Clarification questions as strategy

Turn a compliance step into an advantage. Most bid teams treat the clarification window as admin. Asked well, clarification questions reduce risk, signal competence to the buyer and show you what the rest of the field is doing.

→ The counter-question: a competitor asks the buyer to confirm a certification is mandatory. What you ask next can reopen the field.

→ Three strategic question types: competitive, financial and alternative-bid, with an example of each.

→ When not to ask: every question and answer goes to every bidder. Know what you give away before you send it.

→ AI prompts for the strategic layer: go beyond spotting gaps, in the AI assistant you already use.

What you get: the Four-Layer Clarification Framework and five ready-to-use AI prompts, sent to every registrant after the session.

Can't join live? Register anyway. We will send you the recording and the framework.

Thursday 29 October, 14:00 CET (13:00 GMT · 09:00 ET) · 45 min including live Q&A

For: bid and tender managers, bid writers, and proposal and RFP teams.

Jo Hillman is Managing Director of J Hillman Consultancy. She advises bid and tender teams on complex public and private-sector bids, and on bringing AI into their process.