From identifying opportunities, deciding whether or not to bid, registering, completing the ITT and putting forward the best business solution for the client, right through to any interview or presentation this slide deck will guide you through the entire contract bidding process. You will also have the contact details of experts who can guide you through the process next time you are involved with it.
Vicki, Ian and Hugh all run businesses that specialize in helping firms win more new contract business. They operate across the entire scale of contract business bidding and contract document production. Their emphasis is always on what is best for your client, and their communication style focuses on explaining concisely, accurately and memorably on how your business solutions will best meet the REAL needs of the client.
During the process they will be asking you for 2evidences and proofs" that you can deliver the products or services to the prospective client based on your experience and your knowledge and understanding of what the client really needs.
If there is an interview / presentation to make during the process then it is critical that the individuals perform well and as a team, demonstrating behaviours that will build rapport, credibility and trust with the client. All characteristics that will be critical to your success in securing the business
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The a to z of winning major new contract business
1. The A to Z of winning major new contract
business through the tendering process
Business Network South-West - Exeter
9th January 2013
2. Agenda
• Identifying opportunities Ian
– Expression of interest
– Go / No go?
– The PQQ
• Completing the bid documentation Vicki
– Resourcing the bid completion
– Project management
– Evidences and proofs
– The final submission
• Effective communication Hugh
– The interview / presentation
3. Common myths
1. The decision is already made – client is just going through the
process!
2. You have no chance of winning - unless you have an existing
relationship with the client
3. They know us - so why do we need to tell them what we can
do
4. Lowest price always wins
5. I can present - I’ve done it 100’s of times before
6. Tendering is too much of a gamble and therefore not worth
the risk
4. Why does it have to be so complicated?
• Legal requirement (Public Sector)
• Enables organisations to control Service, Quality and Costs
• Gives client the opportunity to : Benchmark, seek Added Value & Innovation
• To give suppliers a level playing field
8. • Annual UK contract spend = £1tn
• Massive opportunities for those who
engage with the tender process
• More procurement via tendering
• The professional approach will win
What are the opportunities?
12. Regular income
Guaranteed payment (Public Sector)
Stability - your business and employees
Able to plan workloads
Build track record, marketplace credibility
You will be providing a public service
Why tender for work?
13. M.E.A.T.
• Highest quality?
• Most reliable delivery?
• Most competitive price?
• Most flexibility?
• Most innovation?
• Best relationship?
Are you able to deliver their needs?
V f M
14. Bid or No Bid?
• Is it core business?
• Is it a stretch too far?
• Are good references available?
• Can you resource it?
15. You really want
Fit with your business goals
You can afford to implement
Are profitable
Don’t compromise existing business
Only bid for contracts that….
16. “Just for the hell of it”
You’re not qualified to undertake
If you don’t believe you can win
That stretches your resources too far
That is worth more than 25% of your current turnover
Last minute
Never bid for anything…..
17. What is its purpose?
• Company details and information
• Accounts (3 years)
• Core competencies
• References
• Policies –
– Health & Safety
– Business Continuity
– Equalities/Equal Opportunities
– Environmental/Sustainability
– Quality
Pre-qualification (PQQ)
19. Completing the bid documentation
• Resourcing the bid
– Project management
– Time
– People
– Clarifications
• Evidences and Proofs
• The final documents
– Proof reading
– Quality Assurance
– Submitting / deadlines
• Asking for and taking advantage of feedback
34. Contract Business - Summary
• Grow your business…profitably
• Increase your credibility
• Effective processes and procedures are
good for your business anyway!