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 Perspectives
4. Finding Current & Future Business Opportunities
5. Analysing Tenders
7. Compiling your Submission
8. How tenders are evaluated
Short Response time
Track record of Previous
Bid Process is Outsourced
Variety of winners
Accuracy of requirements
Experience of evaluators
Working with startup companies
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?
Have we completed a similar engagement before?
Are the skills available for this project as required?
Can the prospect cope with our solution?
Is the current solution causing difficulties
Is this project required to be best-of-breed?
Does our price fit into budget parameters?
Has cost been identified as a major factor?
Will winning enhance our reputation?
Will winning provide us with new opportunities for us?
Are we satisfied with the financial margin?
1. Red Flags
2. Similar Tenders
3. Partners (Competitors)
4. Bid/No Bid
Received on time?
Read-through Completeness, Quality, Overall Impression
Evaluation against criteria
Evaluation against sub-criteria
Evaluation (Cost) Cost formula applied
Shortlisting Top ranked, complete tenders only
Your score and winners score (by criteria)
Debrief Review meeting with buyer