Posted on 05-07-2011 at 01:00
Writing effective training and coaching tenders
Like most lucrative things in life, there is no one-size-fits-all approach to writing tenders. In today’s tender market the focus rest entirely on value for money, with other considerations tied into this as part of the overall package of value. Where tenders are purely consultancy or service based, demonstrating value for money is more difficult than for other types of tenders. It is easier to demonstrate shaving margins when there are definite costs involved, such as product costs or logistics.
Demonstrating value for money when writing a tender for training and coaching tenders usually comes from a balance between offer price and quality of proposed service. Ensuring you build room for negotiation into your tender is wise – if you end up in the final selection but can budge on price or service where others cannot then you stand an increased chance of winning the tender.
For training and coaching tenders, your buyer will expect you to be enrolled with the main public bodies within your areas of expertise. Training providers will be required to demonstrate that their staff are fully trained and accredited, usually with professional qualifications such as teaching and subject specific qualifications. If your training tender in any way involves children, the client will expect your staff to be fully vetted and CRB checked. This may apply even if the tender does not involve children, so check specifics carefully. If in doubt, seek to gain any necessary checks and accreditations anyway as a means of adding value to your tender.
Attendance at ‘Supplier days’ will also greatly increase your standing with the potential buyer. The PQQ notice will attract considerable interest and buyers will generally seek to limit the numbers of serious bidders going forward to the tender stage. Whilst the majority of excluded bidders will not meet the exact criteria laid out in the tender specification, many of them will. Demonstrating a serious interest and commitment to the tender by attending supplier days and networking with your buyer is a potential way of ensuring you stay in the process. Usually you will request a place at the event so your organisation will be noted for attendance.
Finally, whilst your buyer will request that you meet the basic, minimum specification as outlined in the scope of contract or work, for training tenders and certain other types of tenders it is usual for the buyer to accept additional proposals that have clear, defined benefits, whether commercial or those resulting in higher service levels. This is your opportunity to be creative and stand out from the crowd. It is also the most likely area in which you can add value that your competitors may overlook.
Demonstrating value for money when writing a tender for training and coaching tenders usually comes from a balance between offer price and quality of proposed service. Ensuring you build room for negotiation into your tender is wise – if you end up in the final selection but can budge on price or service where others cannot then you stand an increased chance of winning the tender.
For training and coaching tenders, your buyer will expect you to be enrolled with the main public bodies within your areas of expertise. Training providers will be required to demonstrate that their staff are fully trained and accredited, usually with professional qualifications such as teaching and subject specific qualifications. If your training tender in any way involves children, the client will expect your staff to be fully vetted and CRB checked. This may apply even if the tender does not involve children, so check specifics carefully. If in doubt, seek to gain any necessary checks and accreditations anyway as a means of adding value to your tender.
Attendance at ‘Supplier days’ will also greatly increase your standing with the potential buyer. The PQQ notice will attract considerable interest and buyers will generally seek to limit the numbers of serious bidders going forward to the tender stage. Whilst the majority of excluded bidders will not meet the exact criteria laid out in the tender specification, many of them will. Demonstrating a serious interest and commitment to the tender by attending supplier days and networking with your buyer is a potential way of ensuring you stay in the process. Usually you will request a place at the event so your organisation will be noted for attendance.
Finally, whilst your buyer will request that you meet the basic, minimum specification as outlined in the scope of contract or work, for training tenders and certain other types of tenders it is usual for the buyer to accept additional proposals that have clear, defined benefits, whether commercial or those resulting in higher service levels. This is your opportunity to be creative and stand out from the crowd. It is also the most likely area in which you can add value that your competitors may overlook.
