{"id":5924,"date":"2025-07-30T14:59:43","date_gmt":"2025-07-30T12:59:43","guid":{"rendered":"https:\/\/hermix.com\/?p=5924"},"modified":"2025-07-30T14:59:43","modified_gmt":"2025-07-30T12:59:43","slug":"wie-sie-ihren-kaufer-kennenlernen","status":"publish","type":"post","link":"https:\/\/hermix.com\/de\/how-to-get-to-know-your-buyer\/","title":{"rendered":"Wie Sie Ihren K\u00e4ufer kennenlernen"},"content":{"rendered":"<p class=\"wp-block-paragraph\">Gilt f\u00fcr: Alle Hermix-Tarife und -Funktionen<br>Lesezeit: 6 Minuten<br>Letzte Aktualisierung: 22. Juli 2025<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>H\u00f6r auf zu raten, an wen du verkaufst.<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Der Erfolg oder Misserfolg eines Angebots h\u00e4ngt ma\u00dfgeblich davon ab, wie gut es den tats\u00e4chlichen Priorit\u00e4ten des K\u00e4ufers entspricht. Viele Teams reichen jedoch \u00fcbereilt Angebote ein, ohne die rechtliche Grundlage der Ausschreibung genau zu kennen. Diese Blindheit kostet Zeit, Gewinnspanne und Glaubw\u00fcrdigkeit.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Hermix l\u00f6st dieses Problem mit Autorit\u00e4tsprofilen. Jedes Profil b\u00fcndelt jahrelange Vertragsdaten, Ausgabenmuster und Lieferantenhistorie an einem Ort, sodass Sie ein perfekt passendes Angebot erstellen k\u00f6nnen.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Was Sie lernen werden<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Am Ende dieses Artikels wissen Sie, wie Sie ein Autorit\u00e4tsprofil \u00f6ffnen, dessen wichtigste Abschnitte lesen und die gewonnenen Erkenntnisse nutzen, um Ihre Zielgruppe anzusprechen, sich optimal zu positionieren und erfolgreich zu sein.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Was Sie ben\u00f6tigen<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Jedes Hermix-Konto beinhaltet vollen Zugriff auf Authority Profiles. Starten Sie eine kostenlose Testphase unter dev.pqb.ro\/hermix\/sign-up, wenn Sie mitmachen m\u00f6chten.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Wichtigste Erkenntnisse<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Pr\u00fcfen Sie die Kaufhistorie des K\u00e4ufers, bevor Sie auch nur eine Zeile Ihrer Antwort schreiben.<\/li>\n\n\n\n<li>Richten Sie Preis, Umfang und Tonfall an den bew\u00e4hrten Pr\u00e4ferenzen der Marktf\u00fchrer aus.<\/li>\n\n\n\n<li>Die Recherchezeit um 70 Prozent verk\u00fcrzen und gleichzeitig die Relevanz der Angebote verbessern.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Warum der K\u00e4uferkontext wichtig ist<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Beschaffungsteams ver\u00f6ffentlichen selten alle notwendigen Informationen in der Bekanntmachung. Hinter dem PDF verbergen sich Muster, die Folgendes offenbaren:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Wie viel die Beh\u00f6rde \u00fcblicherweise f\u00fcr \u00e4hnliche Arbeiten ausgibt.<\/li>\n\n\n\n<li>Ob sie langfristige Rahmenvertr\u00e4ge oder einmalige Projekte bevorzugen.<\/li>\n\n\n\n<li>Welche Lieferanten haben sich im Laufe der Zeit eine starke Marktstellung erarbeitet?.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Wer diesen Kontext ignoriert, muss Preis und Umfang sch\u00e4tzen. Solche Sch\u00e4tzungen f\u00fchren entweder zu einer \u00dcberkomplizierung des Angebots oder zu Kostenverlusten.<\/p>\n\n\n\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Innerhalb eines Autorit\u00e4tsprofils<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">\u00d6ffnen Sie eine beliebige Verkaufschance und klicken Sie auf den Namen des K\u00e4ufers. Hermix l\u00e4dt ein Profil mit f\u00fcnf Registerkarten:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>\u00dcber uns: Grundlegende Informationen, Standort, Ansprechpartner und Organisationsstruktur.<\/li>\n\n\n\n<li>Vertr\u00e4ge: Jeder Zuschlag wird erteilt, inklusive Wert, Lieferanten und Termin.<\/li>\n\n\n\n<li>Gesch\u00e4ft: J\u00e4hrliche Ausgaben\u00fcbersichten, Budgettrends und typische Vertragsgr\u00f6\u00dfe.<\/li>\n\n\n\n<li>Markt: Lieferantenkonzentration, Diversit\u00e4t der Anbieter und Erneuerungszyklen.