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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.
64

Top 10 - Tips for Tenders + RFPs

Jan 19, 2017

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Page 1: 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.

Page 2: Top 10 - Tips for Tenders + RFPs

Top  10  Tips  for  TendersNDA  – non-­‐Disclosure  Agreement  – Remember  to  include  one  before  you  send  out  your  tender

Page 3: Top 10 - Tips for Tenders + RFPs

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.

Page 4: Top 10 - Tips for Tenders + RFPs

Top  10  TENDER  TIPS

Share These Tips

Page 5: Top 10 - Tips for Tenders + RFPs

COMMUNICATE  REGILARLY  WITH  SUPPLIERS

PICK-­‐UP  THE  PHONE  AND  TALK  TO  YOUR  SUPPLIERS  WHEN  RUNNING  YOUR  TENDER  OR  RFP

Share These Tips

Page 6: Top 10 - Tips for Tenders + RFPs

Share These Tips

Page 7: Top 10 - Tips for Tenders + RFPs

Share These Tips

Page 8: Top 10 - Tips for Tenders + RFPs

Share These Tips

Page 9: Top 10 - Tips for Tenders + RFPs

Share These Tips

Page 10: Top 10 - Tips for Tenders + RFPs

Share These Tips

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2  PROPOSALS  PER  SUPPLIER

REQUEST  TWO  PROPOSALS  FROM  EACH  SUPPLIER  WHEN  RUNNING  YOUR  TENDER  OR  RFP

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TENDER  TIPSHOW  TO  GENERATE  SUPPLIER  INNOVATIO  IN  YOUR  

TENDER  DOCUMENT  OR  RFP  DOCUMENT

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ATTACH  A  COPY  OF  A  DRAFT  CONTRACT  WITHIN  YOUR  TENDER  DOCUMENT  TO  ENABLE  YOU  TO  SIGN  

A  CONTRACT  EARLY

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HOW  TO  SCORE  SUPPLIER  TENDER  RESPONSESHOW  TO  SCORE  SUPPLIER  RFP  RESPONSES

Page 30: Top 10 - Tips for Tenders + RFPs

COMPARE  SUPPLIER  RFP  RESPONSES  SIDE-­‐BY-­‐SIDE

TENDER  TIPS  FOR  SCORING  SUPPLIER  RESPONSES

Page 31: Top 10 - Tips for Tenders + RFPs

WEIGHT  SUPPLIER  RESPONSES  IN  YOUR  

TENDERWEIGHT  SUPPLIER  RESPONSES  ACCORDING  TO  IMPORTANCE  TO  MAKE  IT  EASIER  TO  SELECT  A  

SUPPLIER.

Page 35: Top 10 - Tips for Tenders + RFPs

REQUEST  FINANCIAL  REPORTS  FROM  LAST  3  

YEARSWHEN  RUNNING  A  TENDER  OR  RFP

Page 37: Top 10 - Tips for Tenders + RFPs

CALCULATE  RISK  OF  SELECTING  A  NEW  

SUPPLIERWORK  OUT  SALES  DEPENDENCY  BY  DIVIDING  THE  ESTIMATED  CONTRACT  VALUE  WITH  THEIR  RECENT  

ANNUAL  REVENUE.

Page 40: Top 10 - Tips for Tenders + RFPs

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

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TOP  10  TENDER  TIPS  –CLIENT  REFERENCES

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SHORT-­‐LIST  SUPPLIERS  AND  GET  THEM  TO  PRESENT  

THEIR  TENDER  PROPOSALSASK  SUPPLIERS  TO  PRESENT  THEIR  RFP  SOLUTION  TO  

YOU  AROUND  THE  TABLE.

Page 52: Top 10 - Tips for Tenders + RFPs

TOP  10  NEGOTIATION  TIPS  FOR  TENDERS

DO  NOT  DISPLAY  BUYING  SIGNALS  IN  YOUR  TENDER  OR  RFP  UNTIL  YOU  ARE  READY  TO  SIGN.

Page 54: Top 10 - Tips for Tenders + RFPs

TOP  10  TIPS  FOR  TENDERS  -­‐ NEGOTIATION

WHEN  NEGOTIATING,  MAKE  SURE  YOU  HAVE  A  NEGOTIATION  PLAN  IN  PLACE  FOR  YOUR  TENDER  OR  

RFP

Page 58: Top 10 - Tips for Tenders + RFPs

TOP  10  NEGOTIATION  TIPS

KNOW  YOUR  BEST  ALTERNATIVE  TO  A  NEGOTIATED  AGREEMENT  (BATNA)

Page 59: Top 10 - Tips for Tenders + RFPs

TOP  10  TIPS  FOR  RUNNING  TENDERSFOCUS  ON  JOINT  INTERESTS  WHEN  NEGOTIATING  

DIRECTLY  WITH  SUPPLIERS.