Webinar: Proposal writing strategies<br />Duration: 1h30<br />Phone number: 1-866-392-3244 (Montréal area: 514-392-3300) <...
Presenter: NORMAND CÔTÉ<br />ABSTRACT:<br />This webinar was designed for companies with experience with proposal writing ...
Asking good questions to buyers<br />
Objective<br />
The procedure<br />The procedure to follow when asking a question can be found in the instruction section of the tender<br...
To who do I submitmy questions<br />All questions must be sent to the buyer. Not doing this can lead to penalties and even...
When to ask questions<br />
The earlier the better and certainly before the deadline indicated in the tender document.<br />When to submit questions<b...
Askprecisequetsions<br />It is important to understand all elements of the tender:<br />Any misunderstanding or misinterpr...
How to formulateyour questions<br />
EXAMPLE OF QUESTIONS<br />Is therecurrently or has there been in the last six monthscontractorsthat have completedthiswork...
EXAMPLE OF QUESTIONS<br />Can youpleasespecifywhatyoumean by «offers the greatest value ». Shouldweinferthat the costwillb...
How to formulateyour questions<br />EXAMPLE<br />
And yourcompetitors…?<br />Keep in mind that not asking questions because you don`t want to give the information to your c...
Evaluationmethods<br />Critèresd’évaluations<br />Webinar:<br />Critèresd’évaluations<br />
Objective<br />
The procedure<br />Technicalevaluation of proposals in order to qualifysupliers<br />Selection of the sinningproposal<br /...
Whodoes the evaluating?<br />A team willevaluateproposalsbased on the criteriadescribed in the tender and only information...
Evaluationprocedure<br />Step 3: Selection of the winningproposal<br />Step 2: Technicalevaluation<br />Step 1: Opening<br...
Opening of proposals – Evaluatingcompliance<br />Respected<br />timeframe<br />Certifications<br />Dépôts de soumission, p...
Preparingyourproposal – Technicalevaluation:Compulsorycriteria<br />The importance of demonstratingyourcompliance:<br />Fa...
Preparingyourproposal- Technicalevaluation:Evaluatedcriteria<br />Qualification of resources<br />CV<br />Pastprojects<br ...
Selection method<br />
Objective<br />
The procedure<br />
Financial evaluation<br />
Things to considerwhenpreparingyourproposal<br />2<br />1<br />3<br />Make sure youunderstand the calculationmethod.<br />...
Financial evaluation: The highest score<br />
Financial evaluation: The lowestcost per point<br />A = 75%<br />
Financial evaluation:  The lowestcost per point <br />A = 76%<br />
Financial evaluation: The lowestcompliantproposal<br />
Financial evaluation: Using the « K » factor<br />
QUESTIONS<br />TECHNICAL EVALUATION<br />PRICE<br />A CHAIN IS ONLY AS STRONG AS ITS WEAKEST LINK<br />
Historical comparison of a tender<br />EXAMPLE: BLUE PANTS, SPECIAL SERVICES (2009 vs. 2008)<br />2009<br />2008<br />VS.<...
List of potential bidders<br />Tender B (2008)<br />Tender A (2009)<br />...17 potential bidders<br />...18 potential bidd...
Prix<br />Tender A (2009)<br />Tender B (2008)<br />
Evaluation criteria<br />Tender A (2009)<br />Tender B (2008)<br />$84 588/2 000 = $42<br />$62 848/1 450 = $43<br />
Thank you, do you have any questions?<br />
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Final ang

  1. 1. Webinar: Proposal writing strategies<br />Duration: 1h30<br />Phone number: 1-866-392-3244 (Montréal area: 514-392-3300) <br />Conference code: 9412222<br />
  2. 2. Presenter: NORMAND CÔTÉ<br />ABSTRACT:<br />This webinar was designed for companies with experience with proposal writing and will cover the following subjects:<br />Asking good questions to buyers<br />The different selection methods<br />The different evaluation methods<br />
  3. 3. Asking good questions to buyers<br />
  4. 4. Objective<br />
  5. 5. The procedure<br />The procedure to follow when asking a question can be found in the instruction section of the tender<br />1<br />2<br />3<br />The buyer will publish your question and the answer to your question so all the companies that ordered a tender document can benefit as well<br />After the deadline you will no longer be able to receive answers to your questions<br />You must submit all questions in writing to the person indicated in the instructions<br />
  6. 6. To who do I submitmy questions<br />All questions must be sent to the buyer. Not doing this can lead to penalties and even disqualification.<br />
  7. 7. When to ask questions<br />
  8. 8. The earlier the better and certainly before the deadline indicated in the tender document.<br />When to submit questions<br />
  9. 9. Askprecisequetsions<br />It is important to understand all elements of the tender:<br />Any misunderstanding or misinterpretation can cost you the contract!<br />The evaluation criteria<br />The need<br />Etc.<br />La base de prix<br />The selection method<br />
  10. 10. How to formulateyour questions<br />
