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

Business

“Winning in Tendering”
Presentation
Tony Corrigan (tony@tenderscout.com)

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 Perspectives
4. Finding Current & Future Business Opportunities
5. Analysing Tenders
6. Partnering
7. Compiling your Submission
8. How tenders are evaluated
9. Outcomes

7,500tenders1%
€9,000,000,000
99%
€2,000,000,000,000

1,435buyers
80,000 suppliers
7,500tenders
42,000submissions

7,636active suppliers
20%average win rate
25%of first time winners

< € 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

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 tenders: 1.3-5%

1. Personalised Alerts
2. Searching CPVs and other ‘meta-
data’

1. Personalised Alerts
2. Searching CPV and other ‘meta-
data’
3. Establish relationships with buyers
4. Request a trial
5. Networking

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

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?

1. Red Flags
2. Similar Tenders
3. Partners (Competitors)
4. Bid/No Bid
DEMONSTRATION

Trade
Associations
Suppliers to
Buyers of
Interest
Suppliers
with skills
of interest
Networking

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

% 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

Debrief
Freedom of Information
Challenging Outcomes

This document provides instructions for tracking tenders in OpenERP. It outlines 25 steps for creating and approving a new tender lead, including entering tender details, eligibility criteria, related costs, chronological information, delivery components, payment terms, and special terms. The last step describes generating a tender summary and compliance report. The document was created by Value Matrix in partnership with MillenniumSoft Inc to help companies track the tender process for procuring products and services.

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The document provides guidance on how to successfully submit tenders for public sector contracts. It outlines the key steps including understanding the tender requirements, preparing supporting company documents, adhering to submission formats and deadlines, and evaluating feedback to improve future submissions. Regularly assessing performance and learning from experience are emphasized as important parts of the continuous tendering process.

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[To download this presentation, visit: https://www.oeconsulting.com.sg/training-presentations] This presentation is a curated compilation of PowerPoint diagrams and templates designed to illustrate 20 different digital transformation frameworks and models. These frameworks are based on recent industry trends and best practices, ensuring that the content remains relevant and up-to-date. Key highlights include Microsoft's Digital Transformation Framework, which focuses on driving innovation and efficiency, and McKinsey's Ten Guiding Principles, which provide strategic insights for successful digital transformation. Additionally, Forrester's framework emphasizes enhancing customer experiences and modernizing IT infrastructure, while IDC's MaturityScape helps assess and develop organizational digital maturity. MIT's framework explores cutting-edge strategies for achieving digital success. These materials are perfect for enhancing your business or classroom presentations, offering visual aids to supplement your insights. Please note that while comprehensive, these slides are intended as supplementary resources and may not be complete for standalone instructional purposes. Frameworks/Models included: Microsoft’s Digital Transformation Framework McKinsey’s Ten Guiding Principles of Digital Transformation Forrester’s Digital Transformation Framework IDC’s Digital Transformation MaturityScape MIT’s Digital Transformation Framework Gartner’s Digital Transformation Framework Accenture’s Digital Strategy & Enterprise Frameworks Deloitte’s Digital Industrial Transformation Framework Capgemini’s Digital Transformation Framework PwC’s Digital Transformation Framework Cisco’s Digital Transformation Framework Cognizant’s Digital Transformation Framework DXC Technology’s Digital Transformation Framework The BCG Strategy Palette McKinsey’s Digital Transformation Framework Digital Transformation Compass Four Levels of Digital Maturity Design Thinking Framework Business Model Canvas Customer Journey Map

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Winning in Tendering

1. “Winning in Tendering” Presentation Tony Corrigan (tony@tenderscout.com)

2. Introductions

3. TenderScout helps companies ...WIN tenders Success Rate 83% (2012-13)

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

6. Public sector as a revenue stream

7. 7,500tenders1% €9,000,000,000 99% €2,000,000,000,000

8. € 15,000,000,000

9. 1,435buyers 80,000 suppliers 7,500tenders 42,000submissions

10. 7,636active suppliers 20%average win rate 25%of first time winners

11.

12. Essential Tender Information

13. < € 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

14. 9,000+

15. OPEN RESTRICTED NEGOTIATED OTHER 60% 20% 15% 5%

16. € 4,500Avg. Tender compilation cost Rule of Thumb: First tender: 10% of contract value Second tender: 5% Subsequent tenders: 1.3-5%

17. Buyer & Supplier Perspectives

18.

19.

20.

21. Finding Current/Future Tenders

22. 1. Personalised Alerts 2. Searching CPVs and other ‘meta- data’

23. DEMONSTRATION

24. 1. Personalised Alerts 2. Searching CPV and other ‘meta- data’ 3. Establish relationships with buyers 4. Request a trial 5. Networking

25. Analysing Tenders

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

30. Partnering

31.

32. Trade Associations Suppliers to Buyers of Interest Suppliers with skills of interest Networking

33. DEMONSTRATION

34. Compiling your submission

35.

36. How tenders are evaluated

37. How tenders are evaluated

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

39. % 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

40. Outcomes

41. Debrief Freedom of Information Challenging Outcomes

Winning in Tendering

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