Winning a tender requires more than just submitting a competitive offer. It is a strategic process that requires thorough preparation, an understanding of the tender documents and a compelling presentation of your offer. Whether you are an experienced bidder or new to the world of tenders, following a structured approach can significantly increase your chances of success. Here are some proven strategies and tips to help you win a tender.
The starting point of any successful tender is a thorough reading and analysis of the tender documents, such as the selection guide and award criteria. These documents contain all the information you need to align your bid with the contracting authority's requirements. Pay special attention to the evaluation criteria and EMVI elaboration so that you understand how your tender will be evaluated.
A strong market survey helps you understand the needs of the contracting agency and identify the competition. By conducting a SWOT analysis, you can leverage your strengths and adapt your strategy to competitors' weaknesses. Analyze previous contracts the contracting authority has issued and look at the parties that won them.
A good plan of action is more than a list of what you will do. It must convince the contracting authority that your approach offers the best solution. Make sure your plan is clear, structured and tailored to the specific needs stated in the tender documents. Refer to your USPs (Unique Selling Points) and highlight how your solution adds value.
References are a powerful tool to strengthen your entry. They show that you have successfully completed similar projects before. Choose references that closely match the assignment and highlight your company's core competencies. Make sure they are current and that the results described are compelling and measurable.
Many tenders use the Economically Most Advantageous Tender (EMVI) as an award criterion. Make sure you focus not only on price, but also on the qualitative aspects that score in the EMVI assessment, such as quality, sustainability and innovation. Work these components well and make sure your strategy is in line with what the contracting authority finds valuable.
A good entry is not only strong in content, but also clear and easy to read. Avoid jargon, be clear in your language and make sure your document has a logical structure. This increases readability and helps reviewers quickly understand the key points of your offer.
Setting a competitive but profitable price is an art in itself. Make sure your price is not only attractive, but also substantiated with a clear explanation of the cost structure. A pricing strategy that is transparent and well-supported inspires confidence in the contracting authority.
The tender process is often complex and time-consuming. Involve your tender team in all steps and make sure everyone understands his or her role. Conduct internal reviews before submitting the tender to minimize errors and ensure your offer is as strong as possible.
Even if you do not win the tender, it is valuable to ask for an evaluation. The feedback can help you improve your future tenders. Learn from your mistakes and adjust your strategy based on the evaluation.
A good stakeholder analysis helps you understand who influences the decision and how to address their needs. Build relationships with key stakeholders and make sure you manage their expectations well.
Winning a tender requires a strategic and thorough approach. By thoroughly understanding the tender documents, delivering a strong EMVI elaboration, presenting a compelling plan of action, and making your bid clear and competitive, you significantly increase your chances. By continuously evaluating and learning from each tender, you will build the knowledge and experience you need to become increasingly successful in the world of tenders.