<\/li>\n\n\n\n<li>M\u00f6glichkeiten: Offene oder bevorstehende Bekanntmachungen, die sich auf denselben K\u00e4ufer beziehen.<\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Mithilfe dieser Registerkarten wird aus einer abstrakten \u00f6ffentlichen Einrichtung eine datenreiche Kundenpersona.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img fetchpriority=\"high\" decoding=\"async\" width=\"512\" height=\"279\" src=\"https:\/\/hermix.com\/wp-content\/uploads\/How-to-Get-to-Know-Your-Buyer.png\" alt=\"\" class=\"wp-image-5925\"\/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Drei-Klick-Workflow<\/strong><\/h2>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Klicken Sie in der Liste der Verkaufschancen auf den Namen des K\u00e4ufers.<\/li>\n\n\n\n<li>\u00d6ffnen Sie das Authority-Profil und suchen Sie im Reiter \u201eVertr\u00e4ge\u201c nach wiederkehrenden Gewinnern.<\/li>\n\n\n\n<li>Informationen zum Budgetrahmen und Lieferantenmix finden Sie im Bereich \u201eBusiness and Market\u201c.<\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Wenn die Zahlen Ihren M\u00f6glichkeiten entsprechen, geben Sie ein Angebot ab. Andernfalls sollten Sie Ihre Ressourcen auf besser passende Interessenten konzentrieren.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Praktische Anwendungsf\u00e4lle<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Preisstrategie: Passen Sie Ihre Geb\u00fchrenstruktur an den durchschnittlichen Auftragswert des K\u00e4ufers an.<\/li>\n\n\n\n<li>Wettbewerbspositionierung: Schw\u00e4chen der etablierten Unternehmen erkennen und ma\u00dfgeschneiderte Erfolgsstrategien entwickeln.<\/li>\n\n\n\n<li>Accountplanung: Identifizierung von Cross-Selling-M\u00f6glichkeiten durch \u00dcberpr\u00fcfung anderer Dienstleistungskategorien, die die Beh\u00f6rde beschafft.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Bew\u00e4hrte Verfahren<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u00dcberpr\u00fcfen Sie die Profile w\u00e4hrend der w\u00f6chentlichen Pipeline-Meetings, damit jeder Lead einen Daten-Checkpoint hat.<\/li>\n\n\n\n<li>Speichern Sie wichtige Profile in \u201eMeine Dateien\u201c und versehen Sie sie mit Tags, damit das Team schnell darauf zugreifen kann.<\/li>\n\n\n\n<li>Kombinieren Sie die Erkenntnisse der Beh\u00f6rde mit KI-gest\u00fctzten Ausschreibungszusammenfassungen, um die kommerzielle und technische Eignung zu best\u00e4tigen.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>H\u00e4ufige Fallstricke<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Sich auf einen einzigen gro\u00dfen Auftrag aus der Vergangenheit zu verlassen und kleinere, wiederkehrende Vertr\u00e4ge zu ignorieren.<\/li>\n\n\n\n<li>Verzicht auf die W\u00e4hrungsumrechnung beim Vergleich von Budgets verschiedener L\u00e4nder.<\/li>\n\n\n\n<li>Angenommen, eine Beh\u00f6rde mit vielen Lieferanten steht neuen Anbietern offen, ohne dass die Verl\u00e4ngerungsdaten \u00fcberpr\u00fcft werden m\u00fcssen.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Erfolg messen<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Schiene:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Erfolgsquote bei Ausschreibungen, bei denen das Team Autorit\u00e4tsprofile verwendet hat.<\/li>\n\n\n\n<li>Durchschnittliche Zeitersparnis pro Verkaufschance durch den Ersatz manueller K\u00e4uferrecherche.<\/li>\n\n\n\n<li>Reduzierung der R\u00fccknahme von Angeboten in sp\u00e4ten Phasen aufgrund von nicht \u00fcbereinstimmendem Umfang oder Budget.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Ziel ist eine Steigerung der qualifizierten Siege um 20 Prozent innerhalb des ersten Quartals bei konsequenter Profilnutzung.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Jetzt ein K\u00e4uferprofil ansehen<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">\u00d6ffnen Sie eine beliebige Verkaufschance in Hermix, klicken Sie auf den Namen des K\u00e4ufers und lassen Sie sich von den Zahlen bei Ihrem n\u00e4chsten Schritt leiten. Pr\u00e4zise K\u00e4uferinformationen verwandeln gute Angebote in erfolgreiche.