What a winning bid contains and how it is selected (3 of 3)

What a winning bid contains and how it is selected.

Knowing what a winning bid contains and how it is selected can increase your chances of success when you bid.

This is Article 3 of 3 in our Bidding and Tenders series. If you haven’t read Article 1 What are bids and tenders and why do they exist we suggest reading that first and then coming back here.

What a winning bid contains

A bid is your shop window. So it should present the best your organisation can offer.

Ensure your response:

  • Contains a concise executive summary
  • Shows how your product or service meets the customer’s needs
  • Explains why the delivery will be successful
  • Describes your level of quality and aftersales support
  • Contains references from your satisfied customers
  • Offers value for money and meets the customer’s target price

Also, plan ahead so your proposal is well presented, with different media formats. Above all, deliver it on time.

How the customer selects the winning bid.

The process of bidding is competitive, and the customer is attempting to efficiently secure the best overall package.

How the customer selects the winning bid

After suppliers submit their bids, the customer will evaluate and shortlist them. A weighted scoring mechanism is often used to assess bids.

After suppliers submit their bids, the customer will evaluate and shortlist them. A weighted scoring mechanism is often used to assess bids. It is worth ensuring that your offer is reviewed before bid submission against the scoring mechanism, if it was made available, utilised correctly it can significantly improve your probability of winning.

A long list of 6 bidders could be reduced to 3. Then often the customer will choose a single preferred bidder, there are many variants. Ultimately, it’s the customer’s decision.

Often the shortlisted bidders will be requested to present their bid and explain how they intend to deliver. The client’s team will ask several targeted questions, directly relating to the submission. The presentation is an opportunity to demonstrate passion and also strengthen some weaknesses that may have been identified post bid submission.

The customer process should ensure that all suppliers are treated the same manner. A robust process helps to protect all parties, if the award is later disputed.

In summary

A planned well thought out bid helps to ensure success when bidding. Its important not just to say what you will deliver, detail how and why you will, stating the benefits it will bring the client.

When making a presentation to the customer, ensure clarity and passion are transmitted.

If you have any specific questions, do not hesitate to contact Bid Catalyst, info@bidcatalyst.com

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