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Part 2 – Top Tender Tips – Bid To Win

 

4: Define your unique selling propositions

Write up what distinguishes your bid from your competitors

Describe your key differentiators

Tell the buyer why your solution is unique

If your USPs have won you awards let the buyer know – don’t be shy in selling your successes

 

5: Communicate your solution in terms of benefits

Quantify the payback period

What operational efficiencies will result over the lifetime of the contract –  provide metrics to support your claims

Identify the types of savings that will result if your solution is selected.

Benchmark your proposed solution against a comparable buyer(s)

 

6: Demonstrate your capacity to deliver

With reference to practical examples, explain how you have successfully delivered comparable projects

How will the lessons learned benefit the buyer?

Is the same delivery team being proposed.

Set out the key skills set needed to deliver the buyer’s requirements and how your team has the proven expertise/experience

 

7: Submit a collaborative bid

Be open to forming or joining a bid consortium

If you cannot fulfil all the RFT requirements find a partner who can

For complex bids sign a Teaming Agreement (we can provide you with a template)

Choose your partners carefully; do due diligence

 

 

 

 

 

 

 

 

 

 

Number 1: Put the buyer and his needs at the centre of your bid response document.

Write about the buyer.

Explain why your solution is ‘fit for purpose’.

Write a bespoke response in the buyer’s language.

Do not use generic/brochure material.

Number 2: Address the buyer’s underlying needs by going beyond mere compliance

A fully compliant bid may score 80%.

A winning bid scores over 85%.

So make the extra effort.

If you do not have a fundamental understanding of the buyer’s detailed requirements your chances of winning are low.

Number 3: Use clear, jargon-free language

Assume the tender evaluators know nothing about your company and your solution.

Write to the project manager in easy to understand terms

Provide technical details whenever required

Include a list of abbreviations to assist the non-technical readers.

More to follow………

The Office of Government Procurement has finally published clear guidance about tendering for goods and services. Here are Ten Key Messages.

1. All tender competitions regardless of their value have to respect the general principles of EU law, including principles set out in the 2014 Procurement Directives.

2. The OGP should be consulted by public buyers before tenders of a value over €25,000 are published.

3. It is the responsibility of public buyers to train staff involved with procurement to ensure tender competitions are compliant.

4. A new suite of template documents and model letters has been issued.

5. Buyers are now required to conduct a risk assessment and market soundings where high value and complex tenders are under consideration.

6. Public buyers are ‘strongly encouraged’ to provide written feedback to unsuccessful bidders.

7. Less formal procedures must be used for contracts below the EU threshold (€135,000).

8. Buyers must justify the decision they take to use a particular procurement procedure (there are seven options available).

9. Stricter reporting and monitoring arrangements now apply, including the preparation of a verifiable Procurement Audit Report.

10. Guidance is provided about the new features of the 2014 Directives, including issues such as dealing with abnormally low tenders, contract changes and using the European Single Procurement Document.

Despite the fact that over €90 billion in works, goods and services may be procured over the coming five years, the ‘Must Read’ OGP guidance was barely mentioned by the media.

Be prepared! The current two-year framework agreement for business and management consultancy and advisory services ends in Q1/2018. The Office of Government Procurement is conducting market research (deadline to respond is 18th August) prior to re-tendering. It is highly likely that contracts below €25,000 will be excluded from scope; good news for small businesses if this change in policy is applied in other categories.

Companies who are short-listed will be asked to engage with the OGP in Q4 by way of a competitive dialogue for the provision by a single supplier of banking services across Government. The volume of transactions is valued at around €140 billion.

The OGP is progressing tender competitions between now and the end of the year for the following:

• Laundry and linen services
• Building supplies
• Office furniture
• Media planning and buying (international)
• Print broker services
• Fuel Charge Card
• Fire engines (Class B)
• Foreign travel insurance

There are over 110 framework agreements in place so the main area of procurement activity relates to on-going mini-competitions and direct drawdown contracts.

Some very significant tenders have been published over the past few days.

The National Treasury Management Agency, in conjunction with Apple Sales International and Apple Operations Europe, is seeking expressions of interest for the provision of certain escrow agency and custodian services for a State aid recovery amount of upwards of €15 billion. Parties who express an interest will then be invited to pre-qualify.

Providers of mobile voice and data communications and associated products, accessories and services, including SMS text services will be interested in the framework tender issued by the Office of Government Procurement. The value of the business to be procured over four years is €60m.

The Department of Jobs, Enterprise and Innovation is looking for expert advisors on dual-use goods.

A Request for Information for a fully managed secure narrowband and nationwide digital radio network services has been published by the OGP.

The OGP has issued a survey (by way of a Request for Information) to take soundings from the market about public contracts in the areas of business and management consultancy and advisory services.

The Irish Centre for Business Excellence has invited tenders for its Learning and Development Training and Business Excellence Skillsnet Programmes.

An Post is looking for providers of health and safety training.

Finally, the Department of Finance is seeking a provider for a post graduate/professional diploma in tax policy and practice.

We would be happy to send you further details on request.

The Office of Government Procurement (OGP) has published its Target Schedule of Contracts and Frameworks Q3 2016 [Read more…]

The OGP has published the following list of supplies and services that are due to be re-tendered over the coming nine months as contract expiry dates approach. [Read more…]

The Office of Government Procurement (OGP) has published its Target Schedule of Contracts and Frameworks Q3 2016 [Read more…]