Supplier hub
Supplier hub: quoting structured industrial RFQs from Global B2B Group
Six steps for manufacturers and EPC suppliers, each stating the conclusion first, pointing at the same public calculators the buyer side uses, and ending on the same structured RFQ.
Global B2B Group is a buyer-side project coordinator — not a marketplace and not a lender. Suppliers are researched after the project requirement is structured, and any commercial fee sits on the supplier side once a transaction closes.
Last reviewed: 2026-08-21 · See the buyer guide
Step 1
Read the project definition before pricing anything
Price the project, not the machine list. Capacity, site conditions and schedule decide most of the cost, and a quote written without them will not be comparable.
- Confirm annual or hourly output and the tolerance the buyer accepts.
- Check site constraints: area, clear height, power, utilities and access.
- Separate design, manufacturing, shipping, installation and commissioning in your own plan.
Tools for this step
Step 2
Align your scope with the buyer's CapEx model
Equipment is usually 55%–75% of the buyer's total CapEx. Say clearly what your line covers, or the buyer's contingency absorbs your gaps and your price looks wrong.
- State whether installation, foundations and utility connections are inside your scope.
- Quote freight, duties and insurance explicitly on cross-border work.
- List exclusions as a numbered block so they can be priced by someone else.
Tools for this step
Step 3
Defend your price on total cost of ownership
A higher purchase price wins when the five-year cost is lower. Energy, labour, maintenance and downtime usually exceed the gap in purchase price, so put those numbers in the offer.
- Give measured energy consumption at the buyer's real shift pattern.
- Price a spare-part package and an annual service plan up front.
- State expected availability and mean time to repair with evidence.
Tools for this step
Step 4
Quote payment terms the funding structure can carry
Payment milestones decide whether the schedule is realistic. Match your terms to how the project is funded instead of a standard template.
- Tie milestones to verifiable events: design freeze, FAT, shipment, SAT.
- Say which instruments you accept — LC, bank guarantee, staged transfer.
- Flag early where leasing or staged funding changes your price.
Tools for this step
Step 5
Answer the RFQ line by line, in its own structure
Quotes that follow the RFQ structure get compared; the rest get set aside. Mirror the technical parameters, acceptance criteria, delivery terms and milestones exactly as issued.
- Respond to every acceptance criterion (FAT/SAT) with a verifiable commitment.
- Keep the buyer's item numbering so the comparison sheet lines up.
- Run the readiness score on the requirement to see what is still missing.
Tools for this step
Step 6
Expect a normalised comparison, then a human handoff
Your offer is compared on a normalised basis, not on headline price. Scope gaps, spares and commissioning responsibility are priced in before the ranking is made.
- Missing items are filled with market pricing — it is cheaper to quote them yourself.
- Lead time, warranty, service network and references are scored alongside price.
- Once shortlisted, clarification and closing run with our team and the buyer directly.
Tools for this step
Quote against one structured requirement
Work from the same numbers the buyer used. When your quote matches the RFQ structure line by line, it stays comparable and it survives the shortlist.