Winning a tender is always a cause for celebration, but how do you make sure that you have the best chance of getting a positive result at the end of the selection process?
BizSmart Select Member Jonathan Andrew of Baswich Business Consultancy regularly talks to companies who have tried and failed to win tenders and need help and assistance to improve the tenders they submit.
He has a wealth of experience in the field of procurement, tenders and bid writing, and tells us what companies can do to improve their chances of winning a tender.
It could be that a company has fallen down with their response to the technical aspects of a tender. For example, they may not have provided enough evidence that they are capable of doing the work.
Follow the instructions
But companies often fall down on the basics – ignoring things like the required font size and word limit. This may seem trivial, but it demonstrates an inability to follow instructions. The decision makers will be thinking, “If you can’t follow instructions at this stage, what will happen if we award you the contract?”
So looking carefully at all of the instructions and ensuring you follow them will give you a much higher chance of being considered.
Provide a tailored response
Some companies provide a generic response to tenders, without taking the time to demonstrate how they can meet the tender specifications. This is unlikely to lead to a positive outcome. Tailor your response to each individual tender, and be sure to highlight the relevant experience you have. You should also include testimonials from satisfied customers, to give you more credibility.
Don’t miss out on hearing about tenders
Finally, make sure you get to hear about relevant tenders. Something Jonathan hears quite often is, “we didn’t even know about that tender”. Make sure you register with all the relevant websites so that you get to hear about tenders first.
BizSmart aims to help SME and micro-business owners scale their businesses and create value through sound practical business support. We aim to give you insight and clarity and fire up your determination to succeed. You can access blogs like this and more besides through our free SmartRoom service here.