1 / 24

WINNING BUSINESS

WINNING BUSINESS. with tenders. WAYNE DIGNAM MANAGING DIRECTOR. 1. TRENDS. OPPORTUNITIES. JOINT BIDDING. BEST PRACTICE. BID WRITING. AGENDA. 2. 3. 4. 5. Tender Team. How do we bring business to our clients?. Bidding since 2005. Bid process development. Live tender support.

lbolyard
Download Presentation

WINNING BUSINESS

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. WINNING BUSINESS with tenders WAYNE DIGNAM MANAGING DIRECTOR

  2. 1 TRENDS OPPORTUNITIES JOINT BIDDING BEST PRACTICE BID WRITING AGENDA 2 3 4 5

  3. Tender Team How do we bring business to our clients? Bidding since 2005 Bid process development Live tender support Develop written content Evaluate previous tenders

  4. What would you like? To be better at influencing and motivating others to give you business

  5. Strategy Mixing marketing and pitching with tenders Find the right opportunities and partners Develop your portfolio Be smart with winning tenders

  6. Current trends • OGP Frameworks • Well trained less buyers • Sophisticated marking • Data on suppliers • New EU Directives • More spending • Joint bids • Etenders • Circular 10/14

  7. What a buyer wants • Cost vs Risk vs Benefit • Criteria with highest ratings • Multiple buyers on panels • Kept out of trouble

  8. Joint Bidding • Framework • Specialists • Turnover • Have a lead • Mediation • Decide quickly

  9. Joint Bidding Invest time in finding out about potential partners Seek references Be ruthless with the award criteria Have an agreement Mediator if required Legal certainty

  10. Joint Bidding • Sign an NDA • Follow ITT format • Sign an agreement • Exclusivity • Define prime contractor • Liability and risks

  11. Benefits Added Value to a buyer Less risk to buyer and bidders Value to each bidder Less risk for bigger contracts Improved method of working Cover geographic requirements

  12. Best Practice

  13. Opportunity qualification • Very critical step in the sales process • Considerations • Cost of submitting a tender • Resources to prepare response • Impact on day to day business activities • Opportunity alignment with business strategy • Ability to deliver the business • Quantify win probability • Not just a once off activity

  14. Qualification – areas to examine • Customer environment and landscape • Competition • Solution you are offering • Commercial and legal considerations • Understand why you will win Have you a strategy to win?

  15. Customer landscape • Customer organisation structure • Understanding the decision process • Who are the decision makers? • Have you relationships with the right people at the right levels? • Is there an approved budget for the project?

  16. Competition • Who are the key competitors? • What is their status with the customer compared to yours – existing suppliers? • Competitor relationships in the customer organisation • Competitor strengths – that differentiate them • Competitor weaknesses – that need to be addressed

  17. Outline Bid Plan

  18. The RFT documentation • Read it thoroughly and understand it • Ask clarifying questions early for anything that is not clear • Particularly note: • Deadlines for various activities • Dates for any briefing meetings/ information sessions • Evaluation criteria – pass/fail and scoring • Any room for negotiation on contract terms • Format of response if stipulated • What has to be submitted

  19. Structure and content of the response • Document your understanding of the customer’s requirements • Key objectives for the project • Obstacles that need to be overcome for success • Describe your solution • Focus on how the solution meets the customer’s business needs • Demonstrate that your solution is low risk

  20. Structure and content of the response • Delivery team almost always required: • Be clear on the roles of each individual • Prepare consistent CVs • Make the CV relevant to this project • Be clear about how service delivery will be managed and governed • Ensure your text answers the questions being asked concisely • Be consistent with similar information in different response sections

  21. Pricing • Prepare pricing as early as possible – not a last minute task • Understand minimum margins required by the business • Review risk log and factor in any contingencies into the model • Use your wider organisation in negotiations with your suppliers and partners • Provide pricing information in the format that is stipulated in the RFT

  22. Submitting winning tenders • Qualify carefully and only respond to qualified opportunities • Have you engaged with the customer before the tender was issued? • Do you really understand the customer’s requirements? • Submit quality documents • Well structured as per instructions • Answer all questions concisely • Drive home the key sales messages that give advantage • Price keenly for success

  23. Opportunities Meet the buyer events Below threshold contracts Private Sector Tenders Framework Agreements EU Funded Programmes Joint Bids

  24. Toolkit and next steps • Ask Questions • Meet buyers before tenders are advertised • Don’t be afraid to ask the obvious • Formalise the fact finding • Listen Carefully • Listen for needs • Everything they say is important to them, however trivial • Convince you are the right partner • Consult Widely • Seek input and guidance from as many stakeholders as possible • Enterprise Ireland, InterTade Ireland, CIF, Chambers Ireland, IBEC, SFA, ISME.

More Related