Past project experience: how to highlight the right ones
By Demie Tan, Tender Specialist (Perth)
The evaluators want to know if you’ve done it before. So, when a tender calls for past experience, it is essential every project referenced contributes to providing them full assurance and confidence that you can deliver the scope outlined in the tender. Be it a response within the schedule or case studies submitted as attachments, use this guide to help you select projects that strengthen your tender submission.
Match the Project’s scope and scale
Pick projects that mirror the current opportunity you’re tendering for. An easy way to start is by combing through the tender documents and comparing the requirements to your past projects. Browse your project sheets to extract projects that are similar in size, complexity, and industry.
Select relevant challenges to highlight
Again, review the tender documents to understand the specific challenges the client is anticipating. Once you have an idea of the client’s concerns, pick projects that demonstrate your experience in overcoming similar challenges. This can be tight timelines, stakeholder management issues and even complex construction requirements.
Focus on measurable achievements
Clients usually want proof of delivery. What better way to evidence this than have a list of measurable achievements delivered throughout the duration of your project? Some standard responses include safety, innovation implemented and value creation. If possible, back this up with metrics for a stronger statement. Don’t oversell, operate with honesty and transparency because overstating outcomes can quickly damage trust, putting your reputation on the line.
Highlight your unique strengths
This is also your chance to highlight what makes your organisation stand out. Projects that highlight your strengths will further strengthen your submission. Be it specialised expertise or unique technology, this is where you can demonstrate where and how you leveraged it to deliver successful outcomes.
How recent was this?
If possible, recent projects are preferable as they reflect your current capabilities. A successful project that was completed two years ago creates a stronger impression compared to a project completed over 10 years ago.
The extent of information requested can vary from tender to tender, but they serve the same purpose, to assess your experience and capability, as well as validate your record in delivering comparable works. All of this contributes towards a winning bid, so be selective with what you choose to include. Remember, the right projects send a clear message to the client (that you’re the right fit for the job), and the wrong projects take up valuable space with no added value.
If you’re looking for more tendering tips like the above, the links below are a good place to start.
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