This week Dan Hall contributes a great blog to help you make the most of tender feedback.
Many SMEs often have one go at bidding and are put off for life. Bidding for a contract is easy when you know how and the joy of a successful tender truly is fantastic.
So have you failed before? Many SMEs competing against more renowned established and larger competitors can often lose hope quickly. What’s important to recognise is that no matter how much time and resource you have invested in putting this bid together, there will soon be another opportunity. Even if it is 3 years down the line, this same bid may be back up for tender. There are ways and tricks that can set you apart from the competition, you can position yourself so that you are just as good as the larger companies, if not better! The contract can be YOURS next time!
Or… Perhaps you are winning? you can always do better (unless you score 100%) don’t be complacent or perhaps you won’t win next time.
So take the positives, take constructive criticism and prepare for next time. Plan to not only achieve all requirements for the next bid, but to exceed them.
In our last blog we discussed real positive changes made across the industry which sees procurement departments required to provide in depth useful feedback. So act quickly, gather the feedback and plan for future success- don’t leave it too long or it will slowly drift down your list of priorities and before you know it the next opportunity will be upon you.
Begin by breaking down the response sections and making categorised lists of improvement areas. This makes it easier to identify improvement activity. For example- when explaining how you will deliver a service- is the description clear enough? Did you evidence doing it successfully in the past? Does the description reflect the delivered reality? Accreditations are a great way of evidencing quality and alignment with industry standards. Do you have suitable accreditations and did you make reference to these in your submission?
These are just a few questions on what could be a long list of improvement areas, which will not only improve your next response, but improve your organisation as a whole. Make sure everything is covered. It’s extremely important to assess all of this information and constructively put in place the improvements suggested, after all these are the reasons you didn’t win the work and could be the reasons to why you don’t win future work and maybe not just in a tender process!
If you require any assistance or guidance with your companies bidding process, Bid and Research Development will be more than happy to assist. We have a market leading 94% bidding success rate and we have won over £2.5billion in contracts for our customers over the last 2 years. Please feel free to contact us if you would like to discuss or identify your next bidding opportunity.
Good luck and happy bidding!
Bid & Research Development Team
HINT/TIP: As the favourite saying goes, ‘when you assume, you make an ass out of you and me’. This is usually the case with unsuccessful tenders, due to the assumptions companies tend to make about their evaluator’s knowledge. Remember that every bid should be written so clear that a person off the street will understand who are you, what you do and how you do it. Do not use jargon or company related terminology as the marker will undoubtedly be clueless to your language. If they knew everything about your industry, wouldn’t they just do the job themselves?