Tracking and overseeing a tender process can at times be challenging. Using HubSpot's association labels can help you streamline the procedure while providing insightful information about potential and customer relationships.
Here’s how we helped a client manage this:
We were asked by a client to help them use HubSpot to manage their tender process and enable them to:
- match potential clients to live tenders
- capture those shortlisted against each tender and,
- identify the client, ultimately, selected for the tender
The majority, if not all, of their work came through tenders, and they wanted to be able to report on their tender process and understand how to strengthen their offering.
We considered their process and their deal pipeline and settled on using association labels to clearly identify the clients matched to each tender, and how far they got in the process.
Our first step in the process was to create the association labels. In this instance these associations were Company associations created against the Deal object, as indicated in the image below:
We also also surface the information in the middle column of the Deal record in a custom association label card:
This also enabled Account Managers to see from the Company record which tenders their client accounts had been linked to:
We also added two further Deal - Deal association labels to show the ‘upsell’ and ‘cross-sell’ opportunities for tender, in order to demonstrate any additional opportunities after the initial, successful tender. By adding these, the client could track the original sale to any further opportunities arising.
In this case study, the client decided that they wanted to add the associations manually. However, if there are clear steps in the process, or you are using lead scoring to represent some of these steps then you could add a workflow to automatically add the associations..
