Improves Your Success With Tenders & Proposals

If they have asked for it, provide it!

Posted By : wtcadmin

I am always surprised when there is information missing from a bidder’s tender submission or proposal even though it has clearly been requested in the customer’s RFP or ITT. This is especially so when it has been flagged up as a pass/fail requirement or one which attracts marks in the scoring criteria. Failure to produce […]

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How can you make technical people love writing?

Posted By : wtcadmin

You can’t! They love being experts in their own technical subject! Engineers and surveyors make up 90% of the construction and built environment sectors that I cover. I would suggest that none of them selected their careers and joined their professions because they enjoy writing! Most of them hate it, which is just as well […]

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Are you going through the motions in your tender kick-off meetings?

Posted By : wtcadmin

I have attended kick-off meetings for PQQs, tenders and proposals and noticed the following mistakes being made: Not enough time is allocated for the meeting; limiting it to a very quick allocation of tasks and little more. Participants are not available or not well enough prepared. The emphasis tends to be on pricing and contract […]

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Snatching defeat from the jaws of victory with an awful presentation and interview

Posted By : wtcadmin

Snatching defeat from the jaws of victory with an awful presentation and interview It is a mistake to underestimate the importance of the tender interview and oral presentation. In my own experience as a procurement consultant running the interview process, I have learnt one thing and that is to expect a huge gap in the […]

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Poorly written and poorly presented documents

Posted By : wtcadmin

Some submissions are an absolute joy to read and are easy to assess as the information is set out clearly and is instantly accessible. Others, however, are a nightmare and my heart sinks when I see them because I know that they are going to take four or five times longer to read and assess […]

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Content is still king

Posted By : wtcadmin

Customers are most interested in how you will add value and reduce risk relative to the price. It is therefore a mistake if the things that are most interesting and beneficial to them are buried in your PQQs, tenders and proposals making it difficult for the customer’s evaluators to find them and award marks. The […]

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Be prepared to back up what you say with evidence

Posted By : wtcadmin

I often see submissions which are well constructed and in tune with what the customers are looking for but despite this the bidder can’t back their answers up with evidence of actual achievement. The answers therefore come across as aspirational. They give the impression that this is what they would like to do rather than […]

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Our Tenth Anniversary!

Posted By : wtcadmin

At the end of April 2013 we will be celebrating the 10th Anniversary of our company. We would like to thank all of our clients, partners and suppliers for their support over the last ten years. Everyone is judged by their results and we are proud to have helped our clients win millions of pounds […]

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“But words are things, and a small drop of ink, falling like dew, upon a thought, produces that which makes thousands, perhaps millions, think” - Lord Byron, Legend of Don Juan, 1818-23