10 tender tips for the pre-qualification questionnaire (PQQ) and invitation to tender (ITT) documents.

Ways2win online tender training courses and workshop tender training courses include many tips on winning tenders. Here is a small sample of tips for PQQ and ITT documents: (click for full explanation)

1: Prepare your business for the contract.

2: Find tender opportunities on the many free Government Websites.

3: Research the tender opportunites thoroughly.

4: Opportunity assessment: Assess the relevance of the work to your organisation.

5: Plan the time you will need to complete the tender document and research.

6: Approach the tender as a sales activity.

7: Structure your tender response with specific consideration of the evaluation criteria and the actual contract in question.

8: Match your language, wording and priorities to the tender documentation.

9: Provide detailed, specific, well through-through answers with evidence of examples.

10: Provide a coherent theme that is consistent throughout your response.

Click here for further articles relating to the tender process.

1: Ensure that your business practices are properly documented as policies and procedures. The tender completion will be an accurate reflection of the way services are delivered.[top]

2: All public sector tenders above certain values must be advertised in the Official Journal of the European Union (OJEU). This is published online at Tenders Electronic Daily - this is one of many free sources of information, see www.ted.europa.eu [top]

3: If you do not know the situation, it will be difficult to tailor your responses to suit the specific needs of the tender commissioner. Therefore, before you begin to complete any documentation, or even decide to apply, find out the background to the tender.[top]

4: Consider whether the tender is for work which uses skills at the core of your business, which you can deliver economically and effectively. Tenders for work that is peripheral to the company will produce high failure rates. This type of tendering costs time, effort and money - and damages moral as well as your profile.[top]

5: Complex and high value tenders contain many questions. The standard of your answers will reflect the amount of time and concentration you put in. It is also important to avoid appearing rushed towards the end of the tender documents, so plan your time carefully.[top]

6: Present your organisation in an accurate, confident and honest way. Transparency generates trust and credibility, which is a key factor in winning tendered business.[top]

7: Public Sector tenders must explain in detail how they are to be evaluated, so use this information to demonstrate how you can meet the clients needs.[top]

8: Do not copy and paste standard responses. They are obvious, and do not convey a company that is serious about delivering the project. In order to show that you understand what is required and that you are the type of company that they will be able to work with, match the language used in the question.[top]

9: Generic assurances fo not inspire confidence, so provide specific examples that address the crucial issues. When providing examples, always include specific information: names, dates, times, and locations. [top]

10: What is the theme of your tender response? Use research and preparation to make sure it is relevant to the tender, and focus on that theme throughout your response.[top]