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Verwandte Ressourcen<\/strong><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>N\u00e4chste Schritte<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>N\u00e4chster Artikel in unserer Wissensdatenbank<\/li>\n<\/ul>\n\n\n\n<div style=\"height:5px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Erweiterte Funktionen<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/hermix.com\/de\/hermix-produktmonitor-fur-offentliche-auftrage\/\">\u00d6ffentliche Auftr\u00e4ge \u00fcberwachen<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/hermix.com\/de\/hermix-produktchancenanalyse-und-qualifizierung\/\">Chancenanalyse und Qualifizierung<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/hermix.com\/de\/hermix-produkt-markt-intelligenz\/\">Marktbeobachtung<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/hermix.com\/de\/hermix-produktanalyse-der-ausgaben-und-lieferanten-auf-den-markten-der-europaischen-kommission\/\">Marktanalyse der Europ\u00e4ischen Kommission<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/hermix.com\/de\/hermix-produktzusammenarbeit\/\">Kollaborationswerkzeuge<\/a><\/li>\n<\/ul>\n\n\n\n<div style=\"height:13px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<figure class=\"wp-block-post-featured-image\"><img decoding=\"async\" width=\"1200\" height=\"628\" src=\"https:\/\/hermix.com\/wp-content\/uploads\/2025\/09\/How-to-Get-to-Know-Your-Buyer_article_featured-image.png\" class=\"attachment-post-thumbnail size-post-thumbnail wp-post-image\" alt=\"So-lernst-du-deinen-K\u00e4ufer-kennen-Einblick\" style=\"object-fit:cover;\" srcset=\"https:\/\/hermix.com\/wp-content\/uploads\/2025\/09\/How-to-Get-to-Know-Your-Buyer_article_featured-image.png 1200w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/09\/How-to-Get-to-Know-Your-Buyer_article_featured-image-300x157.png 300w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/09\/How-to-Get-to-Know-Your-Buyer_article_featured-image-1024x536.png 1024w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/09\/How-to-Get-to-Know-Your-Buyer_article_featured-image-768x402.png 768w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/figure>","protected":false},"excerpt":{"rendered":"<p>Applies to: All Hermix plans and featuresReading Time: 6 minLast Updated: July 22 2025 Stop Guessing Who You Are Selling To A bid lives or dies on how well it matches the buyer\u2019s real priorities. Yet many teams rush into proposals without clear facts about the authority behind the notice. That blind spot costs time, [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":6452,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_angie_page":false,"content-type":"","inline_featured_image":false,"page_builder":"","footnotes":""},"categories":[14],"tags":[34],"ppma_author":[16],"class_list":["post-5924","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-knowledge-base","tag-bids"],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO 5.0.0.1 - aioseo.com -->\n\t<meta name=\"description\" content=\"Applies to: All Hermix plans and featuresReading Time: 6 minLast Updated: July 22 2025 Stop Guessing Who You Are Selling To A bid lives or dies on how well it matches the buyer\u2019s real priorities. Yet many teams rush into proposals without clear facts about the authority behind the notice. That blind spot costs time,\" \/>\n\t<meta name=\"robots\" content=\"max-image-preview:large\" \/>\n\t<meta name=\"author\" content=\"Ana-Maria Puiu\"\/>\n\t<link rel=\"canonical\" href=\"https:\/\/hermix.com\/de\/how-to-get-to-know-your-buyer\/\" \/>\n\t<meta name=\"generator\" content=\"All in One SEO (AIOSEO) 5.0.0.1\" \/>\n\t\t<meta property=\"og:locale\" content=\"de_DE\" \/>\n\t\t<meta property=\"og:site_name\" content=\"Hermix - Win Public Contracts with the Power of AI\" \/>\n\t\t<meta property=\"og:type\" content=\"article\" \/>\n\t\t<meta property=\"og:title\" content=\"How to Get to Know Your Buyer - Hermix\" \/>\n\t\t<meta property=\"og:description\" content=\"Applies to: All Hermix plans and featuresReading Time: 6 minLast Updated: July 22 2025 Stop Guessing Who You Are Selling To A bid lives or dies on how well it matches the buyer\u2019s real priorities. 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