MarketSqr Supply Community

Is it possible to get a list of all requirements before attending the briefings or submitting the quotations

In reply to Anonymous:

This depends on the organisation you will be submitting your bid. However in most instances the full requirements are available prior to the briefing.
It is important to ensure that you find out about tenders or quotations early so that you can prepare well. Find out where you can get the requirements documents and collect/download them immediately.
Work through the requirements in detail so that you can clarify all uncertainties in the briefing.

It may seem unfair if you never win business and particularly over a three year period.  It may well have been unfair at times (we all feel that way) but it may also have been with good reason at other times.

To win you need to have the best offer both in price and in terms of your offering (products or services.)  

The first evaluation bid teams go through is a compliance check.  Did you conform to all the requirements stated in the bid document.  Did you sign everything that was required and did you submit all pages in exactly the way they requested. If you did not then they will not even look at your offering or your price.  All your work goes out the window immediately.

One way of improving your chances will be to learn how your price compare to other bidders. Stay for the bid opening and note down the competitors prices.  If you did not bid the lowest price (or nearly the lowest) then you do not have a chance and need to take that into account next time.

To find out how your bid compared in terms of quality and content is more difficult and you will need to submit a serious request for an interview with the SCM officials to understand where you can improve and how you weighed up to the competition. This may take time and a few iterations of request but if you make sure officials understand that you need to learn then you should have a good chance of achieving that goal.

It does off-course always improve your chances to win if you build business relationships with the buying organisation over a long period of time.  That way you will understand many of their requirements even before they go to tender and they will develop confidence in your ability if you show them what you are capable of before a tender if even written.  IMPORTANT: Keep these relationships strictly professional and do not let any suspicion develop. Do not buy gifts or attempt to benefit officials to convince officials with improper behaviour.