Welcome!

I'm Jon Bart, the creator of Reverse Auction Guide.  Whether you are new to the world of Reverse Auctions or not, this page is for you!  It contains the information you'll need to get the most value for your business from our site!  

Our Goal

Despite their immense potential value, B2B Reverse Auctions are typically managed by commercial team members with little or no experience in B2B online bidding.   As you can imagine, the resulting lack of understanding,  poor preparation, and erratic live auction management all combine to yield disastrous results.  To change that, we provide Suppliers with proven Reverse Auction strategies to grow their business by winning more bids and increasing their margins.

We provide Suppliers with proven Reverse Auction strategies to grow their business by winning more bids and increasing their margins.

In other words, we provide tools and training resources for companies to help organizations manage the bid process more efficiently, more effectively, and with better results.

Understanding Reverse Auctions

We've managed 100's of Millions of dollars in Reverse Auctions across multiple product categories and industries.  In our experience, the number one reason companies hold a reverse auction is to pressure the current (incumbent) supplier to reduce their pricing.  

The number one reason companies hold a reverse auction is to pressure the current (incumbent) supplier to reduce their pricing.  

While the incumbent supplier does typically maintain the business, the post-Auction pricing is frequently 15-20% lower than pre-Auction pricing.

So how can an Incumbent protect their margins, and how can a Challenger successfully win the business?

What you need are......

Reasons For Reverse Auctions

Specific Strategies for Your Current Supply Position

While the Reverse Auction Process is the same for all participants whether you are the long-standing incumbent supplier or a new participant in the process, your position as Incumbent or Prospective Supplier (Challenger) has a significant impact on the keys to success and the strategies you will need to employ.  

As the incumbent, you not only have business to defend, but also existing margins to protect.

Our focus here is on leveraging your current relationship with the customer and your proven value, along with the use of specific strategies for managing the Live and Post Auction process to maintain your hard-earned margins.  

The Challengers most approach the auction from two perspectives:

  1. How do I assess this opportunity to determine if I should participate in the process?
  2. How can I displace the current supplier?

Strategies here focus on agressively proving to the customer that you are a capable and competitive supplier, with bid strategies that will encourage the buyer to make a change.

We're Here for You!

The guides and tools in this site were all developed to help people like us, who at one point in their career were required to manage a Reverse Auctions but quickly found there were no available resources (internally or externally) to help them with the process.

We do our best to respond quickly to all emails through our Contact page, because we understand the uncertainty the process often brings.

Thank you so much for reading, and we look forward to meeting you!  Cheers!

 

Jon Bart