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Influencing your PQQ Evaluation

PQQ evaluation is not an arcane art. It’s often obvious how the PQQ you have completed is going to be evaluated. So when you’re filling in those pre-qualification questionnaire answers, even if it’s for the ninth time, bear in mind that there will be an evaluator on the other side of the process … and I’m afraid that they’re looking for reasons NOT to put you through to the next stage.

PQQ Evaluation

It may sound brutal, but it’s true. Where in a tender, the evaluator is looking for reasons to choose you, in a PQQ they are looking for reasons to eliminate you. So you must make sure that you answer all of the questions, and in the way they are looking for, and tick all those little boxes. If a question is not applicable to you, even if it seems blatantly obvious from your answer to the previous question, still put that “n/a” in the box. If you’re asked to include a copy of a particular policy, include that policy (of course!) but also write in the answer box “See Appendix 2: Health and Safety Policy, included” – make it obvious that you have, indeed, included what they are asking for.

PQQ evaluation is a little different from tender evaluation. As I said, the evaluators are looking for reasons to eliminate you from the process. They don’t want to be reading through hundreds of long tender documents; they want to know that when it gets to tender stage they are choosing between candidates who can all do the job.

Make their job easier – do the following:PQQ Checklist

  • Complete all the answers, even if the answer is “not applicable”
  • Make it obvious that you’ve included accompanying information, where it is and what you’ve called it
  • Don’t assume anything – if you answered “No” to question 2 (a), answer “n/a” to question 2 (b)
  • Pay attention to the word limit (sometimes it’s a page limit instead – “not more than one page of A4”, etc.)
  • Organise the information you present in a systematic, easy to read way
    • Don’t change fonts
    • Don’t use too much underlining, bold and italics, certainly not all together
    • It’s OK to highlight very important information with just the use of bold text, for example
    • If listing current clients, do this in date order or size of contract order, not a random list they have to work out
  • Emphasise your strengths while making sure you answer all the points in the question, which links to …
  • Pay attention to the areas they seem most interested in, shown on their website and accompanying information, the weighting of the points given to each section and/or the number of questions on a particular subject (see the article on PQQ evaluation criteria for more on this)

In summary: make it easy for the person performing the PQQ evaluation to evaluate you positively, and put you through to the next round.

Worried about targeting your responses to get a good PQQ evaluation? Talk to Executive Compass, the experts in this area – we can help you get that great PQQ evaluation that will lead you through to the Invitation To Tender stage and beyond.

We also offer PQQ reviews, where we will look at your submission form the evaluators point of view and give you valuable feedback that will allow you to improve your PQQ.

Call us now to speak to a member of our Bid Team:

0203 507 0314 or direct to mobile: 07590 276 006