When pricing, you may wish to apply a contingency to allow for cost variations. This would apply, for example, where the cost of a raw material may vary significantly during the contract duration, where there is uncertainty in the project scope or where external factors such as weather could impact on delivery. Make sure the … Read more..
There is no place in a bid or proposal document for generic marketing material such as a case study or glossy brochure. As the proposal will be specific to the client and the contract, all attachments should be directly relevant too. This means that your case studies should be tailored to show relevance to the … Read more..
If you receive feedback that your quality procedures are not adequate, either during a tender process or when delivering a project, it is vital that you amend them. While it may be tempting to think “they work for us”, weak procedures will lose you vital points. It is not necessary to have ISO accredited systems … Read more..
There are many ways to offer innovation in the commercial section of a bid, even when presented with a prescriptive template. Think about the benefits the client will gain with different pricing models and present these alongside the actual prices. It may be necessary to submit an “alternative offer“, in which case you should clarify … Read more..
Many proposals ask specifically about the management of risk but even when they do not, it is an area which needs careful consideration. The risks may be to time, budget, delivery, safety or image. They may or may not be within your control. They may affect the client, you or other stakeholders. All clients want … Read more..
When the clock is ticking and you don’t have enough hours in the day to complete a proposal document, make sure you prioritise the important tasks. The most important thing to do is to ensure your bid is compliant by checking you have answered all the client’s questions and attached all the relevant information. The … Read more..
When preparing for a pitch, it is important that the whole team prepares together otherwise you risk looking like a disjointed group of individuals during the presentation. A good approach is to spend time critiquing each other’s presentations to achieve consistency in tone and messaging. Having got through the initial stages of selection by preparing … Read more..
When preparing an interview or pitch presentation, ensure you think about your audience and their needs. They will want to understand how the team operates, who they will be dealing with and also get answers to their questions. Do not make them endure a slick corporate sales pitch or suffer from death by PowerPoint.
There are many different ways of presenting your price to the client but only one correct approach. The correct approach is to ensure the client sees value in what you are offering rather than merely evaluating you on a cash figure. To do this, ensure the price is supported with sufficient text to describe why the client should … Read more..
A really strong proposal will convince the evaluators that you have all the project risks under control. By considering the likelihood and impact of each risk, you can show which ones you will prioritise for appropriate action. You should aim to reduce or eliminate the majority of risks through good project management and application of experience.