Sometimes the documents that make up a tender exercise can be daunting.

In reality, they are merely a set of instructions and questions, but knowing how to read them is key to being successful.

Not everything that is important to the buyer will be clearly identified in the questions and knowing what to look for can be the difference between success and failure.

A mandatory requirement is non-negotiable, but functional requirements can be changed in some circumstances, as long as they don’t fundamentally change the outcome of the tender exercise.

Having an understanding of these key issues and what is and isn’t up for discussion can help shape your response and ensure you are able to offer the outcomes they desire.