Five ways to improve your tender approach
Demie Tan, Tender Specialist (Perth)
Poor management is a killer in this field. If you’re new to tendering, here are five suggested tips to achieve maximum productivity.
Tackle the low hanging fruit immediately
More often than not, there are specific documents that are commonly asked for in many tender briefs. Start compiling these documents early, which can include insurance certificates, financial statements, and even relevant industry accreditations. Complete as many schedules as you can, and this will allow you more brain power to tackle the more strategic and complex responses. Don’t leave actionable tasks to the last minute because chances are, you’ll regret it.
Use a to-do list to keep track of tasks
If you haven’t already, start a to-do list to capture everything you need to get done. I personally use Microsoft’s OneNote for tender coordination as it is customisable to my needs. I am able to organise my tasks, and create a to-do list from that, which allows me to manage the bids I’m working on more effectively. I take it a step further by using custom tags to categorise each task in order of priority. This provides me with clarity, and I am able to eliminate workload paralysis. There are plenty of alternative apps that offer similar functionality to OneNote. It’s really all about finding one that rocks your boat.
Create a Tender Management Plan
Set a few hours aside to create a Tender Management Plan (TMP) prior to your kick off meeting. It’ll serve as a guide from start through to submission. A TMP tracks everything, from compliance requirements to mandatory inclusions, you’ll avoid having to cross check your tender documents to figure out that critical submission element you vaguely remember. Every delay avoided puts time back on your side. For a closer look at TMPs, read this post.
Leverage a tender library
Tender content libraries can be extremely useful when content is repeatable. This can include documents and responses relating to organisational capability and background, as well as CVs and case studies. With high-quality and vetted content at your fingertips, you’ll get the opportunity to redirect your time and effort towards the more challenging schedules. Learn how to create a tender library here.
The Bid/No Bid decision
Decide early if you will be in a position to win before committing to the full process. It’s not a good idea to bid for every opportunity that comes across your desk, as resources will be stretched thin resulting in mediocre submissions at best. Address this challenge by only bidding for opportunities that are aligned with your business goals, and where you have a clear competitive edge. This will boost productivity, leading to a higher quality submission. To explore this topic further, have a read of When No-Go is the Go.
Tendering can feel like a maze, but it doesn’t have to be. You’ll be on your way towards a more structured approach by implementing the suggestions above. Even seasoned professionals were once unsure where to begin. After all, the hardest part of tendering is not knowing where or how to start!
At Tender Plus, we like to think of ourselves as experts in tender management. We’ve managed, coordinated, and assisted on tenders of various complexities. Get in touch today and see how we can help.