Is price the only important aspect to winning tenders?

1
(No Transcript)
2

• When tender writing it is important to remember
  that although price is an important aspect in the
  evaluation process it is not necessarily the only
  deciding factor in which bid will win.
• There are usually three main areas within the
  evaluation process and this information is often
  included in the RFT (request for tender)
  document. Also included can be the weighting
  percentage for each area.

3

• Compliance or mandatory criteria in tender
  writing are the conditions the applying
  organisation or company must comply with to even
  be eligible to apply to tender.
• This can include insurances, licences required,
  any prequalifications required, certification,
  policies, and procedures etc.

4

• Qualitative criteria or the selection criteria
  are usually a series of questions or statements
  that the tender writer must address to persuade
  the evaluators that the applicant organisation
  can fulfill the requirements of the tender.
• Of course, price is also an important
  consideration in the evaluation process, but it
  is not by any means the only criterion in the
  evaluation process to decide the winning tender.

5

• Compliance
• Tender writers carefully read the RFT document
  then break it down into its component parts to
  determine exactly what the expectations or
  requirements are then they begin the tender
  writing process which is lengthy and detailed.
• Often a good tender writer will have drafted an
  action plan or checklist to ensure that every
  component required in the RFT is covered in the
  response document.

6

• The tender bid document should be comprehensive
  and address all criteria in a logical and
  detailed format.
• Required documentation such as licences,
  insurance policies, required policies and
  procedures need to be included in the tender bid.

7

• Be convincing
• When addressing the selection criteria it is
  important for the tender writer to remember that
  they are persuading the evaluator that the
  applicant company or organisation not only meets
  all the criteria or requirements but they are the
  best applicant to win the tender.
• The responses need to address all facets of each
  criteria. Sometimes there will be several
  elements within one criterion - read and re read
  - break it down -highlight each separate key word
  or phrase.

8

• It is imperative that the tender writer clearly
  identify the needs and expectations of the client
  from the RFT document then demonstrate how the
  applicant organisation or company can not only
  meet these needs but can do it better than any of
  the competing bidders.

9

• Write the tender bid with a focus on what the
  applicant company can offer. Provide detailed and
  comprehensive statements of response to the
  selection criteria - what the applicant has
  achieved and when. Back these up with
  testimonials and data.
• Drawing attention to what makes the applicant
  different to their competitors and how they
  compare positively is the role of the tender
  writer.

10

• Presentation
• When the tender writer submits a tender bid that
  has wow factor - one that clearly stands out
  amongst the rest of the competition they are
  placing the application in a better chance of
  winning.
• The tender response should be a professionally
  presented document that is simple to navigate and
  easy to read.
• By nature, they are quite often lengthy and
  detailed but the use of good formatting- using a
  good clear legible font and bold headings and
  clearly identified sections the tender writer
  makes the evaluation process so much easier for
  the evaluator.

11

• Pricing
• Lastly of course pricing for the tender bid is
  important. It needs to be competitive but not too
  low. The organisation or company needs to ensure
  they have financial sustainability and coming in
  too low is counterproductive.
• Keep in mind they are looking for value for money
  and if you can provide something added extra as
  part of your tender that is often appealing.

12

• There are several important aspects to writing a
  winning tender and it is clear that price is only
  one facet of the process and a good tender writer
  allocates time, thought and consideration to all
  aspects when writing a tender response document.

13

• Red Tape Busters have a team of professional
  consultants, specialising in tender writing
  Brisbane who are ready to help. Tender writer NT,
  tender writer Brisbane or a tender writer
  anywhere across Australia, Red Tape Busters can
  help.

14
Please also friend or like us on Facebook
https//www.facebook.com/RedTapeBustersShaneBower
ing, follow us on Twitter Red Tape Busters or
check us out on YouTube just search for Red Tape
Busters.
15
Thank You!!