tender writing – case study 5
TRANSCRIPT
WELCOME TO RED TAPE BUSTERS
By Red Tape Busters
Tender Writing – Case Study 5
Price price price is all that most tender writers concentrate on when putting th
eir tender together. There is a misnomer in the tender writing world that price is all that matters. In this article we will discuss the importance of price because yet it is importa
nt but also discuss a number of other issues that are also essential considerati
ons for those entities offering the tenders.
Tender Writing – Case Study 5
In our view price is important in your tender response. It however is not the overriding consideration for the tender assessment panel
but the quality tender writer will know that unless your price/pricing strategy
is not in the general ball park and if your price is too expensive then you really
are going to struggle to win the tender. That doesn’t mean you have to be the lowest price – just hopefully don’t be the
most expensive unless you are offering a massive range of add ons and value a
dding components which blows your competitors tender response and offer o
ut of the water.
Tender Writing – Case Study 5
A pricing strategy in the middle of the pack is certainly a decent strategy but o
bviously if you can offer the lowest price AND you deliver quality products/go
ods/or services AND you have the experience required then you will have a gr
eat head start on the competition. But what other issues do you need to consider in your tender writing approac
h? One of the key issues especially for Government and Councils is your commi
tment to Quality and the principles of Total Quality Management and continual
improvement.
Tender Writing – Case Study 5
Some tenders require as a mandatory condition of having your tender accepte
d and considered is that you have a Certified Quality system to the ISO standar
ds. Government entities though seem to have moved away from this being a mand
atory requirement and now seem to accept informal tender systems which alig
n with the requirements of ISO. Obviously the more technical the tender – the more that ISO will come into pla
y. But if you are tendering for the local Council lawn mowing job then having a
Certified Quality system generally will not be required.
Tender Writing – Case Study 5
Another key issue is what value adding can you offer. Value adding is all about making an offer that exceeds the minimum requireme
nts of the tender. For instance the tender documents might require a specific type or size of pipe,
or require contact with the successful tenderer between the hours of 9 to 5 or
might require a service to be delivered one day per week. Value adding means that you would offer a better pipe or an increased size, tha
t you would be available 24/7, 365 days per year or that you will deliver the se
rvice two or three times per week as opposed to one.
Tender Writing – Case Study 5
Value adding shows that you are offering above and beyond the bare minimum
and hopefully you can clearly demonstrate that your offer is better value than
your competitors. These are just a few of the issues we focus on in our tender writing processes.
There are many many other strategies that the skilled tender writer can impl
ement to enhance the chances of success. And in summary – yes price is important but it is not the only aspect to focus o
n in tender writing.
Tender Writing – Case Study 5
Contact us at Red Tape Busters – http://www.redtapebusters.com/ should you require more information about this article or if you require
specialist grant or tender writing experience to help your organisation or business win grant funding or achieve
successes with tenders.
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Red Tape Busters Pty Ltd.
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