ITT (invitation to tender) documents usually give guidance about the evaluation criteria which will be applied. You should ensure that you take account of all the requirements in order to score maximum marks. If you only answer the basic question, you can only expect to be awarded average marks.
To show relevant experience, you should produce case studies of completed projects. The case studies should concentrate on the added value you delivered and the challenges you overcame. If you only describe the technical scope of each project, the client will not know if you performed well or otherwise.
If a client awards a submission time extension, make sure you use the time wisely. Many bidders will take their ‘foot off the gas’ and enjoy a period of respite from the pressure. Wise bidders stick to their original timetable but use the additional time to carry out a more thorough review of the final … Read more..
In terms of objectives, there is a difference between asking senior staff to review a tender and asking them to approve it. ‘Review’ implies that constructive feedback will be given, leading to content changes, while ‘approval’ relates to financial sign-off and risk evaluation. A good bid manager will ensure each stage is allocated to the correct people, at the … Read more..
While it is important that a document is well presented and looks attractive, do not work on this aspect at the expense of producing strong content. What you write must be compelling, address all parts of the client’s requirements and clearly describe the benefits of your offering. Good content may partially offset poor presentation but the reverse is … Read more..
When you are asked to describe your methodology in a bid, it can be tempting to provide extensive detail about your processes. Remember, the evaluators may not all understand what you are delivering. If you describe the benefits of your methodology as well as giving evidence of what it has achieved in the past, you are more … Read more..
A good bid process is easily understood by all staff and is adhered to in all departments. It should capture the steps needed to take the bid from initiation through production and approval, on to the final wash-up and tracking. As with all processes, it should be reviewed annually to ensure it is fit-for-purpose and … Read more..
Writing bids and tenders is time consuming and can be quite stressful. If you project manage the process, you will reduce the likelihood of unwelcome surprises regarding availability of resources. It helps to know how much time each task will take e.g. drafting a four page reply or reviewing a method statement, so that you … Read more..
If you are producing a proposal for which there is no given structure, spend time planning before you start writing. You need to decide on the sections you will use, the order in which they will appear and the relative length of each. These decisions will save a lot of restructuring time later on and … Read more..
Before deciding to proceed with a tender, it is sensible to review the scoring criteria and think about the likely competitors. Buyers often weight the scoring towards the areas they feel are most important. This gives you valuable information which can link to your likelihood of success. If you are not as strong as your … Read more..