Contracting
VP/Director Enterprise Solutions, Corporate Accounts, & Analysts
Leading Enterprise Solutions teams including Contract Analysts and Pricing Analysts who respond to RFPs from major GPOs and large IDNs, requiring efficient cross-referencing of competitor products.
The RFP Cross-Reference Challenge
Understanding the complex workflow that Enterprise Solutions teams navigate when responding to customer RFPs and cross-reference requests.
Current Cross-Reference Process
GPO/IDN Sends Excel Request
Customer shares list of current products with SKU, Company, Description, and Usage Quantity data
Manual VLOOKUP Research
Contract Analysts use master cross reference intelligence and previous responses to manually map products
Team Coordination
Unrecognized SKUs require dozens of hours of research from Product Marketing and Sales teams
Tight Deadlines
Typical deadline: 2 weeks or less, often creating fire-drill situations
Cross-Reference Request Data Fields
SKU/Product Number
Unique product identifier
Company/Manufacturer
Product supplier information
Description
Text-based product details
UOM/UOM Quantity
Product packaging details
Price
GPO contract tier or locally negotiated
Additional Requirements:
EPP data, Country of Origin, Chemicals of Concern
Current Challenges
Enterprise Solutions teams face significant operational inefficiencies that impact their ability to respond quickly to market opportunities and win new contracts.
Contract Analysts manually VLOOKUP products using Excel master cross reference intelligence, with unrecognized SKUs requiring extensive research from Product Marketing and Sales teams.
Impact: 40+ hours per RFP response
Dozens of hours for unrecognized SKUs
RFP responses typically have 2-week deadlines or less, creating fire-drill situations. Not all requests can be completed, leading to missed revenue opportunities.
Impact: Missed deadlines, lost contracts
Some RFPs go unanswered
Master cross reference intelligence becomes outdated quickly with new product introductions. Teams lack automated ways to track competitive changes and update cross-references.
Impact: Inaccurate responses
Reduced competitive advantage
Additional Pain Points
Resource Constraints
Limited FTE to handle increasing RFP volume
Prioritization Challenges
Difficult to determine which RFPs to prioritize
Limited Proactive Analysis
No resources for proactive competitive analysis
Additional Data Requirements
EPP data, Country of Origin, Chemicals of Concern
How Relatable Transforms Your RFP Process
Our Product Relationship Management platform automates cross-referencing and streamlines RFP responses, enabling your team to handle more opportunities with greater accuracy.
Automated Cross-Referencing
Algorithmic Product Matching
Automated cross-referencing eliminates manual VLOOKUP processes and identifies competing solutions automatically
Bulk Excel Processing
Upload customer Excel files and process hundreds of SKUs simultaneously for comprehensive RFP responses
Always-Current Intelligence
Cross-references update automatically as new products enter the market, eliminating outdated master cross reference intelligence
Extended Product Data
Include EPP data, Country of Origin, and Chemicals of Concern information automatically in responses
RFP Response Efficiency
95% time reduction
Respond to more RFPs, win more contracts
Scenario model customer contracting opportunities with automated bulk cross-referencing and competitive pricing data.
- Analytics dashboard
- Excel exports
- Market share projections
- Partnership scenario modeling
Centralized product data catalog with standardized information accessible across your entire organization.
- SKU-level data
- Competitive intelligence
- Real-time updates
Estimate customer spend by leveraging competitive pricing in cross references, RFP responses, and business reviews.
- Pricing intelligence
- Spend analysis
- ROI calculations
- Dynamic pricing tier switching
- Partnership impact modeling
Ready to Automate Your Contracting Process?
Join leading medical device companies who have reduced their cross referencing response time by 95% and decreased costs by 68% with Relatable.