Posted on 07-12-2010 at 01:00
PQQ advice
PQQ Advice
I know many SME that refuse to compete for public sector work because, they say, the PQQ (pre-qualification questionnaire) process is “fixed” or that they have “tried it before” and it did not work.
Invariably, once you dig a little deeper you find that they think it is fixed because they failed miserably and received a really poor mark. However even a cursory glance at their PQQ shows that it is very poorly completed and is not up to the required standard. Explaining this can be difficult. They know they can do the job and they have the systems in place to deliver it, so why have they not got past the PQQ stage and advanced to the tender.
There could be a number of reasons. In no particular order;
• The PQQ is badly written
• The responses provided do not answer the question
• Some supporting information is missing
• Some questions are not answered at all
• Information is difficult to find
• Poor policies that have been copied and pasted from the internet
So why does it happen that some PQQ are submitted in this way? The fact of the matter is that it takes time and expertise to complete some PQQ. Reduce these two ingredients and the quality of your PQQ will suffer. Usually, the time element is the most important, managers attempt to bolt on the work to their already busy schedule and it just does not work. PQQ need focus and co-ordination, without it no PQQ will be successful.
If you begin writing a PQQ, bid or tender thinking that you are not going to win it, then you won’t. Approach each PQQ positively, research your customer, prepare well, allocate sufficient time, bring in help if needed and submit the bid in a timely manner and you will stand a good chance of winning the job.
When it comes to winning work via PQQ, bids and tenders, too many small firms miss out on opportunities by not showing themselves off in the best light.
The PQQ, bid and tender process is just like a job application. There are various phases to go through if you want to win the job and just like a job interview, preparation and research is the key. So is a positive mind set!
If you are unsuccessful at the PQQ stage do not be put off trying again. Make sure you ask the evaluator for feedback, take it on board and improve your next submission.
Invariably, once you dig a little deeper you find that they think it is fixed because they failed miserably and received a really poor mark. However even a cursory glance at their PQQ shows that it is very poorly completed and is not up to the required standard. Explaining this can be difficult. They know they can do the job and they have the systems in place to deliver it, so why have they not got past the PQQ stage and advanced to the tender.
There could be a number of reasons. In no particular order;
• The PQQ is badly written
• The responses provided do not answer the question
• Some supporting information is missing
• Some questions are not answered at all
• Information is difficult to find
• Poor policies that have been copied and pasted from the internet
So why does it happen that some PQQ are submitted in this way? The fact of the matter is that it takes time and expertise to complete some PQQ. Reduce these two ingredients and the quality of your PQQ will suffer. Usually, the time element is the most important, managers attempt to bolt on the work to their already busy schedule and it just does not work. PQQ need focus and co-ordination, without it no PQQ will be successful.
If you begin writing a PQQ, bid or tender thinking that you are not going to win it, then you won’t. Approach each PQQ positively, research your customer, prepare well, allocate sufficient time, bring in help if needed and submit the bid in a timely manner and you will stand a good chance of winning the job.
When it comes to winning work via PQQ, bids and tenders, too many small firms miss out on opportunities by not showing themselves off in the best light.
The PQQ, bid and tender process is just like a job application. There are various phases to go through if you want to win the job and just like a job interview, preparation and research is the key. So is a positive mind set!
If you are unsuccessful at the PQQ stage do not be put off trying again. Make sure you ask the evaluator for feedback, take it on board and improve your next submission.
