1. Rachael Ellis Director Ocurem

2. Typical tender questions... & how to answer them!

3. Why do buyers ask questions? To understand details about your company To separate you from other suppliers To be able to “score” you To understand if this is your core business To check your capability www.ocurem.comwww.ocurem.com Tel: 01302 852550

4. Questions fall into broad headings www.ocurem.comwww.ocurem.com Tel: 01302 852550 1. Company Details 2. Financial Details 3. Staff / Team details 4. Quality & Accreditations 5. Previous experience & examples 6. Methodology 7. Other factual information

5. Company & Financial details... www.ocurem.comwww.ocurem.com Tel: 01302 852550 Facts When established How many people Core business details £ Turnover Profitability Bankers reference or trade credit

6. Staff & Team details... Staff numbers Staff qualifications Subcontractors Staff hierarchy Staff contingency www.ocurem.comwww.ocurem.com Tel: 01302 852550

7. Quality & Accreditations... System or Industry (e.g. ISO) Product or feedback Quality Industry awards Client feedback (statistics) Awards www.ocurem.comwww.ocurem.com Tel: 01302 852550

8. Previous experience & examples www.ocurem.comwww.ocurem.com Tel: 01302 852550 Case Studies – Use facts and figures to support What was the benefit to the client? Show contracts of a similar nature – Size & scale Demonstrate that you can do it!

9. Methodology... www.ocurem.comwww.ocurem.com Tel: 01302 852550 HOW?

10. Other information... How... Where... When.... Show... Display... Create... www.ocurem.comwww.ocurem.com Tel: 01302 852550

11. Summary for answering... 1. Keep it factual 2. Answer the question 3. Does it match what they want to do? 4. Does it offer any “WOW” factors 5. Professional documents look smarter www.ocurem.comwww.ocurem.com Tel: 01302 852550

12. Tendering for success – the insider’s guide What questions are contained within a tender and how to answer them…

13. Sonja Smith Business Skills Programme Manager Derbyshire Economic Partnership

14. Please take a few minutes to fill out and return your Evaluation Forms Thank you