Strategy to WIN THE BID

Above all tendering is a competition, and the most economically advantageous tender (MEAT) bidder
will be selected through the tendering process to work with the buyer on the contract.

1. Research marketplace (competitors and pricing) (site visit? during covid?)

2. Appeal to client, what’s most important to them, what are their values?

3. Be proactive, engage with the client

4. Build trust with the decision makers (understand their org structure)

5. Highlight our qualifications, show your specialties if correspond to client’s need, awards, previous
projects to create trustIdeal safety record, to set you apart from competitors (especially since you’re a
foreign company)

6. Talking to those who have worked with the client

7. Client needs to see ROI (return of investment)

8. Conduct risk assessment

9. Focus more on the process, not just the cost

10. Emphasize on the impact, benefit the client will get

11. Keep it personalized, not just stock answer

12. Be transparent (Methodologies, unit pricing, KPI analysis, case studies)

13. Understand market fluctuations (with Brexit and all :P)

14. Value proposition, deliver value

15. Technology / tools that we use to increase productivity

16. Fulfil tendering requirements (complete tender document, signed)

In order to carry out the work required by the contract, your firm might need to hire additional staff to
help deliver the project on time.

This means you’re creating jobs. It means your solution is having a real social impact in the community.
You could be helping apprentices learn new skills or helping to boost local employment.

By describing exactly what additional, positive impact your solution will have on employment, the
environment or the community, you stand a much better chance of winning the bid over a competitor
which doesn’t think of this in their response.

Be more valuable
Expertise and experience — Do you and your team have the most skills and experience when it comes to
the type of project you’re bidding on?

Quality and size of team — Do you have a highly skilled team and the right amount of resources to
complete a particular project?

Customer service and support — Does your team provide an extra level of customer service and
support?

Salesmanship — Do you have the ability to really “sell” the value your team brings to the table in your
meetings, pitches, or bids?

Reputation — Are you known in the industry for excellence in a particular type of project?

Financial security — Is your company financially secure? Do you have better payment terms or need less
cash?