All projects, whether you’re mobilising a nuclear decommissioning contract or organising a car boot sale, have their success rooted in a solid foundation of comprehensive planning and good management. Having created a strong framework, the execution itself will, in turn, fall into place as smoothly as possible.
Tender management is no different. Many organisations with whom we work have previously struggled with their submissions due to a lack of planning in the process, and the “just sit down and write it” mindset is one of the most harmful habits that you can develop.
We have, over time, refined our in-house procedures for providing bid support that ensure the whole project is managed effectively from start to finish. The approach is rigorous but the core principles are intuitive and all organisations can improve their chances by taking these steps for tender management:
Thoroughly evaluate the bid requirements
Before you sit down and start your response, you should always know what is expected of you. Only then can you comprehensively demonstrate your ability to deliver it. Crucially, what does the buyer want to hear? Look at the whole contract from their perspective, then you’ll be able to structure your response to satisfy their requirements.
Gather information and resources
What will you need to know to put together a successful submission, and what resources will you need to access? The resources will be sourced from within your organisation; turn to subject-matter experts who have an in-depth understanding of your internal workings. They will be able to provide the direct, on-the-ground detail that the evaluator is looking for and will help to differentiate you from your competitors.
Keep a close handle on the submission
Be aware of all timescales, and create your own timescales to ensure that the submission is progressing as required. This will help you control the submission and allow you to structure the whole process effectively.
Create a thorough review process
All writing should be reviewed by as many fresh pairs of eyes as possible. Another person can easily spot something that you have missed, and approaching from a different angle will introduce new perspectives, new ideas and new ways to win. Our bid writers and tender consultants always take this approach when providing bid support, with all submissions being reviewed and improved upon multiple times internally, as well as between ourselves and our clients.
Executive Compass can help with the whole tender management process. We will work alongside you on your terms, providing as much or as little support as you require. We have extensive experience in helping organisations secure contracts across all industries, by taking over the whole bid process, providing reviews and everything in between. If you are bidding to win, contact us now so we can tell you how we can help you.
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