Read the Tender Documents
At Australian Tenders we tell our clients that it’s important to read not just the tender questions, but the tender documents in their entirety including:
- the Conditions of Tender
- the Evaluation Criteria
- the Scope of Works
- the Form of Tender
- the Conditions of Contract
Attend Tender Information Sessions
- Solves your customers’ problems
- Improves their situation
- Delivers specific benefits
- Tells them why they should buy from you and not from the competition.
Bid or No Bid Decision Time
Use the tender document as your guide if there is no attached response form to fill in. Copy and paste the headings in the tender document or selection criteria and respond directly to these.
Use the same fonts and spacing as the buyer. Your tender response should reflect the format the buyer has used.
Essential details and mandatory criteria will be required in your tender response. These may include things such as (list below from the Queensland Government):
- Your ABN
- A company profile and capability statement
- References from reliable sources
- Whether you propose to subcontract
- The price for each product or service you offer, and an indication of whether these are fixed or variable (based on exchange rates or consumer price index variations)
- Any conditions affecting the price
- Delivery details and charges
- A proposed schedule stating meetings, progression, and delivery dates
- Whether goods or services are periodic or recurrent
- GST and other taxes
- Applicable insurances
- Intellectual property rights (where relevant)
- A description of any variations you propose in meeting the conditions of the contract.
The Conditions of Contract are the terms of the contract and those responding to the tender are expected to comply.
Knowing how your tender response will be evaluated will enable you to focus your energy on those areas which are considered important by the buyer.
Read more about Value Propositions and how they benefit your business here.
Good luck and remember - the more tenders you respond to, the better you get at it, and (with apologies to Kenny Rogers), the better you get at knowing when to hold them and when to fold them!