Bidding for Large Contracts
This highly participative workshop will examine some of the challenging issues of bidding for large contracts in particular, where past trading performance and close client relationships may be submerged and even lost by the impersonal bureaucracy of some tender processes.
As these tender processes are often designed to produce the lowest price for the customer, but not necessarily the best deal (sometimes for either party!), it is important to note that there may be no ‘magic bullets’ in dealing with these. Sometimes, it may be better not to engage at all – but when? And what should we do to retain client goodwill if we do not feel we should bid on this occasion, but may want to next time?
What is your experience of tendering for large contracts? How is this likely to change? What other options might you have, and what if you do nothing?
How do you find leads, influence tender specs, pre-qualify them and understand their needs and processes?
Your tender-processes – what works, what doesn’t, what could be better?
PQQs and ITTs: minimising the grunt, employing the right resources, managing time and information, Ts and Cs.
Presenting your bid, gathering feedback, tracking your return on effort and maintaining long-standing relationships.
Planning your strategy
Goals and objectives; an introduction to Scenario Planning.
Market segmentation/position/competitor analysis; Order-winners v Order-qualifiers; pricing matrices; hidden price rises; supplier reactions.
Knowing what to avoid; knowing your costs; on-line tenders; market intelligence; better bargaining; making tough decisions.
Reviewed their own approach to bidding for large tenders and shared their experiences with others. Considered good practice in:
- Choosing which tenders to go for and making the best of them.
- Acquired a number of formal strategic frameworks to assist in these decision-making processes.
- Avoided some of the many traps that large contracts can entail.