  11. 11. EXAMPLE OF QUESTIONS<br />Is therecurrently or has there been in the last six monthscontractorsthat have completedthiswork or anyrelatedwork. If so, whois the contractor and whatis the value of the contract?<br />In the financial portion of the proposal, do you require a detailed breakdown of the costs to justify the final price? Or would you simply like the price with no added information?<br />
  12. 12. EXAMPLE OF QUESTIONS<br />Can youpleasespecifywhatyoumean by «offers the greatest value ». Shouldweinferthat the costwillbedivided by the number of points obtained for the evaluatedcriteria?<br />Yourcompany must beregistered in order to supply the services stated on thisrequest. Pleasejoin proof of this to yourrequest. –Would our certificat of constitution as a juristic person be acceptable proof? Regarding the type of companywe are, whatkind of proof would the Ministrylike to receive? A sample portion of the user's guide designed for managers? Ou notre exposé de formation?Or willourreferencesrelated to the projectbe acceptable?<br />
  13. 13. How to formulateyour questions<br />EXAMPLE<br />
  14. 14. And yourcompetitors…?<br />Keep in mind that not asking questions because you don`t want to give the information to your competitors is extremely risky.<br />Remember, however, not to reveal your strategy by accident.<br />
  15. 15. Evaluationmethods<br />Critèresd’évaluations<br />Webinar:<br />Critèresd’évaluations<br />
  16. 16. Objective<br />
  17. 17. The procedure<br />Technicalevaluation of proposals in order to qualifysupliers<br />Selection of the sinningproposal<br />Opening and validation of proposals<br />1<br />2<br />3<br />
  18. 18. Whodoes the evaluating?<br />A team willevaluateproposalsbased on the criteriadescribed in the tender and only information provided in the proposal. <br />
  19. 19. Evaluationprocedure<br />Step 3: Selection of the winningproposal<br />Step 2: Technicalevaluation<br />Step 1: Opening<br />Atthis stage the buyerwillensurethat all aspects of the tender wererespected. If certain conditions were not respectedyourproposalwillbedisqualified.<br />The buyerwill hand over the technical portion of the proposal to the evaluation team. Next, the team willevaluate the content of the proposal contingent on the compulsory and evaluatedcriteria. Only information in yourproposalswillbeconsidered for the evaluation.<br />The last stepinvolvesconsidering the price in order to determinewhichproposal best corresponds to the selectionmethodidentified in the tender.<br />
  20. 20. Opening of proposals – Evaluatingcompliance<br />Respected<br />timeframe<br />Certifications<br />Dépôts de soumission, performance, etc.<br />Sealedfinancialproposal<br />Signatures<br />Etc.<br />
  21. 21. Preparingyourproposal – Technicalevaluation:Compulsorycriteria<br />The importance of demonstratingyourcompliance:<br />Failing to demonstrateyourcompliancewilllead to disqualification of yourproposal.<br />Demonstratingthatyourproposaliscompliantinvolves more thanjuststatingthatyou are compliant.<br />Avoidusing vague and questionnable terms.<br />Giveexamples and facts to support yourstatements.<br />
  22. 22. Preparingyourproposal- Technicalevaluation:Evaluatedcriteria<br />Qualification of resources<br />CV<br />Pastprojects<br />Information to besubmitted<br />Methodology<br />How willyousatisfy the client`s needs?<br />Deliverables<br />How willyousatisfy the client`s demands?<br />Project management<br />How willyou respect the deadlines and budget?<br />Technical score<br />
  23. 23. Selection method<br />
  24. 24. Objective<br />
  25. 25. The procedure<br />
  26. 26. Financial evaluation<br />
  27. 27. Things to considerwhenpreparingyourproposal<br />2<br />1<br />3<br />Make sure youunderstand the calculationmethod.<br />If the methodchosenconsidersboth the technical score and the price, you must ensurethatyoureceive the highesttechnical score. This combinationisextremely important.<br />If the methodchosenconsidersonly the price, all youneedis the passing score and yourpricebecomes the most important element of yourproposal.<br />
  28. 28. Financial evaluation: The highest score<br />
  29. 29. Financial evaluation: The lowestcost per point<br />A = 75%<br />
  30. 30. Financial evaluation: The lowestcost per point <br />A = 76%<br />
  31. 31. Financial evaluation: The lowestcompliantproposal<br />
  32. 32. Financial evaluation: Using the « K » factor<br />
  33. 33. QUESTIONS<br />TECHNICAL EVALUATION<br />PRICE<br />A CHAIN IS ONLY AS STRONG AS ITS WEAKEST LINK<br />
  34. 34. Historical comparison of a tender<br />EXAMPLE: BLUE PANTS, SPECIAL SERVICES (2009 vs. 2008)<br />2009<br />2008<br />VS.<br />
  35. 35. List of potential bidders<br />Tender B (2008)<br />Tender A (2009)<br />...17 potential bidders<br />...18 potential bidders<br />
  36. 36. Prix<br />Tender A (2009)<br />Tender B (2008)<br />
  37. 37. Evaluation criteria<br />Tender A (2009)<br />Tender B (2008)<br />$84 588/2 000 = $42<br />$62 848/1 450 = $43<br />
  38. 38. Thank you, do you have any questions?<br />

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