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How To Tender

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The document provides an overview of the tender process, including expressing interest, pre-qualification, submitting a tender, evaluation, and contract award. It discusses key aspects of pre-qualification like compliance, past performance, and financial/technical ability. The invitation to tender package is described. Tips are given for deciding whether to bid, understanding requirements, completing pre-qualification, crafting a successful proposal, and avoiding common bid mistakes. The importance of value and non-financial factors in evaluation is emphasized.

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How to write winning tenders
What this presentation will coverOverview of the tender procedurePre-qualificationManaging the bid processIngredients of a successful proposalSkills neededPractical tips and techniques
The tender processExpress and interestPQQ sentPre-qualification submission and evaluationInvitation to tender issuedTender submitted and evaluatedClarification interviewsContract awardFeedback given to bidders
Tender ProcessPre-Qualification StageComplianceAre you a Safe & Appropriate choice?Past PerformanceTender StageYour service / product offeringFuture Performance
Understanding pre-qualificationEvaluation - 3 key areas:Business ProbityFinancial StandingTechnical AbilityMix of pass / fail and qualitative criteria.Often a fail in some areas will disqualify you from proceeding further. Eg. Health and Safety, accounts or staffing levelsUses a relative marking system.
Pre-qualification EvaluationCommon requirementsPolicies
Health and Safety
Equal Opportunities
Environmental
Quality
Business Activities
Client References
Case Studies
Professional Credentials
Staff CompetenciesCompleting the PQQKey issuesMore than just a form filling exercise!
Some sections need to be specially written for this opportunity, as opposed to providing generic information.
Develop your companys USPs in relation to a current opportunity you are pursuing.

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How To Tender

  • 1. How to write winning tenders
  • 2. What this presentation will coverOverview of the tender procedurePre-qualificationManaging the bid processIngredients of a successful proposalSkills neededPractical tips and techniques
  • 3. The tender processExpress and interestPQQ sentPre-qualification submission and evaluationInvitation to tender issuedTender submitted and evaluatedClarification interviewsContract awardFeedback given to bidders
  • 4. Tender ProcessPre-Qualification StageComplianceAre you a Safe & Appropriate choice?Past PerformanceTender StageYour service / product offeringFuture Performance
  • 5. Understanding pre-qualificationEvaluation - 3 key areas:Business ProbityFinancial StandingTechnical AbilityMix of pass / fail and qualitative criteria.Often a fail in some areas will disqualify you from proceeding further. Eg. Health and Safety, accounts or staffing levelsUses a relative marking system.
  • 15. Staff CompetenciesCompleting the PQQKey issuesMore than just a form filling exercise!
  • 16. Some sections need to be specially written for this opportunity, as opposed to providing generic information.
  • 17. Develop your companys USPs in relation to a current opportunity you are pursuing.
  • 18. Save your information for use next time!The Invitation to TenderTypical document packA letter of invitation to tender
  • 24. Any other relevant documentDo you still want to tender?
  • 25. Deciding whether to bidDo we have the skills to deliver this project (or can we get them)?Do we have the capacity/resource to deliver it at the right time?Can we partner with an organisation?Can we price it a level that is attractive?Can we demonstrate that we are the best choice?Can we respond in time?Can we win it?
  • 26. Key points to note on the tenderWhen is the bid deadline?What is the guide price?What is their marking criteria and score weighting?Is there a specific format for the bid?Who needs to sign the form of tender?Do you need to ask them questions?Is there a specific criteria for delivery of the bidElectronic copies email/CD/data stickHard copiesTender envelope
  • 27. Key tips for successDemonstrate a clear understanding of the briefSet the bid out according to marking criteria. Make it easy for them to give you marks!Provide evidence of relevant previous success in this area.Create a knock-out opening summary.Read between the linesAdd value and brings innovation to the briefExplain why choose us?Create a strong brand identitySet out clear next steps
  • 28. The importance of valueValue for Money (VfM)The optimum combination of whole-life cost and quality (or fitness for purpose) to meet users requirements. This is rarely synonymous with price
  • 29. How bids are evaluatedBest Price
  • 32. Scoring matrix used to objectify subjective opinions
  • 35. Company with highest mark will win the commissionTender evaluationNon-financial considerations:Track record on performanceStaffing capabilitiesQualityInnovationMonitoring/managements arrangementCommunity benefitAbility to develop good working relationshipsRealism of offerCultural fit
  • 36. How organisations with a good service let themselves downNot achieving the right balance between thinking and writingNot being able to write about what they doWriting by committee/no narrative flowTalking about what you want to sell, rather than what they want to buyFailure to understand the specificationUsing an answer for more than one question (e.g. see question 2)Answering specific questions with generic blurbs
  • 37. Knowledge transferMake the document self-referential.Save all proposals, bids and tenders into a examples folder.Save the components separately (e.g. CVs, case studies etc) .Link to a table that sets out wins, fails and feedback.Use the same people again.