{"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":"come-conoscere-il-tuo-acquirente","status":"publish","type":"post","link":"https:\/\/hermix.com\/it\/how-to-get-to-know-your-buyer\/","title":{"rendered":"Come conoscere il tuo acquirente"},"content":{"rendered":"<p class=\"wp-block-paragraph\">Si applica a: tutti i piani e le funzionalit\u00e0 di Hermix<br>Tempo di lettura: 6 minuti<br>Ultimo aggiornamento: 22 luglio 2025<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Smetti di fare supposizioni su a chi stai vendendo<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Il successo o il fallimento di un&#039;offerta dipendono da quanto bene si allinei alle reali priorit\u00e0 dell&#039;acquirente. Eppure, molti team si affrettano a presentare proposte senza avere informazioni chiare sull&#039;autorit\u00e0 che ha emesso l&#039;avviso. Questa lacuna si traduce in perdite di tempo, margini di profitto e credibilit\u00e0.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Hermix risolve questo problema con i Profili di Autorit\u00e0. Ogni profilo raccoglie in un unico luogo anni di dati contrattuali, modelli di spesa e storico dei fornitori, consentendoti di formulare un&#039;offerta su misura.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Cosa imparerai<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Al termine di questo articolo, saprai come aprire un Profilo di Autorit\u00e0, leggere le sue sezioni principali e utilizzare le informazioni ottenute per individuare, posizionare e avere successo.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Di cosa hai bisogno<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Ogni account Hermix include l&#039;accesso completo ai Profili di Autorit\u00e0. Inizia una prova gratuita su dev.pqb.ro\/hermix\/sign-up se vuoi seguire il corso.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Punti chiave<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Prima di scrivere anche una sola riga di risposta, controlla la cronologia degli acquisti dell&#039;acquirente.<\/li>\n\n\n\n<li>Allineare prezzo, portata e tono alle preferenze di un&#039;autorit\u00e0 comprovata.<\/li>\n\n\n\n<li>Riduci del 70% i tempi di ricerca, migliorando al contempo la pertinenza delle offerte.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Perch\u00e9 il contesto dell&#039;acquirente \u00e8 importante<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">I team addetti agli acquisti raramente pubblicano tutto il necessario all&#039;interno dell&#039;avviso. Dietro il PDF si celano schemi che rivelano:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Quanto l&#039;ente spende solitamente per lavori simili.<\/li>\n\n\n\n<li>Sia che preferiscano progetti a lungo termine o progetti una tantum.<\/li>\n\n\n\n<li>Quali fornitori hanno consolidato una solida posizione nel tempo.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Ignorare tale contesto significa fare supposizioni su prezzo e portata. Le supposizioni portano a un&#039;offerta eccessivamente complessa o a una perdita di denaro.<\/p>\n\n\n\n\n\n\n<h2 class=\"wp-block-heading\"><strong>All&#039;interno di un profilo di autorit\u00e0<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Apri un&#039;opportunit\u00e0 qualsiasi e fai clic sul nome dell&#039;acquirente. Hermix carica un profilo con cinque schede:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Informazioni generali: dettagli di base, ubicazione, punti di contatto e gerarchia organizzativa.<\/li>\n\n\n\n<li>Contratti: ogni aggiudicazione emessa dall&#039;ente appaltante, con indicazione del valore, dei fornitori e delle date.<\/li>\n\n\n\n<li>Settore commerciale: grafici di spesa annuale, andamenti di bilancio e dimensioni tipiche dei contratti.<\/li>\n\n\n\n<li>Mercato: concentrazione dei fornitori, diversit\u00e0 dei venditori e cicli di rinnovo.<\/li>\n\n\n\n<li>Opportunit\u00e0: annunci aperti o in arrivo relativi allo stesso acquirente.<\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Queste schede trasformano un ente pubblico astratto in un profilo cliente ricco di dati.<\/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>Flusso di lavoro a tre clic<\/strong><\/h2>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Fai clic sul nome dell&#039;acquirente nell&#039;elenco delle opportunit\u00e0.<\/li>\n\n\n\n<li>Apri il Profilo dell&#039;Autorit\u00e0 e controlla la scheda Contratti per individuare i vincitori abituali.<\/li>\n\n\n\n<li>Consultare le informazioni su aziende e mercato per conoscere la fascia di prezzo e il mix di fornitori.