“Winning in Tendering”
Presentation
Tony Corrigan (tony@tenderscout.com)
Introductions
TenderScout helps companies
...WIN tenders
Success Rate 83% (2012-13)
1. Who are you/what do you do?
2. What’s your tender experience?
3. What do you want to learn today?
Today is about WINNING business
1. Public Sector as a revenue stream
2. Essential Tender Information
3. Buyer & Supplier P...
Public sector as a revenue stream
7,500tenders1%
€9,000,000,000
99%
€2,000,000,000,000
€ 15,000,000,000
1,435buyers
80,000 suppliers
7,500tenders
42,000submissions
7,636active suppliers
20%average win rate
25%of first time winners
Essential Tender Information
< € 5,000
€5,000 –
25,000
€25,000 –
130/200,000
25,000+ted.europa.eu
1X verbal quote
3 X written quotes
etenders.gov.ie
}
...
9,000+
OPEN
RESTRICTED
NEGOTIATED
OTHER
60%
20%
15%
5%
€ 4,500Avg. Tender compilation cost
Rule of Thumb:
First tender: 10% of contract value
Second tender: 5%
Subsequent tender...
Buyer & Supplier Perspectives
Finding Current/Future Tenders
1. Personalised Alerts
2. Searching CPVs and other ‘meta-
data’
DEMONSTRATION
1. Personalised Alerts
2. Searching CPV and other ‘meta-
data’
3. Establish relationships with buyers
4. Request a trial
5...
Analysing Tenders
Short Response time
Track record of Previous
winners
Bid Process is Outsourced
Variety of winners
Accuracy of requirements...
Category Question
Competition
Do we know who else is likely to be offered this work?
Does the prospect know enough about u...
1. Red Flags
2. Similar Tenders
3. Partners (Competitors)
4. Bid/No Bid
DEMONSTRATION
Partnering
Trade
Associations
Suppliers to
Buyers of
Interest
Suppliers
with skills
of interest
Networking
DEMONSTRATION
Compiling your submission
How tenders are evaluated
How tenders are evaluated
Category Question
Pre-qualification
Check
Received on time?
Pre-qualification criteria?
Read-through Completeness, Quality...
% Criteria
10%
Understanding of
Requirements
20% Experience
20% Expertise
10% Quality
40% Cost
% Quality sub-criteria
2% C...
Outcomes
Debrief
Freedom of Information
Challenging Outcomes
Winning in Tendering
Winning in Tendering
Winning in Tendering
Winning in Tendering
Winning in Tendering
Winning in Tendering
Winning in Tendering
Winning in Tendering
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Winning in Tendering

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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

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Winning in Tendering

  1. 1. “Winning in Tendering” Presentation Tony Corrigan (tony@tenderscout.com)
  2. 2. Introductions
  3. 3. TenderScout helps companies ...WIN tenders Success Rate 83% (2012-13)
  4. 4. 1. Who are you/what do you do? 2. What’s your tender experience? 3. What do you want to learn today?
  5. 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
  6. 6. Public sector as a revenue stream
  7. 7. 7,500tenders1% €9,000,000,000 99% €2,000,000,000,000
  8. 8. € 15,000,000,000
  9. 9. 1,435buyers 80,000 suppliers 7,500tenders 42,000submissions
  10. 10. 7,636active suppliers 20%average win rate 25%of first time winners
  11. 11. Essential Tender Information
  12. 12. < € 5,000 €5,000 – 25,000 €25,000 – 130/200,000 25,000+ted.europa.eu 1X verbal quote 3 X written quotes etenders.gov.ie } } € 4Bn € 5Bn
  13. 13. 9,000+
  14. 14. OPEN RESTRICTED NEGOTIATED OTHER 60% 20% 15% 5%
  15. 15. € 4,500Avg. Tender compilation cost Rule of Thumb: First tender: 10% of contract value Second tender: 5% Subsequent tenders: 1.3-5%
  16. 16. Buyer & Supplier Perspectives
  17. 17. Finding Current/Future Tenders
  18. 18. 1. Personalised Alerts 2. Searching CPVs and other ‘meta- data’
  19. 19. DEMONSTRATION
  20. 20. 1. Personalised Alerts 2. Searching CPV and other ‘meta- data’ 3. Establish relationships with buyers 4. Request a trial 5. Networking
  21. 21. Analysing Tenders
  22. 22. 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
  23. 23. 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?
  24. 24. 1. Red Flags 2. Similar Tenders 3. Partners (Competitors) 4. Bid/No Bid DEMONSTRATION
  25. 25. Partnering
  26. 26. Trade Associations Suppliers to Buyers of Interest Suppliers with skills of interest Networking
  27. 27. DEMONSTRATION
  28. 28. Compiling your submission
  29. 29. How tenders are evaluated
  30. 30. How tenders are evaluated
  31. 31. 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
  32. 32. % Criteria 10% Understanding of Requirements 20% Experience 20% Expertise 10% Quality 40% Cost % Quality sub-criteria 2% Contract Management Plan 4% Quality Assurance Processes 1% Issue & Risk Management 2% Business Continuity 1% Single-point-of-contact
  33. 33. Outcomes
  34. 34. Debrief Freedom of Information Challenging Outcomes

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