I was recently asked to contribute my top tendering tips for BT’s Upload magazine on an article entitled Winning the Big Contracts.
Top Tendering Tips
1. Be selective
Only go for the tenders you’re likely to win. Tendering is time-consuming – better to spend time searching for ‘best fits’ than waste time tendering for contracts you’ll never win.
2. Be prepared
Spend time standardising all your policies – health and safety, quality, insurances, accounts, etc. – and have them all available electronically.
3. Choose a team
Tendering is not a one-man job. Involve key players, administrators and management personnel, and consider using external ‘resources’, including consultants.
4. Assess their needs
Think about the buyer and their needs. That’s the key to a winning pitch!