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Top 1-‐ TIPS FOR TENDERS
How to write a comprehensive tender document. This is a presentation for the top 10 tips for tenders &
RFPs.
Top 10 Tips for TendersNDA – non-‐Disclosure Agreement – Remember to include one before you send out your tender
NDA – Non-‐Disclosure AgreementRemember to include one before you go and send out your tender document. Do not discuss anything in detail before you have a NDA signed and returned.
COMMUNICATE REGILARLY WITH SUPPLIERS
PICK-‐UP THE PHONE AND TALK TO YOUR SUPPLIERS WHEN RUNNING YOUR TENDER OR RFP
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2 PROPOSALS PER SUPPLIER
REQUEST TWO PROPOSALS FROM EACH SUPPLIER WHEN RUNNING YOUR TENDER OR RFP
TENDER TIPSHOW TO GENERATE SUPPLIER INNOVATIO IN YOUR
TENDER DOCUMENT OR RFP DOCUMENT
ATTACH A COPY OF A DRAFT CONTRACT WITHIN YOUR TENDER DOCUMENT TO ENABLE YOU TO SIGN
A CONTRACT EARLY
COMPARE SUPPLIER RFP RESPONSES SIDE-‐BY-‐SIDE
TENDER TIPS FOR SCORING SUPPLIER RESPONSES
WEIGHT SUPPLIER RESPONSES IN YOUR
TENDERWEIGHT SUPPLIER RESPONSES ACCORDING TO IMPORTANCE TO MAKE IT EASIER TO SELECT A
SUPPLIER.
CALCULATE RISK OF SELECTING A NEW
SUPPLIERWORK OUT SALES DEPENDENCY BY DIVIDING THE ESTIMATED CONTRACT VALUE WITH THEIR RECENT
ANNUAL REVENUE.
ANOTHER GREAT TENDER TIP IS TO CALL CLIENT
REFERENCES ASK THEM WHAT THEY DO WELL AND DO NOT DO WELL TO GET A GOOD INDICATION OF FUTURE
PERFORMANCE
SHORT-‐LIST SUPPLIERS AND GET THEM TO PRESENT
THEIR TENDER PROPOSALSASK SUPPLIERS TO PRESENT THEIR RFP SOLUTION TO
YOU AROUND THE TABLE.
TOP 10 NEGOTIATION TIPS FOR TENDERS
DO NOT DISPLAY BUYING SIGNALS IN YOUR TENDER OR RFP UNTIL YOU ARE READY TO SIGN.
TOP 10 TIPS FOR TENDERS -‐ NEGOTIATION
WHEN NEGOTIATING, MAKE SURE YOU HAVE A NEGOTIATION PLAN IN PLACE FOR YOUR TENDER OR
RFP
TOP 10 NEGOTIATION TIPS
KNOW YOUR BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT (BATNA)
TOP 10 TIPS FOR RUNNING TENDERSFOCUS ON JOINT INTERESTS WHEN NEGOTIATING
DIRECTLY WITH SUPPLIERS.
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