Not getting chosen at the end of a long tender or bid process is painful. However, it is a necessary evil of taking part. Once the initial shock is over, the worse thing you can do is to forget about it and move on to applying for the next one that crosses your desk.
One of the most important things to do is to conduct an internal and external review. We often get asked how to phrase these questions when you are sitting in front of the buyer as it could be tempting to scream at them, “What’s Wrong With Us? Do you know how much time we spent on working on this proposal?”
Here are some of our suggestions:
1. How did the proposal contribute to losing the tender?
2. Was our proposal easy to evaluate?
3. Did the proposal comply?
4. How did it compare on content and price to our other competitors?
5. Would you recommend we continue to respond to your tenders?
We would love to hear from you and what you find works the best/gets the best results.