The document outlines a 7-phase bid process for tendering projects, including opportunity assessment, pre-proposal planning, proposal development through writing and review, final production and submission, post-submission presentation preparation, and finally award, closeout and handover if won. It describes assembling a multi-disciplinary bid team, conducting requirement and competitor analyses, developing a capture plan and win strategy through workshops and reviews, and getting final approvals before submission and potential presentation and handover. The detailed process is meant to help organizations systematically pursue opportunities while managing risks.

1. TENDERS AND BID
PROCESS
BY MICHAEL LEE

2. • What is the current bid process?
• Why are problems occurring in this process?
• What are the next steps in bid process?
• Why is this process important?
• Top down buy in
BID PROCESS

3. Stage 1 – Capture
 Opportunity Qualification - Pre-Qualification Checklist / Risk Analysis
 Gate Review: Review Opportunity - Submission Requirements
 Gate Review: Review Strategy and Teaming - Objectives and Team Selection
Phase 1 – Opportunity Assessment

4. • Bid Team – Selected based upon experience, competencies and capabilities
• Local Point of Contact – Applicable local rules and regulations.
• Project Lead Delivery / Manager SPOC – Project management / planning and
delivery
• Commercial Manager – Financial costs / rates / risk
• In-house Technical Consultants / Engineers Specialists – Radiological
specialists
• SHE-Q Manager – Risk assessments, local site rules.
• Waste Manager / Dangerous Goods Safety Advisor – Waste categorisation,
Local transport and applicable rules and regulations.
• External Partners, Officials or Consultants – Additional specialist knowledge /
relationship
• Subcontractors – Elements of the contract we require or, possible relationship
links to site
Stage 1 – Capture
Phase 1 – Opportunity Assessment

5.  Capture Planning – Analysis, research, research, research, development
and resources
 Competitor Analysis – Incumbent / information bank / H&S breaches
 Gate Review: Pre-proposal review – Compliance against the overall
requirements of the bid, goal of the proposal, rationale and match against
business strategy.
Stage 1 – Capture
Phase 2 – Pre Proposal

6.  Requirements Analysis and Proposal Planning
 Gate Review: Bid Confirmation
 Proposal Kick-off Meeting
 Site Visit/s
 Review 1: Commercial and Cost Estimates
 Establish Writers Workshop & Proposal Storyboard Content Plan /
Response Strategy
 Review 2: Win Strategy
Stage 2 – Proposal Development
Phase 3 – Concept, Design and Strategy

7.  Workshop Planning – Plan required workshops with technical staff
 Proposal Writing and Bid Preparation Cost
 Review Proposal Draft 1
 Review Proposal Draft 2
 Final Price Approval
Stage 2 – Proposal Development
Phase 4 – Writing and Review

8.  Final Production of Proposal and QA Checks
 Final Review by Senior Management and Relevant Stakeholders
 Gate Review: Final Approval to Submit Proposal
Stage 2 – Proposal Development
Phase 5 – Production and Submission

9.  Presentation Requirements
 Presentation Development
 Presentation Rehearsal
 Final Gate Review: Presentation Proposal
Stage 3 – Post Submission
Phase 6 – Final Bid Activities

10.  Submission Award Win/Loss Debrief
 Handover to Operation and Maintenance Staff
 Ongoing Support during mobilisation / implementation if required
 Contract feedback
Stage 3 – Post Submission
Phase 7 – Award, Closeout and Handover