Five tips for tendering for an operator - money doesn`t always come first

For consumers, tendering for a telecommunication operator is easy. All they need to do is look at who provides the cheapest subscription and the most suitable online package for their needs and then just sign the contract.

However, the larger the company, the more complicated it gets. Connections are absolutely vital for many businesses, and the choice of an operator partner requires careful consideration. Determining the appropriate service level also requires expertise from the buyer, so that business continuity is ensured while not paying for unnecessary extras.

Careful preparation allows companies to get the full benefit from tendering for an operator and ensures a smooth tender process. We asked DNA’s Key Account Manager Erika Vuori for five tips for successful tendering.

  1. Start planning the tender well in advance. 
    “Competitive tendering is often required at the end of a contract period or when the company expands, especially abroad. Reliable connections are critically important for many companies, so it’s advisable to start planning well in advance instead of just waiting for the previous contract period to terminate.”
  2. Involve the operators already when preparing the request for tenders. 
    “If you just send out requests for tenders accompanied by a ‘how much will it cost’ note, you shouldn’t expect too much from the cooperation. It’s a good idea to already involve operators in the preparatory phase in order to identify the tender packages that will best serve your company’s business needs. Good salespersons are experts that can identify your company’s needs.”
  3. Make sure that you will get local service if needed
    “If your company operates across the country and even abroad, you should determine how well the operator can support different sites. Is support available locally or will all contacts be routed via the head office? DNA, for example, has a strong base throughout the Nordic countries thanks to the merger with Telenor, as well as an established service network of its own in Finland.”
  4. Don’t just look at the price. 
    “We all want to make savings, but we shouldn’t do it in the wrong areas. If a company’s factory stops due to a network outage, the service level agreement should ensure that any service breaks are investigated immediately. In less critical areas, less stringent SLA levels would suffice. Find out what service level can be provided for your critical functions.”
  5. Think of the operator as a partner, not just a service provider. 
    “Your best choice is an operator who can tell you what you need and considers which solutions best meet your company’s requirements. The operator’s representative must be able to clearly explain how the solutions supporting the customer’s needs will be implemented in practice and why. Network and mobile connections are constantly evolving, and long-term collaboration will bring the best results.”