Top 10 - Tips for Tenders + RFPs

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.

Top  10  TENDER  TIPS

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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

HOW  TO  SCORE  SUPPLIER  TENDER  RESPONSESHOW  TO  SCORE  SUPPLIER  RFP  RESPONSES

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.

REQUEST  FINANCIAL  REPORTS  FROM  LAST  3  

YEARSWHEN  RUNNING  A  TENDER  OR  RFP

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

TOP  10  TENDER  TIPS  –CLIENT  REFERENCES

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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