To build rapport with someone in a physical meeting, you can mimic their body stances and posture (subtly). This helps to gain their trust.
You may not have the opportunity to do this in a tender process. What you can do is carefully look at the language that is used in their RFT documents and repeat it back to them. They’ve likely spent a lot of time getting information to include in the documents from their colleagues internally. If you can use the same language, particularly if it’s about a technical aspect of the requirements, then it will feel to them like you’re involved in the ongoing conversation about their requirements and will help to build virtual rapport.
Extract from the eBook HOW TO PREPARE A WINNING TENDER… From the Procurement Marker’s Perspective