At interview, the client is looking for evidence of a cohesive team which will work together and not a group of individuals who are only interested in their own area of expertise. When preparing for a tender interview, make sure everyone in the presentation team is familiar with all aspects of the tender document. This … Read more..
ISO certification such as 9001 (quality management), 14001 (environmental management) and 27001 (information security management) used to be seen as an added value item when tendering and gained additional marks. As more companies gain these certificates, many clients now expect them and deduct marks from those which do not have them. To maximise the impact … Read more..
Where a client asks for certain capabilities or qualifications, it is foolish to submit a response which lacks these. If necessary, ask the client to confirm that they are essential and also make suggestions about alternative resources before submitting the document. If this is not acceptable, consider outsourcing one or two elements of the work … Read more..
It is normal to include staff photographs on CVs which are submitted with bid, proposal and tender documents. A good head and shoulders shot is all that is required but you should ensure these are up-to-date and look professional. If you present an assortment of selfies and outdated images, the client will probably form an … Read more..
Many people think they have been unfairly evaluated because they were not awarded high marks, despite being able to do the job. Being able to do a job is not enough to score well. You must write down everything that is needed to convey the right information. Analyse your responses critically and compare them to … Read more..
Resist the temptation to include standard promotional text in proposals or to provide details of additional services which are available. Your proposal should be tailored so that it focuses on the client, their project and their needs. Any generic marketing material and sales statements are likely to be ignored or viewed in a negative light.
A flow chart is a great way to show potential clients the key stages in a complex process. The flow chart should be clear and detailed yet not contain so much information that makes it difficult to digest. Ensure you include all steps which are relevant to the contract such as feedback or continuous improvement.
When making a tender presentation, most people assume the audience will have read the written submission.
Clients often give clues about the level of detail they require in their ITT documents however many respondents miss them. If questions include words such as “describe”, “explain” or “step-by-step”, you should write a descriptive response. Where questions simply ask for “confirmation”, more concise answers are likely to be appropriate.
As you read the client’s questions, you should try to read between the lines to interpret their requirements. Think about why they might be asking the questions, what they might be looking for and which elements of your service they would value. By answering these questions you will formulate comprehensive and persuasive responses.