When the opportunity arises to compete for a large piece of work, completing a bid for that ‘must win’ tender may prove to be more difficult than you anticipated. Whether you’re aiming to submit a tender response in relation to a Public or Private sector opportunity, it is vitally important to review all aspects of your bid submission prior to sending it to the buyer for evaluation.
Understandably, companies focus their time and effort on providing a great product or service and identifying new customers who would benefit from their offering. This means that they often do not fully understand the requirements of a tender opportunity and resultantly have a low chance of being successful – irrespective of how great their product or service is. There are a few key areas which need to be addressed prior to submitting that ‘winning tender response’.
Tender Review Checklist – Key Areas:
- Focus your time and effort according to weightings
Although obvious, we’ve seen no end of responses where with a little more focus and structure on the areas which hold a greater weight score, the submission could have been a lot stronger.
- Only submit information that is requested
The old phrase of ‘Read the Question’ cannot be overstated. If a question asks for the company’s Health and Safety report or last 3 years accounts, it’s advised that you give them exactly what they are asking for. To ensure equal treatment between bidders, public sector buyers often highlight those questions where additional supporting material can be submitted. It is only in such cases that material should be provided, as otherwise the documentation will not be considered as part of the evaluation process.
- Adhere to page / word restrictions
Again, to ensure all bidders are treated equally public sector buyers will often impose a page limit or word count to certain questions. You must take note of this and ensure responses comply with any restriction. It’s possible that the part of the response which exceeds the limit will be discounted and not considered during the evaluation process. Ensuring the most relevant part of a response is set out at the beginning is also good practice.
- Allow more time if responding using an eSourcing Portal
eSourcing Portals have brought many positive aspects to tendering, however as with any system its vitally important to allow enough time to be given when responding to an opportunity. It’s highly recommended that any guidance material is read and fully understood by all accessing the system and to ensure your response is submitted within the timeframe. Failure to do so can result in an automatic disqualification from the event.
Why is an Independent Tender Review So Important?
Even if you’re confident that you have carefully reviewed all of the above, there are a few areas many often overlook prior to a submission. With an independent review, the entire submission will be analysed to identify and rectify the following in order to help maximise your chances of success:
- Areas where a response may be non-compliant
- Questions where the response does not sufficiently address the question posed
- Responses that could be strengthened in order to gain higher marks
- General improvements that could be made to the overall tender response
A tender review can be carried out remotely and would typically take one day, however larger tenders or those utilising the Open procedure may take longer. An independent review of your tender will aim to address any immediate gaps and ensure you maximise the word count and number of marks available to you. Pertinent questions will also address issues and risks whilst ensuring that you are putting forward your best possible response.
Our detailed understanding of the evaluation criteria will help you to develop a competitive commercial edge. One such example would be from our recent work with Leanvation, a NHS supplier who was bidding for an opportunity:
“Apsiz have become a key strategic partner of the Leanvation business. Through their efforts and support, we have been able to ensure that the innovative range of Leanvation surgical gloves are now available to the entirety of the UK NHS through an OJEU compliant route.” Jonathan Day
(Our assistance resulted in a 100% pass mark for a client bidding for a public sector tender for the first time)
With a combined total of over 49 years’ experience in procurement and supply chain management, our team have both the skills and knowledge required to help you achieve your best.
Give your business the best chance of success with Apsiz Services. Our flexible approach can be tailored to the support you specifically need.