Are you just making up the numbers?

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The construction industry in the public sector has never been more competitive when it comes to PQQs and Tenders for frameworks and contracts. This is just one reason why you need to have proper focus and process in place when it comes to responding to these documentation.

We are often contacted by construction companies throughout the UK who, at a glance, seem to be well set-up to secure contracts with local government and social housing authorities but consistently fall at the last hurdle, and are pipped to the post by local (or national) competitors.

One of the key problems we encounter is that construction companies are competing too much, and applying for too many contracts meaning that they cant give each individual PQQ or ITT the care and attention it needs for you to be successful. One of the worst examples we have had of late was where we were contacted by a local company interested in our retained bid writing services but couldn’t see the value as he submitted circa 100 PQQs and ITTs a year! When we asked him how many of these were successful he conceded that whilst they were largely successful at almost every PQQ stage, they did in fact only ever win 3 or 4 tenders a year.. that’s a success rate of less than 10% at the tender writing stage! We call this a ‘blunderbuss’ or ‘scattergun’ approach to bidding and it is terribly inefficient, no wonder he couldn’t see the value when he was already wasting so much of his own resources, more often than not just making up the numbers at ITT stage as they never really approached each bid uniquely and developing bespoke win themes to reflect the authority’s needs.

The other problem we find is that some clients are barely scraping through the PQQ stage despite giving it as much attention and focus as possible. Its true that each stage is meant to be evaluated in isolation but evaluators naturally will have preconceptions and impressions of organisations based on their PQQ return, and they may subconsciously already have their eyes set on the organisation they think will be best placed to partner with them and deliver the construction project. No one can definitively say but we have previously waxed lyrical in the office about already being on the back foot at ITT stage if you are the ‘last one through the door’ at the PQQ stage, and that you may, in fact really just be in the ITT stage to make up the numbers. Authorities needs to invite a minimum of X people to tender – at least three, and sometimes up to 8 or 10 depending on the instructions and depending on the quality of the other submissions they have received you really may not be best placed to be successful at the ITT stage.

If you are struggling to be successful at the ITT stage for your construction contracts and frameworks, why not contact us to discuss how we can help you not just be more successful, but also more efficient in your bid process. We have worked with organisations to develop significant process improvements and supported with the attainment of ISO and SSIP certifications to streamline PAS91, SQ and PQQ submissions. This helps maximise scores and frees up resource for the all-important ITT stage. We can write a winning ITT submission for you or simply help you identify the win/bid themes you need to leverage to be successful on your own.