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Article Details

Published Date: 6-11-2012
Author: Executive Compass
Category: Tender Writing & Bid Management
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When you are completing a PQQ, you may come across a specific section of the PQQ pertaining to case studies.

It is commonplace for the authority or council to require three case studies to be provided of contracts you hold or held that are of a similar scope, size and value to the one for which you are bidding.

If you reach this section of the document and realise that you do not yet have any existing case studies, you may find that you are going to struggle to score maximum marks for this section, as collating strong and demonstrable case studies can take time.

As specialist Bid and Tender writers, we recommend that you put together a wealth of case studies, during a period when you are not actually tendering for a contract, so that you can devote your entire attention to the creation of these documents. We have a case study template located HERE on our website, which will facilitate you in creating the strongest case studies possible.

When you create a case study, there are several points that you should remember to cover in order to make you and your approach to contract management stand out from the crowd of other companies that are submitting a PQQ in the hopes of being invited to tender. You should cover all of the immediate details, such as what the contract was called, who it was for, what the value was, and when it was delivered. You should also include all of the necessary contact details for your client, as sometimes the case study that you are submitting will also be used as a reference for your company.

When this is the case, make sure that you have your client’s permission to use them as a referee! We find that this is not an uncommon reason for a company to fail a PQQ, as it will be regarded as a non-conformance by the council or authority if the current client refuses to supply a reference, probably because they are surprised and clearly not aware of the request. Remember, PQQs are designed to exclude not include, so do not give the evaluator a reason to exclude you.

We find what really gives a case study some ballast is where you are able to demonstrate any added value that you were able to deliver during the course of the contract. This can be anything from a time or cost saving, to an improvement in quality of the delivered product or service. If you can provide this for all of your case studies, you will stand a good chance of scoring very high marks for this section, as this is what the client wants to see in their upcoming contract. They want to select a supplier or service provider that will be able to deliver more than they are asking for, at no extra cost. Don’t out-price your competitors, out-value them!

If you are struggling to compete at the PQQ stage and are consistently failing to be invited to tender, we offer PQQ writing services to help support you, or contact us today and we will be able to guide you through every step of the procurement process, giving you the best possible chance of contract award.

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