Jonathan Andrew From BaswichBiz Advanced Business Growth Centre Government Sector Tendering & Procurement Presentation Top Tips For Success - July 2015
5. 2. There Wasn’t Enough Time To
Respond
!
!
•Plan your response carefully!
•Allocate responsibilities!
•If you genuinely can’t meet the
deadline, don’t submit a sub-
standard bid
6. 3. I Didn’t Fully Understand Their
Specification
7. 3. I Didn’t Fully Understand Their
Specification
!
!
•Ask for clarification!
•Still not sure? Ask again!
8. 4. I Couldn’t Answer The Question Within
Their Word Limit
9. 4. I Couldn’t Answer The Question Within
Their Word Limit
!
!
•Why not? !
•Could you have added an attachment?!
•Get someone else to edit your
responses!
11. 5. Another Bidder Cost Less Than Me
• Did you double check your
pricing?!
• Did you price for the Bentley
option, when the specification
required Skoda?!
• What % of the overall score does
price equate to?
12. 6. I Got A Really Bad Score For One (or
More) Of My Responses
13. 6. I Got A Really Bad Score For One (or
More) Of My Responses
!
•Did you read the question? !
•Did you go off at a tangent?!
•Did you give evidence to back up
your response?!
•Get someone else to review your
responses!
15. 7. My Bid Was Disqualified
!
!
•Did you meet the core criteria?!
•Were you able to pass all the
pass / fail questions?!
•Did you sign your bid response?
17. 8. They Said My Response Was Too
Generic
!
•Did you read the specification &
respond to it?!
•Did you cut and paste your
response from a past bid?!
•Did you research the customer?
18. 9. I Didn’t Like Their Proposed Terms &
Conditions
19. 9. I Didn’t Like Their Proposed Terms &
Conditions
!
!
•Were there genuinely unfair terms
and conditions in the contract?!
•If you don’t like the T&C’s, don’t bid
21. 10. The E-Portal Wouldn’t Let Me Submit
My Bid
!
!
•You didn’t allow enough time to
upload your response before the
deadline.
22. 10 Top Tips
1. Prepare! Read the question carefully!
2. Is this tender right for your business?!
3. What are they asking you to demonstrate?!
4. Only answer the question that has been asked!
5. Give your answer structure!
6. Provide evidence and examples wherever possible!
7. Is there a word limit?!
8. First draft response is never good enough!
9. Pay attention to deadlines!!
10.THINK BACK TO WHEN YOU TOOK EXAMS – COMPLETING
TENDERS IS NO DIFFERENT!
23. AMAZON NO. 1 BESTSELLER
!
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