Tenders

When you win a tender the value is clear to see. But when you lose one it may all seem like wasted effort. Clearly you haven’t won any business, and if you leave it at that there will be no further benefit to be gleaned. However, if you regard all tenders that you submit as […]

Tenders normally contain a set of questions. Some of them may sometimes seem a little strange, but logic would dictate that just writing an answer should be enough. However, that may lead to composing an answer that fails to score well. Further analysis of the question could unearth deeper meaning. Key points to consider: Why

I’ve often been told that you can’t develop a relationship with your prospective client during the formal tendering process. There is a fair amount of truth in this – they certainly hold you at arm’s length inasmuch as all questions and answers are circulated for all to see, and everything is kept strictly above board.

Have you noticed a trend with tenders recently? Increasingly often, in order to score good points, you are asked for examples, and in order to score top points you are asked for well-worked examples. Beware, this is not to be taken lightly.A training certificate, exemplifying, for instance, the qualifications of your staff, is not it

Invitations to Tender (or ITTs) can, at first glance, appear to be just another form to fill in. ITTs, as well as PQQs, RFIs and all those other abbreviated documents, often arrive when you are busy (as if you are ever not busy). You probably browse through them, just so that you have a rough

Anyone who has managed a sales force will know that sales people have a tendency to be bullish when it comes to sales forecasting. What better grounds for being bullish than a pipeline packed full with tender opportunities? However, if these opportunities don’t turn into business they are worthless! Unfortunately, many sales people fall into

You have worked hard at the tender, submitted your response and are awaiting the outcome – but there is no news! No news may be good news. (You haven’t been told you’ve lost it.) No news may be bad news. (If they are not talking to you they may be talking to someone else.) No

This was feedback recently experienced by an organisation on failing to win a tender. Actually, including all the appendices, the wordcount was very much bigger – but still not enough detail. So, should they have written more? Actually, by simply stripping out extraneous material they would not only have reduced the wordcount but also exposed

There are a number of reasons why a business may put a contract out to tender. They might be: Looking for a new supplier Obliged to (actually not wanting to change) Testing the market Looking for leverage with their existing supplier … or a whole host of other reasons If they are not undertaking the

If you complete tender responses from to time you may recognise this feeling. You might have previously created, in the heat of the moment, some material for a tender, submitted it and then forgotten about it. You are now doing another tender. You are pretty sure that the previously written material would be really useful,