Yep, that's the one. A blood-sucking villain who scares everyone.
A bit like a procurement executive?
Woh, that's a bit harsh. Procurement execs will only suck your blood if you let them.
What do you mean?
Well, if you carry a cross, some garlic or a mirror, Dracula won't touch you. It's the same with procurement execs. Instead of garlic, torches or a mirror, arm yourself with a clear, business-related proposition and maybe some alternative ideas. For example, add some options in your pricing, like mutually-rewarding performance incentives. Or consider other solutions that will benefit the prospective client more than the product or service they think they want.
And that'll protect me?
If you go into a tender campaign without proper protection - that is, a genuinely compelling proposition - then you're in for a scary time. Don't base your pitch on price alone; don't just sell product; do your homework about your would-be client's real needs; and demonstrate you're worth more.
And if I don't?
Then look out when it comes to 'black-out' time for your Bafo PowerPoint slide presentation.