Answers
You influence the spec by being in the conversation during the problem-definition and spec-writing phase, before procurement formalizes the requirements. That means educating engineers and operations early, providing reference designs, technical content, and a clear point of view, and becoming the trusted advisor whose approach gets written into the requirements.
This matters because once an RFP is published, the specification often already favors whoever helped shape it. Competing after that point usually becomes a price game against requirements built around someone else's solution.
Practically: invest in upstream relationships and education, publish content that frames the problem the way your solution solves it, and measure success by how often your thinking shows up in the requirements, not just how many bids you respond to.
Drawn from the show archive by searching the transcripts, so each one genuinely covers the question rather than mentioning it in passing.
13 episodes in the archive cover this subject. Browse all episodes →
The next step
If the way energy buyers actually buy is costing you deals, talk it through with ModalPoint, the go-to-market firm Matthew Bertram runs. A 30-minute discovery call: no scope, no commitment, and a mutual NDA before anything substantive. You get a reply within one business day, and the first call is with someone who works in the sector.