How To Win Bids and Tenders

Wondering how to go about winning bids and tenders? Writing first-class bids isn’t an exact science – but at Win That Bid, we’ve got the expertise to help you secure your dream contracts with ease.

Top Ten Tips for Winning Tenders

1.    Be thorough: answer every question in the bid document – missing out a couple of vital questions can lose you the entire bid.

2.    Know your marketplace (competitors & pricing): spend time researching your competitors and understand their pricing prior to the bid writing process.

3.    Appeal to your reader: offer persuasive, benefit-led responses and think about the customer – what’s important to them? What are they looking for in their supplier?  Don’t simply provide a list of features – if you want to win tenders, take your responses one step further and state the benefits.

4.    Have a model: build a library of standard PQQ and tender responses – save documents such as insurance certificates, policies and yearly accounts in one place that is easily accessible by others in the company.

5.    Outdo yourself: don’t leave your tender until the last minute – make sure that you have dedicated ample time and resources to produce the best possible result. If you can’t submit your best effort for this bid, why you are submitting at all?

6.    Be decisive: make a conscious decision to bid – if you are tendering ‘just because’, this is not the recipe for a winning bid.

7.    Discriminate: can you deliver this tender? Do you want to win this bid? If you win, what will happen to your other contracts? Make sure you’re bidding for business you really want.

8.    Understand the bid requirements – and adhere to them.

9.    Know your audience: read the bid evaluation criteria – what’s most important to the customer?

10.  Be proactive: engage with the customer – being invited to bid is a compliment, and likely to put your submission in a stronger position than a cold response.

 

Need some help winning that dream contract?

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Believe in your Corporate Social Responsibility policy!

The Carbon Disclosure Project, a non-profit devoted to encouraging more environmentally responsible practices in business has released a report on “supplier management”. In particular, it highlights the increasing willingness of companies to drop suppliers who don’t abide by their CSR policies or environmental promises.

There are several reasons for this. The first is arguably the desire of large companies to “greenwash” their image, particularly now that scandalous practices in offshore manufacturing (notably those effecting Apple in China last year) are becoming much less easier for multinationals to hide.

The other driving force is a growing awareness of the financial benefits of cutting emissions within their supply chains. Many large companies have achieved savings in their own internal systems but according to the UK Carbon Trust fewer than half of multi-nationals (40%) are addressing their “upstream” emissions, i.e those generated by their suppliers. Ultimately, rising energy and commodity prices mean that more efficient, sustainable practices will become ever more important in keeping costs down, and this will become important in private sector tenders.

Businesses writing tenders are being encouraged to optimise their logistical processes, focusing on reducing waste and improving their environmental practices, two activities which almost always complement each other. Private sector tenders will be looking for companies that accept the necessity of environmental corporate social responsibility and more importantly can prove that they have implemented their strategies. Win that Bid can help companies writing tenders make their CSR as relevant and attractive as possible.

Procurement – Carbon Footprints

May 2011 saw the publication of a report outlining Bristol City Council’s Carbon Footprint that related directly to procurement activity.  [Please see the full report: Carbon Footprint of Procurement] Will we see more local authorities asking questions on carbon footprints? Probably not!

The report does provide a response to the question ‘is the Carbon Foot a consideration for procurement teams’?  In basic terms the answer is ‘yes – BUT’. That but is always going to be there as cost is always a key consideration that outweighs marginal or woolly statements.

If it is not a primary consideration we need to really review what steps suppliers can take to ensure that carbon reduction targets are built into their responses in a way that does add value, has potential to score points and builds a credible, measureable indicator for the buyers without saddling the supplier with unnecessary burdens .

Carbon reduction will reduce operational costs in the long run, however for it to be really effective in council target terms it needs to have an annual impact that stands scrutiny.

Suppliers working in the areas listed should look at the development of their carbon reduction strategy for procurement as an opportunity to add value:

  • Construction
  • Sewage treatment and disposal
  • Refuse disposal
  • Waste Management
  • Community Services  including Health care

We should all be continually looking at our energy reduction targets, how we access our own services and materials with effective carbon management systems.

However most companies when asked will not have a clear understanding of what their carbon footprint is or how to measure it.

Therefore in our energy conscious market anything that demonstrates a clear commitment to sustainability and environmental management systems should include a carbon management plan.

A recent update to the EU Guide encouraged procurement teams to use environmental criteria in scoring tenders, note the point made:

“Applying environmental award criteria may make sense, for example, if you are not sure of the cost and/ or market availability of products, works or services which meet certain environmental objectives. By including these factors in your award criteria, you are able to weigh them against other factors including cost.” Section 5.2 of Buying Green 2nd Edition – EU Guide 2011 [Italics ours]

So to meet the environmental objectives the core of the response needs to offer better value and additionality that will make a real difference in the context of the council targets. Where do you begin? Possibly with these five steps:

1.       Measure/Audit your Carbon Footprint

2.       Report the results annually

3.       Provide evidence of reduction targets and how you are meeting them

4.       Substituting with less-carbon-intensive alternatives

5.       Renew the scheme regularly as products change

Suppliers can have a significant impact on Public Sector targets by adopting an EMS with a Carbon Reporting element, it may not be required in the Tender but it will not go unnoticed.

Do carbon footprints count? Yes if you link them to a carbon reduction plan and an environmental management system. These are much easier to introduce and will reward suppliers with an additional competitive edge.

On Your Marks – LOCOG Advertises New Opportunities – Catering and Cleaning First off the Starter Block

Drum roll please….Working in the cleaning business? As mentioned a couple of weeks ago on this very blog, the London Organising Committee (LOCOG) is now starting to advertise fantastic business opportunities in the field of catering and food services and cleaning and waste.

With approximately £700 million to spend on goods and services in preparation for the London Games in 2012 – 20% of which will go to on catering, cleaning and waste and many provided by small and medium sized enterprises – we just know there is an opportunity out there with your name all over it!  As usual, LOCOG opportunities will be advertised on the online portal www.CompeteFor.co.uk.  So if you haven’t yet registered your business on the site, what are you waiting for?

And if you’d rather not do all this kind of dirty work yourself – why not save yourself some time and energy and employ the services of Win That Bid? We will hunt down the most relevant opportunities for you and make sure you get those bids done and dusted.