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..
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.
When you are given a word count, ensure your response does not exceed it or stretch the limit. Some evaluators will simply disregard any material over the limit but others will consider your response to be non-compliant and penalise you. Words within images are not usually counted. However, if you opt to insert detailed tables … Read more..
Part of your bid process should include tracking the bids you won, the ones you lost and the ones which ‘went away’. Over a period of time, you will be able to identify the types of clients or projects you win most often and which might therefore withstand price increases. You will also see areas … Read more..
Clients often ask for evidence of similar work which has been carried out in the past. To impress the evaluators, some of whom will not be familiar with your service, you should make it clear how your examples relate to the project being tendered. You can do this by clearly stating the similarities in value, … Read more..
It is useful to track bids won, lost and ‘gone away’ along with any feedback you receive. A spreadsheet is a good way to capture this and it can also hold information about submission dates and expected decision dates. A tracking system allows you to monitor trends and make strategic decisions about pricing and positioning … Read more..
Unfortunately, it is sometimes true that clients have a preferred supplier before they invite companies to bid. By using a rigorous bid/no bid process you can reduce the amount of time wasted on unwinnable bids and concentrate only on ‘good’ ones. If staff think the outcome is rigged or the bid is unwinnable, it is … Read more..
If you cannot understand a client’s brief, it is extremely unlikely you will be able to sell them a perfect solution. Most clients are happy to answer specific questions to help clarify their requirements. Ensure your questions to them are clear and have not already been addressed in supporting documentation.
If you have not been selected as the winning bidder it is sometimes possible to challenge the decision. The grounds for challenge must be “it’s not fair” as opposed to “I don’t like the decision”. An unfair tender process might occur if one company had access to supplementary information or did not follow the rules