yes, please provide me the quotation for Hotline as well. I did not know that your company can provide a Hotline solution. Quotation and proposal, please.
JP Ebury: Okay, I can send that over in a few hours. Please review the quote. For some reason, the prior quotes have more than 29 sites identified. I will send this over email.
Client: Okay, thanks.
JP Ebury: You're welcome. Talk to you later.
The client mentioned that their decision to work with DPS Telecom was influenced by previous product selections made by other partners:
"Your products were selected by our previous partner. It is convenient for us to use your solution directly."
This speaks to the value of consistency in product selection, especially for large-scale projects. When a product is already integrated into a system, switching to a new solution can introduce risks like compatibility issues or the need for additional training. By sticking with a proven solution, you ensure a smoother implementation process and maintain your system stability.
Products like the NetGuardian series of RTUs are designed with this continuity in mind. Having a versatile LAN-based alarm collector provides remote visibility of IP network elements by supporting SNMP v1, v2c, and v3 protocols. It has also been proven in thousands of worldwide deployments, so you don't have to be a "guinea pig" for an unproven device.
JP's approach during the conversation focused on tailoring solutions to meet specific project requirements. As they discussed the client's provided specifications, JP noticed a key detail:
"The spec you sent me does not include Orderwire VOIP conferencing, but the quote you are asking to be re-sent has Orderwire in it."
This observation led to a deeper discussion about the actual needs of the project. It was absolutely critical to align the quote with this client's specific requirements. JP made sure to inquire about the specific number of sites to guarantee the quote meets the specifications exactly.
Offering a solution that precisely matches the project's needs is vital in winning tenders. It avoids unnecessary costs and makes sure that the proposed system will meet all operational demands. It also eliminates extra work required to answer questions or modify bid documents when you can't write an unqualified "comply" to a line-item.
An important advantage of a multi-decade manufacturing company is the ability to draw on extensive past experience with similar projects. JP made this skill evident when he mentioned his familiarity with the tender from two years ago:
"The good news for you is that I am familiar with this tender from 2 years ago."
This kind of institutional memory can be a game-changer. JP's familiarity with the tender, its history, and the companies involved allowed him to provide the client with informed insights and tailored support. Granted, 2 years isn't multiple decades, but DPS has people on staff with 30+ years of experience.
When you work with the right partner, you're not just getting hardware. You're gaining an ally who understands your project's nuances, history, and how to effectively navigate the competitive landscape.
This kind of deep, project-specific knowledge allows engineers to provide insights that go beyond just technical specifications. It means understanding the nuances of what worked and what didn't in previous bids. This knowledge and experience is crucial in crafting a winning proposal.
Engineers, like JP, are not just salespeople- they're technical experts with firsthand experience in deploying and supporting the systems they recommend. This level of expertise can significantly impact the success of a project, especially in complex, multi-site installations where the details matter.
At DPS, we build customized solutions that meet your unique needs. Whether you're looking for a specific feature set, need a quote tailored to your budget, or require expert advice on complex tenders/specs/documents, DPS Telecom has the experience and the products to support you.
Call DPS today at 1-800-693-0351 or email sales@dpstele.com to discuss how we can help you achieve success in your next project. You'll get more than just "products". You'll get a partner working with you toward a successful project.
Andrew Erickson
Andrew Erickson is an Application Engineer at DPS Telecom, a manufacturer of semi-custom remote alarm monitoring systems based in Fresno, California. Andrew brings more than 17 years of experience building site monitoring solutions, developing intuitive user interfaces and documentation, and opt...
