Posted on 02-01-2010 at 01:00
How to write a winning bid or tender even when you think the contract may have already been unofficially awarded.
It shouldn’t happen of course but we all think it does .So what can you do if you think the client has already decided who should win before the bid or tender has been issued.
Well the good news is that if it really is the case, apart from time, you have nothing to lose. Based on that simple statement here are some of my ideas:
- Be Brave: You will not win the contract just by being better than the supplier you think it is going to be awarded to. You must be different, very different. You must really challenge the status quo and present a real and viable alternative. Be brave, be innovative and take risks.
- Reinvent you tender: Right, throw out all the management rubbish, all the “we are bigger,better,stronger,brilliant “crap! If you genuinely think the customer is going to award the contract to someone else, throw out all your templates, change your approach, your tone, your language. Capture their imagination and make them want to engage with you.
- Turn a negative into a positive: If you think that the contract is already awarded this means that the customer will probably know all about your competitor, good and bad! For instance if it is say a term maintenance contract and you think the client is going to award it to the incumbent , use it to your advantage. Make sure you find out, by any means possible, what they are not good at. Don’t highlight their shortcomings, highlight your strengths and successes.
- Take away the pain: Large organisations are risk and change averse (and lazy, but I didn’t tell you that) You need to be different but not risky. You need to take away any potential pain they may feel by switching (sometimes called switching costs) Manage all their risk out of the contract and reassure them that you have the architecture in place to meet any eventuality. Make it easy for them to change, if that means changing some of your processes, then do it!.
My personal belief is that while it is true that a customer can have bias it is never as clear cut as people believe. Large organisations have high levels of corporate governance hoops to jump through and if your bid is genuinely better and it comes out at a later date then there can be serious repercussions. See http://www.executivecompass.co.uk/business/md-blog/1/tender-review and read about Stoke City County Council.
No matter how much you feel a contract is already awarded, you can change it if you provide a good enough reason. The trick is of course to find that reason!
Are you in a hurry? Did you forget about your PQQ or tender?
Don't panic our tender writers can write that out for you too Last Minute PQQ or ITT
More on PQQ and tender writing services: Bid and Tender Writing Services
More on Bid Management services and writing tenders :Bid Management Services
More on PQQ, Bid and Tender writing services in the Public Sector: Public Sector
More on PQQ, Bid and Tender writing services in the construction industry: Construction
Difference between a PQQ and a Tender: Difference between a PQQ and Tender
What is an Invitation to Tender?: What is an invitation to Tender
Completing a PQQ: Here
Bid and Tender writing pitfalls: Here
For top quality PQQ, Bid and Tender Writing Services Executive Compass cannot be beaten
