Successful Tenders

All Successful Tenders begin with a clear response plan. The Public Sector procurement activities demonstrate that small businesses are competitive.

Prepare to Win

Plan the Success Tender response

Learning lessons from other businesses creates a short cut to success. Therefore, here are three things clients do when they want to win.

  • Get to know the buyer
  • Pick the right opportunity
  • Research the background of the bid

Know the Buyer

This often comes across as strange, because there are clear rules about the procurement process. So “we can’t contact the buyer” is the logical response.

Getting the know the buyer is more than talking to them, look at previous tender opportunities, the companies who have been successful – ask “what do they have in common?”

The trend is there, so know where to look.

  • Review spending against the previous contract, often you find a clear indicator, do you require aggressive saving tools?
  • Read the policy documents that count.
  • Review minutes of Council Meetings on Strategy and Development
  • Learn to speak their language

Successful Tenders – Pick the right opportunity

Create the hit list of target clients, looking at their future contract spending plans and be patient.

Often businesses see the value and decide to go for the contract based on that alone. Two powerful tips:

  1. Create the contract boundary
  2. Be realistic about revenue

To mobilize a contract 5 miles away is easier than mobilizing 20 miles or 200 miles. Recognize from contract award to start date is short. Generally allow 4 weeks, set a 4 week bedding in and trouble shooting period and then 4 week evaluation of performance. Keep this simple!

If you turnover £50,000 a year who will award a £500,000 contract to you? It happens but you have to be clear on how the plan works. Safer to begin with 2 x £25,000, growth in turnover is doubled without the level of risk. Once the contracts are performing add 2 x £40,000 plus contracts. Within 18 months you’ll be winning £500,000 contracts. Have a realistic growth model.

Where can I find the right opportunities? Do I have to pay for the service? Two free sites for you to review a couple of times a week:

Sign up with the procurement portals and set your alerts properly. Cutting corners and bidding for everything will keep you busy, it makes successful tenders very challenging when looking at value for money.

Success Tenders – Research the background

Every Public Spending Review weighs the value for money in services that Government procure. Therefore, the Civil Service invest time and resource to present a clear rationale for the spend. That spending rationale responds to key themes in Government.

Right now if you want to be successful the cross cutting theme that creates interest remains “Protect the NHS”. Then look at Social Value and what it means to the department spending, what are they doing? Equality, inclusion, youth employment and education are constant messages that raise the evaluation scores.

Be bold and read everything about your prospective client because you are going to want to keep the contract for years.

Success Tenders – The Incumbent

Surprisingly easy to beat because preparation begins late for most incumbents. However, the opposite should be true. In another post I’ll explain how to beat an incumbent. Preparation for A successful tender rebid begins as soon as the mobilization process is complete and as the contract rolls on builds the additionality and added value for the next time you have to tender.

Sales Point

Successful Tenders begin with a structure, foundation and strong direction. Know the plan, share the plan and keep to the plan.

For winning to become a habit prepare for every bid as though it were the first.

Never lose sight of the objective – making money follows planning excellence.

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