Tenders Mary Phelan
EU tenders website oseLanguage.do oseLanguage.do All contracts worth over c. €170,000 Very rigid process Financial records x 3 yrs
EU tenders website
eTenders website
Learntowriteproposals.com
If possible, try and meet with the client. Putting a bid together is expensive – there is no point if you do not meet the criteria New company – consider partnering with an older company If contract is being renewed
Tender proposals Proposal structure Presenting the solution Persuasive writing Effective graphics Executive summary
Conditions of Tender Selection Suitability Financial soundness Technical capacity
Presentation Build up a relationship before tender is even issued. Recognition in buying is important.
Award Lowest price Most economically advantageous = best value for money
Proposal evaluation Who is evaluating? What is being evaluated? Are there specified criteria? What is the weighting?
Boilerplate – for different tenders Answers to FAQs
Our proposed solution Tell the story of what you can do
Executive summary People concentrate on this “Understanding the need behind the need” Demonstrate credibility – we can do this
Executive Summary Mention client’s name, and keep mentioning it Customer’s goal and business need How your solution solves their problem Why you? Summary of timescales, costs and ROI (return on investment) Call to action – I will call next week
Production and quality of the proposal Set a date a week before the deadline Red team review – person(s) who had nothing to do with the bid Proofreading Printing Binding and packaging Getting it there
Win or lose, ask for feedback
Solution + credibility + value = persuasion