How to Improve Chances of Tendering Success

Let us assume you company is in a tendering situation and look at some of the practices and policies you should implement to improve your tendering performance.

Location

First and foremost, you should define the precise geographical and operational area you are capable of supplying. For some companies this may be only within their immediate locality, for others it will be nationwide and beyond.

When making the decision you MUST ensure that the area you select can be supplied by your company at the optimum level. There is no point in securing a large contract out of your capacity to supply. Bad news in the government sector carries far and quickly; by failing to deliver good service you can adversely affect your company’s prospectus for years to come.

Recognition

Secondly, appreciate the importance of recognition. A request to tender received from a company about which the purchase officer knows nothing is unlikely to receive a positive response. The more the purchase officer knows about you and your company, the better. There is no need, however, to bombard potential clients with volumes of promotional literature. You simply have to get across to your potential clients a series of key elements pertaining to your product, be it a supply or a service.

Promoting Your Image

Convince potential clients of your ability to satisfy all the following key factors and you are well on your way to successful tendering.

Quality

It almost goes without saying that quality counts. However, many companies still do not consider ISO Certification to be a necessity. It is! One of the first criteria in evaluation is reassurance on quality. ISO certification gives that assurance. Although contract documents may state that if you do not possess quality certification you may provide other information which supports your offering of a quality process, when it comes to comparing those with certification against those operating an unrecognized system, the unrecognized system will be at a disadvantage every time. All government departments are dedicated to achieving investors in people. They recognize the importance of training to ensure their operations are carried out at the optimum level and the impact of ISO certificate on any company working directly with the public can similarly be appreciated. Your dedication to achieving ISO certificate will not only help your company directly, but others will also see it as the sign of a dynamic, forward-looking company.

Reliability

How can you convince your client that your product or service is reliable?

You have started the process by achieving ISO certificate. This demonstrates that you are offering a quality product produced by quality product produced by quality people.

Now you have to provide further assurance and guarantees. If you are buying paint for your home you would wish to deal with a reputable company. ‘Paint companies’ brochures invariably go to great lengths to convince potential purchasers that their products are reliable, for example by inviting you to inspect their product in home settings within their showrooms; by offering a 10-year guarantee; by having the process covered by quality procedures; by emphasizing the quality of the materials used; or by providing endorsements of their products from past clients.

You must do the same. Provide guarantees, backed by an insurance policy if necessary, and make sure that every time you complete a job the client signs a ‘Satisfaction Certificates to the purchasing department from past clients of similar nature. Demonstrate the product in an environment within which it would be used. Provide samples if possible. Provide copies of any articles that have appeared in the trade press regarding your products or information on test results where your products have been evaluated against those of your rivals.

There are many on line tender information providing websites like www.tenderserviceonline.com .You can also visit this site for latest tender news and articles. So you can plan your response to tender invitation today and get lots of business possibilities in government sector.