Tender strategy

Introduction

Tender strategy is the key to success in the world of procurement. Developing an effective strategy ensures that you position your company to win tenders by standing out from the competition, understanding the award criteria and adding value to your bid. In this article, we will explore the key aspects of a good tender strategy, from market research to building a strong tender team.

1. What is Tender Strategy?

Tender strategy refers to the way an organization prepares for and participates in tenders to remain competitive and win contracts. It is more than just a tactic; it is a comprehensive approach that includes market analysis, competitive assessment, pricing strategiesand collaboration to present the best bid.

A good tender strategy focuses on understanding the needs of the contracting authority and aligning your bid with the award criteria. This requires a holistic approach, taking into account factors such as risk, price, quality and value creation. Learn more about exactly what a tender entails here.

2. The Importance of Market Research

Market research is the foundation of any successful tender strategy. By thoroughly analyzing the market, you can identify opportunities, analyze competitors and better understand what the contracting authority expects. This allows you to tailor your bid to the specific needs of the tender and increase your chances of success.

By conducting competitive analysis, you can identify strengths and weaknesses of competitors and optimize your own position. A thorough market research also helps you understand market trends and risks.

2.1. Use of Data in Tendering

Using data and tools such as TenderNed is essential for market analysis. By analyzing historical data and market trends, you can better assess how to respond to specific award criteria. This helps you fine-tune your strategy and make informed decisions.

3. Understanding Award Criteria: The Key to Winning Bids

An important aspect of a successful tender strategy is understanding the award criteria. Every tender process has unique criteria that determine which tender is preferred. Properly understanding these criteria, such as price, quality and sustainability, is essential to tailoring your bid accordingly.

The Economically Most Advantageous Tender(EMVI) is often used to evaluate tenders. This means that both price and quality count heavily in the evaluation. Optimizing your strategy by capitalizing on these criteria can make the difference between winning and losing.

3.1. Value Creation Above Price

While price is often an important criterion, you should not base your bid solely on offering the lowest price. It's all about value creation. Quality, innovation and risk management play a crucial role in adding value to your offer. For example, you can optimize value for money using a trade-off matrix, in which you balance these factors.

4. Building a Strong Tender Team.

A tender team is responsible for developing and implementing your tender strategy. This team should be multidisciplinary, with experts in finance, engineering, legal, and risk management. A good tender team ensures that all aspects of the tender are handled professionally and that the strategy is executed as planned.

Learn more about the composition and importance of a strong team in How to Build a Tender Team. A team with good internal communication can work faster and more efficiently, which is crucial in the often tight timelines of tenders.

4.1. The Importance of Training and Development in Tender Teams.

The tender process is constantly changing, especially with the introduction of new regulations and technology. Therefore, your team needs regular training. It is important to invest in workshops and courses to ensure your team stays up-to-date with the latest developments and best practices.

5. Optimizing Your Tender Strategy.

An effective tender strategy is never static. By constantly evaluating and improving, you can optimize your approach. After every tender, whether you win or lose, you should evaluate and optimize. This helps you learn from past mistakes and adjust your strategy for future successes.

5.1. The Importance of Flexibility in Your Strategy

A flexible strategy ensures that you can respond to changing circumstances. This can range from changes in the market to new requirements from the contracting authority. Having an optimization session allows you to react quickly to these changes and adjust your strategy to stay relevant.

6. How to Develop a Long-Term Procurement Strategy.

An effective long-term strategy goes beyond individual tenders. It is about sustainable growth and continuously strengthening your position in the procurement market. Building strong relationships with contracting authorities is essential to achieving repeated successes.

Your long-term strategy should include systematic bid submission processes. By using project management tools and clear roles within the team, you can work more efficiently and consistently submit high-quality tenders.

6.1. Establishing Systematic Processes.

Having well-organized processes is essential to a consistent and successful approach to tenders. It ensures that every tender meets the requirements of the contracting authority and that the entire tender process runs smoothly. Learn more in How to develop a long-term procurement strategy.

Conclusion: Build a Sustainable Tender Strategy for the Future

A strong tender strategy is the key to success in the competitive world of tenders. By focusing on market research, understanding award criteria, building a strong tender team and continuously evaluating and optimizing your strategy, you can significantly increase your chances of winning tenders. Stay flexible, learn from your mistakes and keep improving your processes to successfully position your company in future tenders.