HOW TO WIN THE TENDER'S BIDDING?

Hi Almera Matus,

 

Please check the Following3 Links:

 

* http://www.winthatbid.com/blog/

* https://www.zawya.com/story/How_to_source_bid_and_win_business_tenders-ZAWYA/

* http://www.bidperfect.co.uk/

 

The above3 Links are from Most Recent Analysis. Hope this Help. Are you Available on FaceBook and LinkedIn?

Few of the basic steps for win tenderer's bidding:

1. Understand the tenderer requirements and expectations in terms of the work.

2. Evaluate the company core competency in terms of participation and ability to perform as per the tenderer requirement.

3. Do SWOT analysis.

4. Risk assessment.

5. take Bid no Bid decision.

6. Set up the tender preparation team for technical section.

7. Review the technical section by experts.

8. Set up commercial team to work on commercial section.

9. Understand the present market scenerio and clients approach in awarding tender from previous experience. Adapt the most suitable approach in terms of cost, quality, time, man and machine. 

10. Suggest more optimal options if available to tenderer in addition to what tenderer have asked for.

 

You have to study the tender very well and determine the most important requirements your client is looking for such as price, quality or delivery.

Based on that you will need to prepare your offer, and only then you can have a good chance to win.

 

As far as my experience is concerned in particular about medium to high value multibillion $ projects and the approach of UAE’s Oil and Gas sector, few ingredients for winning a Tender are listed below.

 

Prior to kickoff for a tender a balanced and realistic approach needs to be defined, a well-organized team to be set up with clearly defined targets given, thorough market study relevant to your scope, complete knowledge about your assets, history of award of previous similar projects, client’s way of dealing, knowledge about local customs, business rules etc.

 

Better presentation of areas of your company’s expertise: focusing more and carefully on the areas in which your company has expertise in order to grab client’s attention.

 

For very high value scopes of your bid – firstly nominate a clever and experienced person to handle such scopes, so that your most important BOQ’s are not sent out to a wrong party which may leak it out to one of your competitors. Secondly, either you enter into pre-agreement with a reliable subcontractor or you nominate a main sub-contractor for such scopes.

 

Networking: try to use your network to get to know clients strategy or even your competitors’ strategies. If you could use this tool effectively you can define and design a winning bid.

 

Strategic thinking: your focus should not only be on winning the tender but also winning a good reputation for future as well, do never under quote or over commit.

 

Confidentiality: Keep the bidding process confidential as much as possible, in particular the areas where client is putting more emphasis or you are required to propose solutions or high value scopes are there. For example during the installation of jackets (off shore job) how you’ll mitigate the environmental, ecological risks etc. economically.

Always keep a backup plan (even for the smallest scopes), in case of failure of your plan A.

Dear Almera, I have many years in tendering by manual or electrical auction method. You must know which one the owner choose for the method to decide the strategy. In my country there is elimination phase, and this is need smart tactical think. Before attend the tender, make sure all rate, qty, drawing is prepared carefully. Sometimes there is safety qty by owner, you no need to follow the owner qty, just make sure refer to the drawing. There is many tender trick, but the point is qty, strong negotiation, strong delivery time, accurate estimation for the labour, and if your experience is high, you can read and guess the the other candidate rate before tender is carried out. I hope this share answer will be useful for you. Thanks Andi

You should have a complete knowledge of the following points to increase your probability of winning a tender or a bid:

 

1. Buying history of the customer and buying patern

2. Did the customer buy this product before as well and if yes, what was the final contract price?

3. What is the competition and how well do you know your competing vendors as well as their products, if other than yours?

4. How well a relationship do you have with the customer in terms of after sales support of any previous sales?

5. Ensure that you fulfill all the legal and technical requirements mentiong in the RFP or the bidding documents.

6. You should know the value adds you can provide with your products to have an upper edge as compared to other bidders

7. If there are negotiations, then you should be very clear about your company's policies about the negotiations and ensure that you do NOT over commit.

8. Use the value adds to lead better negotiations

 

If you are confident about the above mentioned points, then you have a very high probability of winning the tender/bid.

 

I hope this helps!