1. What is the buyer looking for?

2. Public Sector aims
What is the aim of the Public Sector concerning the award of contracts?
Why is this the case?
What are tenders? How do they work? Where can I find them? When should I start to apply?

3. The starting Point
Create a “Go / No go” matrix to determine beforehand whether any given tender really is suitable
Type of contract
Value
Location
Contract duration
What are tenders? How do they work? Where can I find them? When should I start to apply?

4. Do some work up front
Be ready to tender – create your boilerplate text
Prepare some case studies
Ensure you have your policies written and easily accessible – YOU WILL NEED THEM!
Quality policy
H&S policy
Equal Opportunities policy
Environmental policy

5. The scores on the doors... WHY?
Before you even consider responding to a tender have a look at the evaluation criteria.
WHY?
Pass / Fail criteria
You MUST be able to evidence it!

6. Evaluation criteria can cover...
Financials (Inc. Minimum Turnover)
Previous trading and experience
Banking / credit rating
Health & Safety
Policies and Procedures
Sub contracting
Environmental considerations
Industry specific detail
Staff / Personnel

7. Schedule your time…
Do not underestimate the time taken to compile a high quality bid response
Think about who in your organisation needs to input into the response and schedule their time too
Consider having a regular review of tenders pending, tenders in progress and tenders submitted

8. Understand the rules and timelines…
Understand the process for each tender
Word limit or character count
Presentation
Font size
Bullet points
Use of colour
Online input of data
Adhere to the timelines given

9. Provide all information requested…
Ensure that all information explicitly requested is provided
Read and interpret the tender carefully and address the implied issues

10. Do not make assumptions
Ask questions rather than make assumptions
Ask your questions carefully
Note the procedure and timelines for asking questions and stick to them

11. Avoid… Making hollow statements We offer you the very best service
We have competitive prices
We want long term relationships with our clients
We are the best in the market
These statements are either obvious or subjective so leave them out!
GIVE EVIDENCE

12. Feedback… Ask for feedback Accept it graciously
Incorporate any learnings from the feedback into your tender response process

13. Final thoughts… Ensure that you include in your response: Pricing
Details of the service
Demonstration of your ability to deliver
Why the client should select YOUR company
Something memorable – the “WOW” factor
3 elements: price, service, and why, also NDA, form of tender, anti collusion form, T&C’s

14. Member offer June 2018

15. Mark Lloyd MCIPS Procurement Consultant www. promitheiaconsulting
Mark Lloyd MCIPS Procurement Consultant @tenderequip