Municipal equipment, bid right the first time.
Two reps answer the same tender: one meets the spec at the right price, the other over-specs and discounts. Sealed bids give no second chance. Steero turns your best commercial judgement into shared rules, applied before the bid leaves your CRM or CPQ.
Same product, same size of city, same year. The discount depends on who quoted it.
What changes on a tender, step by step.
Small scope. First results fast. Then the whole organisation.
Discover
One session, on your documents.
Prove
A narrow pilot, measured with Finance.
Scale
Roll-out once the reps ask for it.
Before your team asks.
The five questions that come up in every first conversation with a municipal equipment supplier.
Yes, and that is where most municipal margin is decided. Award criteria, price weighting and lot structure are extracted with the technical requirements. Steero shows which options score points and which carry no weight, so the bid meets the specification without paying for criteria the evaluator will not reward. Over-specifying to be safe is the most common leak in sealed bids, and the least visible.
It moves the judgement upstream. In a negotiated deal a rep can correct a bad opening price. In a sealed bid the number is final. Steero puts comparable awards in front of the bid team before the number is set: same product mix, same size of municipality, same year, what was bid, what was awarded, at which discount. The decision is still yours; it is simply made with the evidence instead of from memory.
It has to. A framework is priced once and delivered for years, through call-offs, indexation and renewals. Steero flags framework terms, indexation clauses and penalties at bid stage, and tracks the margin of each call-off against the award. Two points on a EUR 50,000 call-off and on a EUR 5 million framework are the same discipline, applied at different scales.
You do, centrally, and the regions apply them. We take the price corridors your pricing team already set, add the way your strongest bid managers reason inside them, and put that in front of every regional team. Sales Excellence or Pricing validates every rule before a rep sees it. Once awards come back with outcomes attached, Steero suggests changes. Suggests. Someone on your side still decides.
We look backwards first. Give us 12 to 24 months of tenders and we’ll show you what your own teams did on comparable lots: which region bid where, how wide the spread got, how many lots were lost on price or won with margin left behind. You see that number before committing to anything, and Finance is welcome to pull the calculation apart. Rollout comes after, on the range and region you pick, measured against a group that isn’t using it.