When you’re trying to win that new contract, or submitting a bid for a specific tender, put yourself in the buyer’s shoes. What are they looking for? Have you addressed all the points they have raised in their specification? Have you answered the questions they have asked of you? No, really, have you answered the questions, and not gone off at a tangent to tell them what you want to tell them?
Make sure you’ve really understood what the buyer is asking you for, and obviously, make sure that you can deliver it in the form that they want. If it is a written tender, read the scoring criteria and check how they allocate the scores. Is the scoring weighted to particular questions within the response documents? If so, that is where you need to really focus your efforts. If, for example, it is a 5 point scoring scale, the chances are that to get full marks, you haven’t just got to answer the question, you’ve got to demonstrate added value, innovation or go above and beyond the specification.
Similarly, when it comes to working out the price you’re going to quote to deliver the contract, think carefully. If it is via a formal tender, do they state what percentage of the overall score is allocated to price? How are they scoring the price section? Usually, the lowest priced bidder scores the whole of the score available for price, and every other bid is then scored pro-rata to the lowest bid. That means that if you’re 20% more expensive, you’ll lose 20% of the score available for price, so you’ll have to make that up in your quality responses.
If you’re struggling to understand how tenders are evaluated, then please do get it touch and let us help you to understand the maze of tender evaluations.