Bureaucratic, complicated and lengthy are just some of the words used to describe the tender process. The protracted nature of the process often serves to dissuade many smaller businesses from submitting tenders, especially if they have failed with bid submissions previously. Whilst the lengthy process can often lead to frustration and wasted resources, one successful bid can provide ample rewards and cover the losses made on previous, unsuccessful bids.
Give yourself time
Rushed bids inevitably lead to failure. Successful bids usually involve detailed research and extensive pre-bid discussions – both of which are virtually impossible if you have a time period of 1-2months in which to complete the submission. In order to give your business the best chance to succeed, it is vital that you pursue contracts which are at least six months from the end date. This greater time period will allow you to engage with the buyer, fully understand their needs and influence the bid specification before it is formulated. Investing in an advanced tender notification system can buy you this extra time – this innovative tool provides a plethora of contracts that are not only relevant to your industry but also priceless in terms of the additional preparation time they offer.
Be clear and concise in your answers
It is important to ensure all requirements with regards to each question have been addressed. Be clear and concise in your answers and try to avoid including information which bears no relevance to the requirements of the supplier, no matter how flattering it is for your business. Keep in mind that buyers will be going through numerous tenders and the last thing they want to read is information that they cannot relate to or benefit from. Demonstrate your experience and capabilities in a way where the supplier understands how they can benefit from it.
Regardless of whether you think your business is renowned for a particular service or product, always address each question as if you are completely unknown to the buyer. Show how your experience makes you perfect for the job and demonstrate how you can add value to the proposal. Provide evidence of recent experience and explain what differentiates your service from the rest. If you are unclear as to some of the requirements, use the contact details on the form to get in touch with the buyer. Don’t make the mistake of assuming you understand all requirements as this often leads to the misinterpreting the client’s needs.
Craig Millhouse is the founding member and managing director of 7House, a specialist business development firm that offers clients an array of services to aid in their growth. As part of the service, 7House also offers an advanced tender notification system called Contracts Advance.
With over a decade of experience within professional and service based industries, Craig uses his expertise to develop new businesses and kick-start existing ones through a consultative role.
Connect with him on Google Plus to stay in touch with his latest activities, events and articles.