Turkish systems firm wins a USD 1.9M order in East Africa.
How written installation responsibility and a defined commissioning scope let a regional fabricator beat bigger names on evaluated risk. Anonymised for confidentiality.
Client profile & engagement record
- Supplier
- Conveyor and structural steel fabricator, central Anatolia, ~120 staff, EN 1090 certified
- Position at engagement
- Export experience in two regions; first East Africa project
- Opportunity
- Conveying and structural package for a processing plant, budget band USD 1.5–2.2M
- Barrier
- Competing against two international groups with installed regional references
- Global B2B Group role
- Validated fabrication capacity and certifications, structured a scope that made installation responsibility comparable, and coordinated the approved introduction.
Decision makers involved
- Supplier General Manager — commercial offer
- Supplier Site Supervisor — installation method statement
- Buyer Project Manager — evaluation
- Global B2B Group — vetting, fit validation, introduction approval
Engagement timeline
- Vetting
- Week 1 — certifications, capacity and export references reviewed by a person
- RFQ issued
- Week 2 — identical schedule; installation responsibility itemised
- Introduction
- Week 3 — approved by the authorised team
- Clarification
- Week 5 — exclusions normalised across bidders
- Award
- Week 9 — lowest evaluated risk, not lowest headline price
Engagement record verified against the RFQ file, the exclusions normalisation worksheet and the SAT report, and approved by both parties before anonymised publication. Company name, site location and individual names are withheld under a confidentiality agreement; figures are rounded and published with the project owner's approval. Global B2B Group is supplier-neutral and does not manufacture, install, certify or lend.
Winning on evaluated risk
The two larger competitors quoted attractive headline prices — with installation, supervision and commissioning listed as exclusions. The RFQ schedule made those items mandatory and comparable, and once exclusions were normalised the Turkish firm's offer was both complete and competitive.
What the supplier did differently
- Answered every schedule line as written — including the installation responsibility matrix
- Proposed a named site supervisor and a method statement for the local installation crew
- Priced commissioning and SAT attendance explicitly instead of excluding them
- Provided welding certifications and fabrication capacity evidence before being asked
The controlled introduction
As in every engagement, the supplier and buyer did not exchange contact details until the introduction was approved by David and the authorised Global B2B Group team. The firm paid nothing for shortlisting or placement; its position came from documented fit and a complete, comparable offer.
Lessons for suppliers
- Exclusions lose structured tenders — price the awkward scope items explicitly
- A named supervisor and method statement de-risk remote installation for the buyer
- Certifications reviewed early accelerate fit validation
- Headline price rank does not decide evaluated-cost tenders
How to register, get approved and keep documents ready for vetting.
Profile and certification standards that pass human review.
The group-wide rule: introductions only after review and approval.
The buyer-side checklist that makes offers like this one comparable.
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