“Winning in Tendering”

Presentation

Tony Corrigan (tony@tenderscout.com)

Introductions

TenderScout helps companies ...WIN tenders

Success Rate 83% (2012-13)

1. Who are you/what do you do?

2. What’s your tender experience?

3. What do you want to learn today?

Today is about WINNING business

1. Public Sector as a revenue stream2. Essential Tender Information3. Buyer & Supplier Perspectives4. Finding Current & Future Business

Opportunities5. Analysing Tenders6. Partnering7. Compiling your Submission 8. How tenders are evaluated9. Outcomes

Public sector as a revenue stream

7,500tenders1%€9,000,000,000

99% €2,000,000,000,000

€ 15,000,000,000

1,435 buyers

80,000 suppliers

7,500 tenders

42,000submissions

7,636 active suppliers

20% average win rate

25% of first time winners

Essential Tender Information

< € 5,000

€5,000 – 25,000

€25,000 – 130/200,00

0

25,000+ted.europa.eu

1X verbal quote

3 X written quotes

etenders.gov.ie

}}

€ 4Bn

€ 5Bn

9,000+

OPENRESTRICTEDNEGOTIATEDOTHER

60%20%15%5%

€ 4,500Avg. Tender compilation

cost

Rule of Thumb: First tender: 10% of contract valueSecond tender: 5%Subsequent tenders: 1.3-5%

Buyer & Supplier Perspectives

Finding Current/Future Tenders

1. Personalised Alerts2. Searching CPVs and other ‘meta-

data’

DEMONSTRATION

1. Personalised Alerts2. Searching CPV and other ‘meta-

data’3. Establish relationships with buyers4. Request a trial5. Networking

Analysing Tenders

Short Response time

Track record of Previous winners

Bid Process is Outsourced

Variety of winners

Accuracy of requirements

Experience of evaluators

Working with startup companies

Category Question

CompetitionDo we know who else is likely to be offered this work?

Does the prospect know enough about us?

Is there a risk to our business by not responding?

Internal Capability

Have we completed a similar engagement before?

Are the skills available for this project as required?

Solution Can the prospect cope with our solution?

Is the current solution causing difficulties

Is this project required to be best-of-breed?

FinancialsDoes our price fit into budget parameters?

Has cost been identified as a major factor?

OutcomesWill winning enhance our reputation?

Will winning provide us with new opportunities for us?

Are we satisfied with the financial margin?

1. Red Flags2. Similar Tenders3. Partners (Competitors)4. Bid/No Bid

DEMONSTRATION

Partnering

Trade Associations

Suppliers to Buyers of Interest

Suppliers with skills of interest

Networking

DEMONSTRATION

Compiling your submission

How tenders are evaluated

How tenders are evaluated

Category Question

Pre-qualification Check

Received on time? Pre-qualification criteria?

Read-through Completeness, Quality, Overall Impression

Evaluation (Requirements)

Evaluation against criteria

Evaluation against sub-criteria

Evaluation (Cost) Cost formula applied

Shortlisting Top ranked, complete tenders only

Optional PresentationCommunicating Results

Your score and winners score (by criteria)

Debrief Review meeting with buyer

% Criteria

10%Understanding of Requirements

20% Experience

20% Expertise

10% Quality

40% Cost

% Quality sub-criteria

2% Contract Management Plan

4% Quality Assurance Processes

1% Issue & Risk Management

2% Business Continuity

1% Single-point-of-contact

Outcomes

Debrief

Freedom of Information

Challenging Outcomes