Success in Tendering

							    Success in Tendering
             Presented by

       GK Partners & TEDs Friend

     Katharine Ford & Carol Hustler
               8th February 2011




1
           Introduction

• Session aims

• Sessions content
                   Aims
• Should you tender
• If so are you in good shape
• How can you avoid some common pitfalls
• How can you show the buyer what they want
  to see
• Other help that you might want to consider
                   Content
• Five reasons why organisations are successful

• Five reasons why organisations fail to win

• Can you afford to tender
            Should you tender

• Cost of tendering

• Cost of delivery

• Cost of non-delivery
          How to win a tender....?

    Five reasons why organisations are successful




2
    1. Focus on buyers needs
    2. Demonstrate relevant and similar experience
    3. Create an excellent bid document
    4. Bid for fewer but well suited contract
       opportunities
    5. Demonstrate credibility and provide
       reassurance


3
        How to lose a tender....?

    Five reasons why organisations fail to win




4
    • Insufficient financial capacity to manage the
      contract
    • not understanding documentation and
      response requirements
    • making assumptions
    • not meeting deadlines/ignoring instructions
    • cut & paste responses not answering the
      questions

5
     Can you afford to tender....?

    There are many costs associated with tendering
               – don’t get caught out




6
    • Time cost whilst preparing the tender
    • Resources invested in producing
      documents required
    • Recruitment costs in increasing headcount
    • Cash flow issues of delivering on contract
      before payment




7
                Tendering tips

    Ideas & suggestions to improve your future
                   success rate




8
    • Take time to analyse the buying context for the
      tender

    • Assess whether this contract is appropriate for
      you

    • Be prepared. Avoid the last minute panic!

    • Read the instructions, then read them again to
      check – then get an external proof reader

    • Set a false deadline at least 4 days ahead



9
     • If you don’t understand something, ask!
       Don’t assume that you can’t ask
     • Find opportunities to “sell” within the
       document format
     • Answer clearly and concisely without
       waffle
     • Get debriefs every time
     • Learn from previous mistakes

10
     Thank you




                 Any Questions?


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     Contact us

     Katharine Ford           Carol Hustler
     GK Partners              TEDs Friend Ltd

     kford@gkpartners.co.uk   carol@tedsfriend.co.uk
     Tel: 020 7785 6340       Tel: 07791 045699




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