Overview

What is this Report about?The aim of this Report is to help you become more skilful, and more successful in your tendering. If you follow the suggestions and instructions contained within you should see your success rate rise. To win business, you must make a convincing case. Your product, your service and your company will not speak for themselves. You have to make the running - perhaps against unclear specifications and certainly against competitors. Fail in this and you will not win the business - no matter how reputable your company, no matter how high your standards of quality and reliability.What are the benefits?This Report will show you how to: Satisfy your customers' requirementsAvoid commercial and legal pitfallsMake your tenders really persuasiveImprove the written content and physical appearance of your tendersBoost your presentation and negotiation skillsContents1. The commercial contextThe competitive environmentWhat is the customer's procurement process?Purchasing policiesTender documents - content and formatLegal statusEvaluating and tendersSub-contracting and teamingCustomer ethics2. How European rules can help youThe public procurement directivesNoticesSpecificationsWhere to find information3. The bidding decisionEarly tracking of prospectsBidder conferencesAnalysis of the requirementsDeciding whether or not to submit a bid4. PrequalificationThe customer's process for selecting biddersThe principal objectives5. Planning and organising for the tenderTeam organisation and planningEstimating and sub-contractorsTender settingIdeas, options and solutions6. Pricing and risk managementDefining what has to be costedDirect costsRisk provisionRelationship of cost and priceProfitInflationCredit insuranceCustomer-demanded financial constraints and information7. Writing your tenderMaking your customer's life easierCommunicationsThe style for tendersUsing plain EnglishClarity, competencies and consistencyTrade names and proprietary items8. Putting your tender togetherThe contents of a proposal documentExecutive summaryTechnical sectionManagement sectionCommercial sectionCovering letters and other materialsPresentation and appearanceAdding spice9. Presentations and reviewPreparing for a formal presentationSuccessful presentation techniquesFollow-up and debriefingSuccessful negotiationsPreparing, planning and practisingUsing successes and failures to improve hit rate10. The legal issuesLaw of contractImplied and express termsEnforcement of contractIntellectual property rightsEC regulations11. Electronic tenderingPitfalls for the unwaryThe way ahead12. Perfect your tendersReview of actions to improve your proposalsKey points for good tendersKey points in European regulationsKey points on deciding to bidKey points about tender preparationKey points to help you write effective, selling tendersKey points you must remember when putting it all togetherKey points to do with publishingKey points for presentationsKey points for negotiationsKey points on the legal issuesKey points for electronic tenderingAppendicesAppendix 1: Common Estimati

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