Workshop slides on winning tenders. How to find, analyse and perform bid/no bid on tenders.
How to find partners and tips and tricks on building tender libraries
4. 1. Who are you/what do you do?
2. What’s your tender experience?
3. What do you want to learn today?
5. Today is about WINNING business
1. Public Sector as a revenue stream
2. Essential Tender Information
3. Buyer & Supplier Perspectives
4. Finding Current & Future Business Opportunities
5. Analysing Tenders
6. Partnering
7. Compiling your Submission
8. How tenders are evaluated
9. Outcomes
26. Short Response time
Track record of Previous
winners
Bid Process is Outsourced
Variety of winners
Accuracy of requirements
Experience of evaluators
Working with startup companies
27. Category Question
Competition
Do we know who else is likely to be offered this work?
Does the prospect know enough about us?
Is there a risk to our business by not responding?
Internal
Capability
Have we completed a similar engagement before?
Are the skills available for this project as required?
Solution
Can the prospect cope with our solution?
Is the current solution causing difficulties
Is this project required to be best-of-breed?
Financials
Does our price fit into budget parameters?
Has cost been identified as a major factor?
Outcomes
Will winning enhance our reputation?
Will winning provide us with new opportunities for us?
Are we satisfied with the financial margin?
28.
29. 1. Red Flags
2. Similar Tenders
3. Partners (Competitors)
4. Bid/No Bid
DEMONSTRATION
38. Category Question
Pre-qualification
Check
Received on time?
Pre-qualification criteria?
Read-through Completeness, Quality, Overall Impression
Evaluation
(Requirements)
Evaluation against criteria
Evaluation against sub-criteria
Evaluation (Cost) Cost formula applied
Shortlisting Top ranked, complete tenders only
Optional Presentation
Communicating
Results
Your score and winners score (by criteria)
Debrief Review meeting with buyer