How To Win Bids and Tenders
Wondering how to go about winning bids and tenders? A great place to start is our top ten ‘how to win tenders’ tips .. ready?
Top Ten ‘How to Win Tenders’ Tips
1. 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.
3. Persuasive benefit led responses – think about the customer, what’s important to them? What are they looking for in their supplier? Don’t just put a list of features, if you want to win tenders ensure you take your response one step further and state the benefits.
4. Build a library of standard PQQ and tender responses – save documents such as insurance certificates, policies, yearly accounts, etc in one place that is easily accessible by others in the company.
5. Don’t leave your tender until the last minute – make sure that you have dedicated time and resource, if you can’t submit your best effort for this bid, why you are submitting at all?
6. Make a conscious decision to bid – if you are tendering ‘just because’ then think again.
7. Be selective - Can you deliver this tender? Do you want to win this bid? If you win what will happen to your other contracts?
8. Understand the bid requirements – Adhere to them.
9. Read the bid evaluation criteria – What’s most important to the customer?
10. 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.
