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PQQ: Pre Qualification Questionnaire Stage

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What you need to know to pass the PQQ stage …

What you need to know to pass the PQQ stage

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  • 1. PQQ Pre-Qualification Questionnaire Version M – for SlideShare © Green Growth Consulting Helping To Grow Your Business In a Sustainable Way
  • 2. Agenda 1. What is a Pre-Qualification Stage? 2. Common mistakes during the PQS 3. Matters to consider 4. Requirements 2
  • 3. Tender Objectives Process Transparency Fairness Discrimination Objective Assessment © Green Growth Consulting Outcome Best Value for Money Quality Economic Advantage New Ideas / Value
  • 4. Agenda 1. What is a Pre-Qualification Stage? 2. Common mistakes during the PQS 3. Matters to consider 4. Requirements 4
  • 5. Official Journal of the European Community  Contracts above the Threshold http://ted.europa.eu/TED/main/HomePage.do
  • 6. Two Parties Involved, Two Processes Contracting authority Economic Supplier Buyers Goal ? Applicant MEAT Win the contract Process Knowledge Importance *Understand their goal *Understand the outcome *Prepare better tailored proposal Outcome Define your tender strategy © Green Growth Consulting *time, money, resources *Be more efficient *Improve your proposals every time Improve your conversion rate 6
  • 7. Government vs Private Sector Government Process • Public Money • Regulated Market • Publication differ © Green Growth Consulting Private Sector Process • Own Funds • No Regulated Market • Customised sourcing Process 7
  • 8. The Tender Processes Prepare Notify Receive Evaluate Create Proposal Submit the Proposal Award Contracting authority Register Interest Analyse specificati ons Start the Contract Economic Supplier © Green Growth Consulting 8
  • 9. Procurement Tender Process PreQualification Objective Notification Ensure secure open and fair competition, transparency, equal access Content Contract Notice © Green Growth Consulting Invitation to Tender Qualify a limited number of tenderers according to required company structure Qualify a limited number of tenderers according to required company structure • • • • • • • • Interview Corporate Data Experience Skills Performance Resources Financial Status Notification Service or Product Specifications Clarify proposal • • Notification Questions 9
  • 10. Agenda 1. What is a Pre-Qualification Stage? 2. Common mistakes during the PQS 3. Matters to consider 4. Requirements 10
  • 11. Mistake # 1: Tender Specifications not read • Describe company, team, the products. • Enclosed policies, diverse documents • State the price structure © Green Growth Consulting
  • 12. Mistake # 2: Evaluation criteria not examined • Notice low / high scored questions. • Pricing >> Simulations © Green Growth Consulting
  • 13. Mistake # 3: Questions not answered meticulously • Pass / Fail questions • Mandatory Documents to attach. © Green Growth Consulting
  • 14. Agenda 1. What is a Pre-Qualification Stage? 2. Common mistakes during the PQS 3. Matters to consider 4. Requirements 14
  • 15. Importance to set a ‘Bid/No Bid’ Framework 15
  • 16. Matters to consider before deciding Prospect Requirements Internal Strategy Bid Preparation Costs Project Costs and Revenue Professional Value of the Contract Skills and experience Competitive Position Operational Suitability Relationship of the Financial Position contract to your business strategy Characteristic of the client Cultural Fit Workload, management and personnel Implications 16
  • 17. Evaluation Tree Selection Criteria Commercial Evaluation Price © Green Growth Consulting Financial Profile Technical Evaluation Quality & Functionality Project Delivery Experience & Capability Governance
  • 18. Agenda 1. What is a Pre-Qualification Stage? 2. Common mistakes during the PQS 3. Matters to consider 4. Requirements 18
  • 19. Requirements Resources Organisation Capability Corporate Data Case Studies Financial Status Policies QMS
  • 20. Corporate Data Name Business Activity Office Location(s) Company Registration / VAT number Years established Identity of Parent Companies Directors / Partners Insurance Policies
  • 21. Skills Current Contracts Technology Processes , Procedures Organisation Chart Key Personnel CV & Accreditations
  • 22. Experience & Performance Current / Past Clients Contract Size Case Studies Success Stories Contract Performance Records Similar Project Similar Value
  • 23. Policies, Procedures & Records QMS : ie: ISO 9001 Health & Safety Policy Sustainable & Environmental Policies Employment Policies Diverse Policies: Risk Mgt, etc… Specific Sector Accreditation Company manuals
  • 24. Resources Management & Key Personnel Facilities, tools, machinery… Processes & Procedures
  • 25. Financial Status Certified Accounts P&L Balance Sheet Banker’s Reference Turnover Healthy Check 𝟑 𝒀𝒆𝒂𝒓′ 𝒔 𝑨𝒗𝒆𝒓𝒂𝒈𝒆 𝑻𝒖𝒓𝒏𝒐𝒗𝒆𝒓 𝒙= 𝟑 Value Contract > X
  • 26. Summary Notif icati on PreQualif icatio n Invitation to Tender Interview 26
  • 27. A series of workshops Win Public Contract Below £100,00 Pre-Qualification How buyers evaluate tenders Bid Life Cycle Pricing To Win The different types of buyers Finding Opportunities Frameworks: Bid in Partnership Delivering the contractSelling More Bid or not to Bid Positioning to Win Delivering the contract – Profit Maximisation Time- Scaling the Bid Write a Winning Proposal Be a contractor for ever © Green Growth Consulting
  • 28. Our Services  Training Webinars – FREE Local Workshops – Evening Presentations In House  Project Manage Tenders on your behalf.  PQQs / Accreditation Services  ITT  Provide guidance on your tender  Tender Management Packages ( from one off to monthly programs).  Consultancy Services © Green Growth Consulting 28

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