Posted on 14-04-2010 at 07:45
Help with Writing a Tender
Help with Writing a Tender Part 2
The public sector operates within a distinct set of boundaries and limitations. Your tender will need to reflect an appreciation of these boundaries. When you write a tender you should understand why they want it? You should try to understand what policies are driving their decision making processes, what problem will your tender solve? What other stakeholders could influence the success of your tender?
Innovation, your tender and the public sector
Practically ever tender invitation from the public sector includes a section on innovation or perhaps a reference to it in the tender specification.
This blog continues from Help with Writing a Tender
Include innovation in your tender at your peril. You have been warned! I am of course talking in general terms. If you have a genuinely innovative process, product or service then include it in your tender. However, make sure your tender spells out that it is innovative but safe because the public sector do not like risk!
Innovation, your tender and the public sector
Practically ever tender invitation from the public sector includes a section on innovation or perhaps a reference to it in the tender specification.
This blog continues from Help with Writing a Tender
Include innovation in your tender at your peril. You have been warned! I am of course talking in general terms. If you have a genuinely innovative process, product or service then include it in your tender. However, make sure your tender spells out that it is innovative but safe because the public sector do not like risk!
Risk, the public sector and your tender
When you write your tender you need to realise that the public sector buyers are risk adverse buyers. The whole idea of these tenders is to pass on risk. A tender that removes the most risk will be the most successful.
Their primary role when reviewing tenders is to protect the public interest and not to act autonomously. They are hierarchical and bureaucratic at the best of times but in the current climate they are less likely to award a winning tender to an innovator. Most of these people sign on at nine and sign off at five and spend the whole day attempting to empire build or safeguard their job.When reviewing your tender they will find anything they can to kick out anything that has the slightest aroma of risk!!
They even use consultant to scope the tender that way they cannot be blamed if it does not work out.
You see, if your tender provides an alternative, innovative approach to the one specified in the Invitation to tender and they decide to accept it, the risk associated with failure, which they have so carefully placed on another organisation, is now back on them.
The other thing to remember when talking about risk is that for public sector tenders you will be more successful if the project value represents between 10%-30% of your turnover
Their primary role when reviewing tenders is to protect the public interest and not to act autonomously. They are hierarchical and bureaucratic at the best of times but in the current climate they are less likely to award a winning tender to an innovator. Most of these people sign on at nine and sign off at five and spend the whole day attempting to empire build or safeguard their job.When reviewing your tender they will find anything they can to kick out anything that has the slightest aroma of risk!!
They even use consultant to scope the tender that way they cannot be blamed if it does not work out.
You see, if your tender provides an alternative, innovative approach to the one specified in the Invitation to tender and they decide to accept it, the risk associated with failure, which they have so carefully placed on another organisation, is now back on them.
The other thing to remember when talking about risk is that for public sector tenders you will be more successful if the project value represents between 10%-30% of your turnover
Help with tender writing and ticking the box
If your tender is to be successful, part of your tender will need to demonstrate successful experience of delivering the same type of work, to the same type of customer in the same geographic area and to the same standard. Make sure that you make it explicit in your tender where and how you have delivered these services. If it is not in the tender, then it did not happen! If you have not delivered the service before there are a number of things you can do but the most important is to draw out in your tender why you think you should be awarded the contract. Tender evaluators are not mind readers, make sure it is written explicitly into your tender submission.
Prior to the tender the PQQ will have asked about policies. Now may well be the time they ask to see them. Better dust them off and update them. You will need your H&S plan, your environmental policy, your business continuity plan and a plethora of HR policies.
Prior to the tender the PQQ will have asked about policies. Now may well be the time they ask to see them. Better dust them off and update them. You will need your H&S plan, your environmental policy, your business continuity plan and a plethora of HR policies.
