Qualifying tenders is so important. Talking to a number of clients recently, a phrase came to mind that sums up one of the most important elements of selecting what tenders to bid for:
“Can we win it?” NOT “Can we do it?”
If you look at Qualifying Tenders to Increase Hit Rates (part 1), it shows the key steps to take – you really have to be realistic… You may well be able to carry out the work required in the tender BUT really, what are your chances of winning it?
Qualifying tenders out can be hard as you may feel you are limiting your opportunities but if you do it well, you are just freeing up valuable resources to do something more profitable – maybe creating one really good bid rather than three mediocre bids or simply going home on time tonight?