1. How to write winning tenders

2. What this presentation will cover Overview of the tender procedure Pre-qualification Managing the bid process Ingredients of a successful proposal Skills needed Practical tips and techniques

3. The tender process Express and interest PQQ sent Pre-qualification submission and evaluation Invitation to tender issued Tender submitted and evaluated Clarification interviews Contract award Feedback given to bidders

4. Tender Process Pre-Qualification Stage Compliance Are you a Safe & Appropriate choice? Past Performance Tender Stage Your service / product offering Future Performance

7. Health and Safety

8. Equal Opportunities

9. Environmental

10. Quality

11. Business Activities

12. Client References

13. Case Studies

14. Professional Credentials

16. Some sections need to be specially written for this opportunity, as opposed to providing generic information.

17. Develop your company’s USPs in relation to a current opportunity you are pursuing.

19. Instructions to Tenderers

20. Standard Conditions of Contract

21. Specification

22. Pricing Schedule

23. Form of Tender

25. Deciding whether to bid Do 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 tender When 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 bid Electronic copies – email/CD/data stick Hard copies Tender envelope

27. Key tips for success Demonstrate a clear understanding of the brief Set 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 lines Add value and brings innovation to the brief Explain “why choose us?” Create a strong brand identity Set out clear next steps

28. The importance of value Value for Money (VfM) “The optimum combination of whole-life cost and quality (or fitness for purpose) to meet user’s requirements. This is rarely synonymous with price”

30. Most Economically Advantageous Tender (MEAT)

31. Usually evaluated by a panel

32. Scoring matrix used to objectify subjective opinions

33. Scores are weighted

34. Tendering controlled and audited

36. How organisations with a good service let themselves down Not achieving the right balance between thinking and writing Not being able to write about what they do Writing by committee/no narrative flow Talking about what you want to sell, rather than what they want to buy Failure to understand the specification Using an answer for more than one question (e.g. “see question 2”) Answering specific questions with generic blurbs

37. Knowledge transfer Make 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.