enterprise ireland · wayne dignam, ba bai mengsc mbs miei am.apmp managing director . winning your...

Tendering to win

business Enterprise Ireland

Wayne Dignam, BA BAI MEngSc MBS MIEI AM.APMP

Managing Director

2 Winning Your Bids

AGENDA • Trends

• Rules

• Best practice

• Joint bidding

• Opportunities

3 Winning Your Bids 3

This morning’s points

• More opportunities

• Best chance could be a joint bid

• Know the game you are playing!

• Be everything to everybody

4 Winning Your Bids

The only constant is change

» Our customers have changed

» The market has changed

» The economic environment has changed

» Our competitors have changed

What do we need to change?

5 Winning Your Bids

Strategy

Mixing marketing and pitching with tenders

Find the right opportunities and partners

Develop your portfolio

Follow design teams

6 Winning Your Bids

ABOUT TENDER TEAM


Tender Team

• Construction sector bidding since 2005

• Bid process development

• Develop written content

• Evaluate previous tenders

• Live tender support

How do we bring business to our clients?

8 Winning Your Bids

TRENDS

9 Winning Your Bids

» Frameworks

» Well trained less buyers

» Sophisticated marking

» Data on suppliers

» OGP

» Circular 10/14

» New etenders website

» Public procurement

advisors

» New EU Directives

» CIRI

Current trends

10 Winning Your Bids

Procurement Procedures

Open Procedure

Restricted Procedure

Competitive Dialogue

CWMF

Template documents


Template Questionnaire

• Information about the project

• Instructions for completing

• Criteria and Questions

• QW1 – Restricted Procedure

• QW2 – Open Procedure

• QW3 – Work Specialist with Design Input

• Health and Safety Supplements


Section 1

• Time and date for return of submissions

• Description of works

• Form of contract selected for project

• Duration of contract

• Authority's contact details

• Number of contractors intended for shortlist

• Specialists, health and safety


Section 2 (Joint Bidding) • Basic information about identity of applicant

• Groupings:

» If more than one active member of grouping,

each member must fill out separate copy of questionnaire;

» If applicant asked to propose specialists under

1.5, those specialists must fill out separate

‘specialist’ questionnaire;

» All questionnaires above must be combined and submitted as a complete application.


Section 3

• Table indicating criteria, weighting, pass/fail

» Eligibility requirements

» Financial and technical criteria listed

• eg turnover, insurances, past experience,

project team

» Check individual requirements for each

question carefully – don’t assume

standardised


Scoring Well

• Excellent B2 Tables

• Contracts must be relevant in size, nature and

complexity

• Show how you benefited the client

• Excellent Proposed Staff

• Up to date training and contract experience

• Very comprehensive CV’s


Tendering

• Open Tender

• Invitation to tender ITT (Restricted)

• Instructions to tenderers

• Form of tender

• Schedule Part 1 and Part 2

• Form of agreement


Instructions to tenderers

Preface

• ITT is not a contract document

• Employer reserves right not to proceed

• Must declare commercially sensitive

information

• Must declare any interest with Employer

or with an other candidate.


Instructions to tenderers (cont’d) 5.11 Specialists

» Must name Specialist in Schedule part 2E

» Specialist must be pre-qualified

» Tenderer may use a specialist, it pre-qualified with, or from a panel (if provided)

or

» Tenders may apply to change a specialist before the date indicated

» If alternative specialist is rejected the tenderer is eliminated from the competition

Note: A letter of agreement from the specialist must be submitted with the tender.

• .


Award Process » After reaching its decision the Employer will inform

tenderers.

» The successful tenderer may be given a letter of intent.

» If competition is subject to EU rules the tender may not be accepted until 14/16 days after notification of tenderers

» A contract is formed by the issue/receipt of a letter of acceptance while the tender remains valid

» The agreement is normally signed/sealed after acceptance


Joint Bidding


» Consortium

» Framework

» Specialists

» Complex Bid

» Design and Build

» Turnover

» Have a lead

» Mediation

» Decide quickly

Joint Bidding


Joint Bidding

» Invest time in finding out about potential partners

» Seek references

» Be ruthless with the award criteria

» Have an agreement

» Mediator if required

» Legal certainty


Joint Bidding

Sign an NDA

Follow ITT format

Sign an agreement

Exclusivity

Define prime contractor

Liability and risks


Benefits

Value Risk


Enterprise Ireland - Support

• Market Assessment

• Opportunities

• Potential Partners

• Mediation

• Review and Support


Opportunities

» Meet the buyer events

» Public Private Partnerships

» Summer Works Programmes

» Framework Agreements

» Bids Abroad

» Private Bids


Making it Happen Ask Questions

• Meet buyers before tenders are advertised

• Don’t be afraid to ask the obvious

• Formalise the fact finding

Listen Carefully

• Listen for needs

• Everything they say is important to them, however trivial

• Convince you are the right partner

Consult Widely

• Seek input and guidance from as many stakeholders as possible

• Enterprise Ireland, CIF, Chambers Ireland, IBEC, SFA

enterprise ireland · wayne dignam, ba bai mengsc mbs miei am.apmp managing director . winning your...

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