Purchasers evaluate what you write. Simply being the best at what you do isn’t good enough. To win their business you’ve got to convince them in writing that they’ll benefit more by awarding a contract to you.
Although there are other elements that influence decisions being able to write persuasively is the dominant influence, especially when trying to win business from organisations in the public sector. However, there are some exceptions, which you can read about in our article, Foraging under the radar.
When you’ve won the business you need to focus on exceptional implementation. The manner in which you start the contract and the relationship you develop will have a significant influence on the value you and your client will achieve over its duration and, for you, well beyond this.
Who we support
Can I just take this opportunity to say thank you very much for your help and input into this process.
We approached you to help with this with some experience of submitting tenders – mostly successful but not 100% and I wasn’t sure how much extra you would add. It became clear very quickly how much you would add and how wide of the mark some of our approach had been in the past. Your knowledge and practical help has been immense, invaluable and very stimulating.
Hugh Mellett | Director of Operations | Tree House Care
How do you see yourself?
These are generic descriptions of the different situations our clients have found themselves in when they called us.
You might think them familiar.
- You’re successful but need to continually improve to stay ahead of the competition
- You’ve had some success but aren’t totally sure why and want to improve
- You’re struggling to even be selected for an invitation to tender
- You only do this every now and then, but it’s important and you cannot afford to miss out need
- You’re new to writing tenders, especially public sector, and want to learn quickly, where do you start?
- You want to know whether it’s worth doing business with public sector organisations
- You’re wholly reliant on the public sector for all your business and you need in-house tendering expertise
What you can expect?
We focus on the ‘few things’ that will have the greatest impact on your chances of winning business. From commenting on the suitability of answers you’ve already written to working with you from the moment you receive tender documents to the finish of the contract you win.
The ‘few things’ include:
- Competing – recognising you must compete at every stage of a procurement process to win the business, a strong commitment is paramount as is sufficient time, attention, urgency and resources
- Opportunities – being aware of opportunities to compete (the most important element), those that purchasers advertise widely and those most don’t even know exist, and then there’s those you create
- Understanding – not just how a purchaser intends to go about awarding a contract or framework agreement but also the specific way they intend to do this and how this should influence your response
- Qualifying – which opportunities are most important to you and which are not, and why, is vital, because it enables you to focus more of your resources on opportunities that are most valuable
- Selection – often referred to as a Pre-Qualification (PQQ) or a Business Questionnaire, the second most important element because unless a purchaser evaluates your answers favourably they won’t invite you to tender
- Tenders – you’ll be successful if your answers convince a purchaser that they will benefit more if they award a contract to you, rather than anyone else
- Presentations/Site visits/Demonstrations – there’s likely to be less but more intense competition. You must prepare thoroughly and ‘rehearse’ all aspects of each interaction, which starts when you’re making the arrangements to meet, not when you meet.
- Now you have a contract – focus on implementing it professionally, developing a valuable relationship and maximising its value to you and the purchaser’s beneficiaries
- Now you are party to a framework agreement – convince buyers that they need to come straight to you because your performance will achieve more benefit for them
- Benefiting from the contract – influence extensions and/or variations, supply more efficiently, use it to win other contracts and ask for recommendations, testimonials and glowing references
- Finishing the contract – finish professionally and you’ll leave your client with a good feeling, this will reinforce and boost your reputation internally and externally
Thank you for your support and expert assistance during our recent successful tender bid process.
We found you easy to work with and your calm and reassuring manner was much needed in a rather fraught and limited time process. You have obviously got a great deal of experience in this field and led us by the hand towards a quality finished submission. Your attention to detail was second to none and we appreciated your willingness to be available at short notice and during ‘non-working’ hours.We would happily recommend your services to anyone else going through a similar process.
Stephen Elsworth | Manager | Durnford Dermatology