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
Many companies write a flashy sales-style executive summary which highlights many great features from their company. What most clients actually want to read about are the unique benefits they will gain by engaging with that supplier. Ensure your executive summary is written for your readers and not to impress your own senior management.
If a client asks about your approach to risk management, describe how you identify, measure and mitigate risk. Describe the key risks you have identified and their likely impact, to show you appreciate the complexity of the project. Make sure you tailor the response to the project. Do not simply give a generic or theoretical … Read more..
It is unlikely that the sections in your bid and proposal submissions will be read in the order in which you present them. Most readers skip through documents looking for parts which interest them most. For that reason, it is critical that you have a clear table of contents, good headings and that you minimise … Read more..
It is quite common for clients to shortlist two or three companies and ask them to make a presentation at the final stage of tender section. If you are invited to ‘pitch’, do not spend time talking about your company and your other customers. Concentrate instead on how you will deliver the new contract and … Read more..
Before starting to answer a question, it is always a good idea to stop and think. Instead of cutting and pasting old responses or spewing out an endless stream of words, you should begin by analysing the question and planning your answer. A few minutes spent building a basic structure will result in a logical … Read more..
