Tendering advisor work over 20 years has taught us that there are about as many styles of tender non-price attributes documentation as there are contractors preparing them. It’s rarely that we’ve found an original style coming close to Best Practice for competitiveness.
Here are ten points to consider when choosing an advisor:
Relevant experience
Nothing beats experience when you are looking for sound ideas and advice that comes straight to the point.
Technical knowledge
Spotting errors in logic and measurements requires a good understanding of engineering. Total accuracy is essential.
Salesmanship
Mud-on-boots technical sales experience will keep the focus on the need to win, not just to explain things.
Strategic thinking
Weighing up all the competitive angles is necessary to arrive at a strategy that leads to success.
Market research
Up-to-date, accurate information must be gathered quickly from several sources to feed the strategy.
Management skills
A well-structured methodology will be needed to keep you informed and in control while making rapid progress towards meeting deadlines.
Third party approval
Evidence of relevant past performance should come from a credible source.
Writing ability
Formal training in technical writing and editing will help ensure that the text is very readable, well presented and carefully proofread.
Illustrating skill
Illustrations need careful attention to support all the key competitive advantages of each bid.
Promotion experience
Supporting technical promotion ranging from websites to presentation materials can favourably influence the discerning customer.
Every time you bid you may face two or three strong competitors. New ideas and practices are important in an ever-changing and highly competitive marketplace.
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