Workshop slides on winning tenders. How to find, analyse and perform bid/no bid on tenders. How to find partners and tips and tricks on building tender libraries

1. “Winning in Tendering”
Presentation
Tony Corrigan (tony@tenderscout.com)

2. Introductions

3. TenderScout helps companies
...WIN tenders
Success Rate 83% (2012-13)

4. 1. Who are you/what do you do?
2. What’s your tender experience?
3. What do you want to learn today?

5. Today is about WINNING business
1. Public Sector as a revenue stream
2. Essential Tender Information
3. Buyer & Supplier Perspectives
4. Finding Current & Future Business Opportunities
5. Analysing Tenders
6. Partnering
7. Compiling your Submission
8. How tenders are evaluated
9. Outcomes

6. Public sector as a revenue stream

7. 7,500tenders1%
€9,000,000,000
99%
€2,000,000,000,000

8. € 15,000,000,000

9. 1,435buyers
80,000 suppliers
7,500tenders
42,000submissions

10. 7,636active suppliers
20%average win rate
25%of first time winners

12. Essential Tender Information

13. < € 5,000
€5,000 –
25,000
€25,000 –
130/200,000
25,000+ted.europa.eu
1X verbal quote
3 X written quotes
etenders.gov.ie
}
}
€ 4Bn
€ 5Bn

14. 9,000+

15. OPEN
RESTRICTED
NEGOTIATED
OTHER
60%
20%
15%
5%

16. € 4,500Avg. Tender compilation cost
Rule of Thumb:
First tender: 10% of contract value
Second tender: 5%
Subsequent tenders: 1.3-5%

17. Buyer & Supplier Perspectives

21. Finding Current/Future Tenders

22. 1. Personalised Alerts
2. Searching CPVs and other ‘meta-
data’

23. DEMONSTRATION

24. 1. Personalised Alerts
2. Searching CPV and other ‘meta-
data’
3. Establish relationships with buyers
4. Request a trial
5. Networking

25. Analysing Tenders

26. Short Response time
Track record of Previous
winners
Bid Process is Outsourced
Variety of winners
Accuracy of requirements
Experience of evaluators
Working with startup companies

27. Category Question
Competition
Do we know who else is likely to be offered this work?
Does the prospect know enough about us?
Is there a risk to our business by not responding?
Internal
Capability
Have we completed a similar engagement before?
Are the skills available for this project as required?
Solution
Can the prospect cope with our solution?
Is the current solution causing difficulties
Is this project required to be best-of-breed?
Financials
Does our price fit into budget parameters?
Has cost been identified as a major factor?
Outcomes
Will winning enhance our reputation?
Will winning provide us with new opportunities for us?
Are we satisfied with the financial margin?

29. 1. Red Flags
2. Similar Tenders
3. Partners (Competitors)
4. Bid/No Bid
DEMONSTRATION

30. Partnering

32. Trade
Associations
Suppliers to
Buyers of
Interest
Suppliers
with skills
of interest
Networking

33. DEMONSTRATION

34. Compiling your submission

36. How tenders are evaluated

37. How tenders are evaluated

38. Category Question
Pre-qualification
Check
Received on time?
Pre-qualification criteria?
Read-through Completeness, Quality, Overall Impression
Evaluation
(Requirements)
Evaluation against criteria
Evaluation against sub-criteria
Evaluation (Cost) Cost formula applied
Shortlisting Top ranked, complete tenders only
Optional Presentation
Communicating
Results
Your score and winners score (by criteria)
Debrief Review meeting with buyer

39. % Criteria
10%
Understanding of
Requirements
20% Experience
20% Expertise
10% Quality
40% Cost
% Quality sub-criteria
2% Contract Management Plan
4% Quality Assurance Processes
1% Issue & Risk Management
2% Business Continuity
1% Single-point-of-contact

40. Outcomes

41. Debrief
Freedom of Information
Challenging Outcomes