(function(w,d,s,l,i){w[l]=w[l]||[];w[l].push({'gtm.start': new Date().getTime(),event:'gtm.js'});var f=d.getElementsByTagName(s)[0], j=d.createElement(s),dl=l!='dataLayer'?'&l='+l:'';j.async=true;j.src= 'https://www.googletagmanager.com/gtm.js?id='+i+dl;f.parentNode.insertBefore(j,f); })(window,document,'script','dataLayer','GTM-KR6KJ95'); var $zoho=$zoho || {};$zoho.salesiq = $zoho.salesiq || {widgetcode: "b8060fbd9af62b1914bca9c6368478a31a92c5b8df32b13e2dfd0a18860ec8b6", values:{},ready:function(){}};var d=document;s=d.createElement("script");s.type="text/javascript";s.id="zsiqscript";s.defer=true;s.src="https://salesiq.zoho.com/widget";t=d.getElementsByTagName("script")[0];t.parentNode.insertBefore(s,t);
An evaluator’s perspective
By Steve Rowland on 4 January 2021
At eXceeding, you could say that we sit on both sides of the fence. On one side we are bidding consultants, helping our clients to craft winning bid responses; on the other, we are procurement consultants advising clients on how to run best practice tender processes to procure products or services.
In our capacity as expert procurement advisors, we have acted as independent evaluators to review hundreds of tender documents for clients. We understand what a winning bid looks like and what it takes to create an engaging tender response.
It’s amazing how many responses simply don’t follow the basic instructions outlined in the tender documentation. We’ve read through vast numbers of poorly written and badly conceived responses and a much smaller number of well-written and interesting documents which captivate the reader.
Did you know that tender documents are always broken down into sections and that there are associated questions for each section?
Those questions are then scored using a point system – commonly using a 1-5 scoring method. Bidders need to keep it in mind that they will need to score highly in each of these sections in order to win the bid.
There is a common misconception that evaluators put ‘price’ at the top of the list of requirements for a winning bid. In our experience this is generally not the case. The areas we would look at include:
So, if these are the common themes that evaluators look for and you have ticked all the main boxes, how can you stand out further?
Believe it or not the answer is to engage the reviewer through presentation and attention to detail.
It’s the quality of the document as much as the price that will eventually win the coveted contract, so what advice can we give you from the evaluator’s point of view of what to do and what not to do?
Tender documents have got to work hard to convey your organisation, brand and sales proposition in your absence. Engaging the reviewer is an essential part of this process, and this doesn’t always come down to content.
Decision makers will often have a large number of tender documents to review for any new contract, so it is important to understand what will make yours stand out from the rest. Only too often, not enough effort and quality is given to this last and absolutely key part of the sales process; losing organisations deals that they have already significantly invested in with cost of sales.
In most cases we find the ultimate responsibility for the response is with the sales department and most sales personalities do not always have the correct skills, or ability to write well written tender responses.
These are just some of the considerations that we wish we could see more of when we review tender responses. Don’t forget, your documents need to speak on your behalf, so make sure your responses are giving out the right message. We are living in an ever more competitive world and now is not the time to be complacent.
If you would like to speak to us in more detail about anything from creative input to copywriting tender responses feel free to book an appointment with us.
As well as helping to craft responses, we offer bid training to give you the tools to be able to continue to craft winning bids within your own team.
Before eXceeding, Steve spent 16 years working on the supplier-side of outsourcing. During Steve’s 24 years’ experience, he has worked on global and UK outsourcing deals, ensuring the creation of win-win partnerships.
Be the first to receive regular updates and best practice insights from our bidding experts.
Why not book a free appointment to discuss your requirements in more detail with one of our experts.
Comments
This post has no comments yet...