Jonathan Andrew From BaswichBiz Advanced Business Growth Centre Presentation July 2015

10 Reasons Businesses Fail To Win Tenders

1. They Never Tell Me When There Is An Opportunity….

1. They Never Tell Me When There Is An Opportunity….

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•www.contractsfinder.service.gov.uk!•www.stoke.gov.uk!•www.staffordshire.gov.uk

2. There Wasn’t Enough Time To Respond

2. There Wasn’t Enough Time To Respond

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•Plan your response carefully!•Allocate responsibilities!•If you genuinely can’t meet the deadline, don’t submit a sub-standard bid

3. I Didn’t Fully Understand Their Specification

3. I Didn’t Fully Understand Their Specification

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•Ask for clarification!•Still not sure? Ask again!

4. I Couldn’t Answer The Question Within Their Word Limit

4. I Couldn’t Answer The Question Within Their Word Limit

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•Why not? !•Could you have added an attachment?!•Get someone else to edit your responses!

5. Another Bidder Cost Less Than Me

5. Another Bidder Cost Less Than Me

• Did you double check your pricing?!

• Did you price for the Bentley option, when the specification required Skoda?!

• What % of the overall score does price equate to?

6. I Got A Really Bad Score For One (or More) Of My Responses

6. I Got A Really Bad Score For One (or More) Of My Responses

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•Did you read the question? !•Did you go off at a tangent?!•Did you give evidence to back up your response?!•Get someone else to review your responses!

7. My Bid Was Disqualified

7. My Bid Was Disqualified!!

•Did you meet the core criteria?!•Were you able to pass all the pass / fail questions?!•Did you sign your bid response?

8. They Said My Response Was Too Generic

8. They Said My Response Was Too Generic

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•Did you read the specification & respond to it?!•Did you cut and paste your response from a past bid?!•Did you research the customer?

9. I Didn’t Like Their Proposed Terms & Conditions

9. I Didn’t Like Their Proposed Terms & Conditions

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•Were there genuinely unfair terms and conditions in the contract?!•If you don’t like the T&C’s, don’t bid

10. The E-Portal Wouldn’t Let Me Submit My Bid

10. The E-Portal Wouldn’t Let Me Submit My Bid

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•You didn’t allow enough time to upload your response before the deadline.

10 Top Tips

1. Prepare! Read the question carefully!2. Is this tender right for your business?!3. What are they asking you to demonstrate?!4. Only answer the question that has been asked!5. Give your answer structure!6. Provide evidence and examples wherever possible!7. Is there a word limit?!8. First draft response is never good enough!9. Pay attention to deadlines!!10.THINK BACK TO WHEN YOU TOOK EXAMS – COMPLETING

TENDERS IS NO DIFFERENT!

AMAZON NO. 1 BESTSELLER

!Available from Amazon and to download on Kindle

Winning TendersFURTHER INFORMATION!!Jonathan Andrew!Baswich Business Consultancy!M: ! 07976 253478!E:!! [email protected]!W:! ! www.baswichbiz.com!! ! @baswichbiz!