<\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Se i numeri sono in linea con le vostre capacit\u00e0, procedete con l&#039;offerta. In caso contrario, reindirizzate le risorse verso potenziali clienti pi\u00f9 adatti.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Casi d&#039;uso pratici<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Strategia di prezzo: adatta la tua struttura tariffaria al valore medio di aggiudicazione dell&#039;acquirente.<\/li>\n\n\n\n<li>Posizionamento competitivo: individuare i punti deboli dei concorrenti e definire strategie vincenti su misura.<\/li>\n\n\n\n<li>Pianificazione degli account: identificare i percorsi di vendita incrociata esaminando le altre categorie di servizi acquistate dall&#039;ente.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>migliori pratiche<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Durante le riunioni settimanali sulla pipeline, rivediamo i profili in modo che ogni potenziale cliente abbia un punto di controllo dei dati.<\/li>\n\n\n\n<li>Salva i profili pi\u00f9 importanti in &quot;I miei file&quot; e assegna loro dei tag per una consultazione rapida da parte del team.<\/li>\n\n\n\n<li>Unisci le analisi degli esperti del settore ai riepiloghi delle gare d&#039;appalto basati sull&#039;intelligenza artificiale per convalidare la congruenza sia dal punto di vista commerciale che tecnico.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Errori comuni<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Basarsi su un unico grande appalto ottenuto in passato e ignorare i contratti minori ricorrenti.<\/li>\n\n\n\n<li>Evitare la conversione di valuta quando si confrontano i budget tra diversi paesi.<\/li>\n\n\n\n<li>Presupponendo che un&#039;autorit\u00e0 con molti fornitori sia aperta a nuovi operatori senza verificare le date di rinnovo.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Misurare il successo<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Traccia:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Percentuale di successo nelle gare d&#039;appalto in cui il team ha utilizzato i profili di autorit\u00e0.<\/li>\n\n\n\n<li>Tempo medio risparmiato per opportunit\u00e0 grazie alla sostituzione della ricerca manuale degli acquirenti.<\/li>\n\n\n\n<li>Riduzione dei ritiri delle offerte in fase avanzata dovuti a discrepanze tra ambito e budget.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Puntare a un aumento del 20% delle vittorie qualificate entro il primo trimestre di utilizzo disciplinato del profilo.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Esplora subito il profilo di un acquirente<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Apri una qualsiasi opportunit\u00e0 in Hermix, clicca sul nome dell&#039;acquirente e lascia che i dati guidino la tua prossima mossa. Un contesto accurato sull&#039;acquirente trasforma le buone proposte in proposte vincenti.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Risorse correlate<\/strong><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Prossimi passi<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Articolo successivo della knowledge base<\/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>Funzionalit\u00e0 avanzate<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/hermix.com\/it\/hermix-product-monitor-public-sector-opportunities\/\">Monitorare le opportunit\u00e0 nel settore pubblico<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/hermix.com\/it\/hermix-product-opportunity-analysis-and-qualification\/\">Analisi delle opportunit\u00e0 e qualificazione<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/hermix.com\/it\/hermix-product-market-intelligence\/\">Analisi di mercato<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/hermix.com\/it\/analisi-del-prodotto-hermix-della-spesa-di-mercato-della-commissione-europea-fornitori\/\">Analisi di mercato della Commissione europea<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/hermix.com\/it\/hermix-product-collaboration\/\">Strumenti di collaborazione<\/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=\"Come conoscere meglio i propri acquirenti\" 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":{"content-type":"","inline_featured_image":false,"page_builder":"","footnotes":"","_ppma_block_editor_authors":""},"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 5.0.1.1 - 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. 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