By the time a tender is floated, the specifications are usually fixed and the vendor list is often settled. The supplier who met the company earlier had a chance to shape it.

From our project monitoring software, our engineers work out what each project will need to buy: plant equipment, machinery, catalysts and contracted services. They track the upcoming RFQs as the project moves towards tender, through research and regular calls to the companies and their EPC contractors.

For most projects this gives three to six months’ notice of an RFQ, and sometimes a year or two. Each requirement is marked by the stage of the project, so your sales team knows which orders are close and which are further away. The outlook runs at three, six, nine, twelve, eighteen and twenty-four months; longer-term estimates are available on request, clearly marked as estimates.

You get the names, designations and phone numbers of the decision makers at the promoter company, the EPC contractor and the subcontractors who place many of the orders.

Requirements can be sorted by sector, state and company, down to district and PIN code. For a sales team, that means a list of upcoming purchases with the people to call, in order of how close they are, without building a tracking team of its own. Banks and government bodies use the same data as an independent check on the project plans put to them, and fuel, gas and power suppliers use it to see the new load coming from each plant.

•  Equipment and service suppliers: reach the buyer before the tender, not after it
•  Sales teams: a list of upcoming purchases with the people to call, sorted by how close they are, without building your own tracking team
•  Fuel, gas and power suppliers: the new load from each upcoming plant
•  Banks and government bodies: an independent check on project plans submitted to them

•  Key contacts: names, designations and phone numbers of the decision makers at the promoter, the EPC contractor and the subcontractors
•  Upcoming equipment and service requirements by sector, state and company
•  When each requirement is expected, and the stage of the project
•  An outlook at three, six, nine, twelve, eighteen and twenty-four months
•  Location, down to district and PIN code
•  Longer-term estimates on request, clearly marked as estimates