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Article Details

Published Date: 17-03-2014
Author: Executive Compass
Category: Tender Writing & Bid Management
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More and more companies are finding that the best way to grow their business is through submitting both public and private sector bids.

Writing PQQs, bids and tenders is not like writing other documents. It requires a different approach as well as compliant organisational policies to back up the words. It is pointless bidding for work if you do not have the relevant policies and procedures or accreditations.

Learn the Rules

The first step to becoming bid ready is learning the rules. Companies waste time and money bidding on projects that they have no chance of winning. You must fully understand the requirements of the bid in order to be successful.

If a document states that you must have a certain policy or accreditation in place and you do not, then you will not win. A thorough understanding of the requirements of the bid will enable you not only to be compliant, but to respond to the questions in the best way, highlighting the strengths of your company.

The best way to become bid ready is to undertake a gap analysis. This will draw attention to any areas of your business that may be weak and need strengthening before bidding. A gap analysis should look at all potential supporting documentation, through to the skill set of those involved in responding to the PQQ or tender.

Identify Weaknesses

We regularly undertake bid ready audits for companies wishing to improve their internal bid process and win more work. These audits are targeted towards two client types; those that are new to tendering, and those with identified weaknesses in their supporting documentation and overall approach to tendering into both the public and private sector.

Our audits generally consist of:

  • Identifying weak areas and gaps to improve upon.
  • Meetings and interviews with key members of staff.
  • Identify key performance indicators and unique selling points.
  • Collating and improving your current policies and procedures, or providing you with new ones which are fully compliant with UK legislation.
  • Collating relevant business information, such as accounts and insurances.
  • Advising you on, or assisting you in, obtaining relevant trade accreditations and ISO (if applicable).
  • Obtaining references and creating strong, persuasive case studies.

Becoming bid ready is vital to the success of your future bids. Establishing a good bid process and strong supporting documentation not only makes tendering easier, but ultimately more successful.

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