For example, if you niche was in Industrial secure power and as part of the client RFQ you included a small off-the-shelf commercial unit, bought in from a third party.  If the customer then asks to reduced the scope but for a quotation to supply the third part unit, should you quote?

Dilema is:-

1. Quote and supply a product with no additional value add on the basis that you are the one to satisfy the customer need?
2. No-bid as it is outwith your scope and adds no value to your product or service offering?
3. Introduce the client directly to the third-party supplier and jepordise further orders being “downgraded” to less robust technology?

Personally, I would suggest a full discussion on the actual needs and attempt to keep the full package together.  if the client is adament that the “simple” unit is broken out, I would no-bid the enquiry.

Your comments welcomed.