The importance of an effective Executive Summary

Everyone reads the Executive Summary. This is where the evaluation panel gets an overview of your entire submission and form their first impressions. Given this, it is surprising how often companies don’t pay enough attention to this critical opening statement.
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What Cards Are They Holding?

You have won the tender (and enjoyed the celebrations) and are about to go into contract negotiations. “What points will they want to negotiate?” “Where are our weaknesses?” “Have we allowed enough time to deliver the project?” Here are a few tips on preparing for the negotiations.
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Why is the RFT process so complicated?

An RFT is essentially a description of what the department wants to buy. While this may seem pretty straight forward, many people struggle to understand the RFT and are left frustrated by its complexity.
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The Post Tender Debrief – Is It Worth It?

Missing out on a tender that you really wanted is a very deflating experience. Why should you attend the debrief?
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The Long Wait

You lodged your tender three months ago and you’re still waiting to hear the result. How can it take so long to pick a winner? To help you understand let’s look at a few of the issues I’ve encountered when working on tender evaluation panels.
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Invoicing for influence

Your contract can be successful and profitable for both your company and for your government client, and you’ll still find an issue. The issue may lie in invoicing for a government client – potentially more problematic than first thought due to government systems.
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Developing a game plan for your RFT

The very first step in responding to a tender is to identify the key points you need to address in the Request for Tender (RFT). Let me share with you how a colleague and I did this on a major RFT recently. It’s a little like a game plan we hear so much about in sports these days.
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The Holy Trinity of evaluation explained

“The Department will select the best value for money proposal having regard for the results of the technical assessment and the price, and after considering the associated risks”. This is a standard phrase from Request for Tender documents that many of us have wrestled with. But what does this Holy Trinity of Evaluation actually mean and how do Tender Evaluation Panels work it out?
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Your Tender: Content Vs Style

It’s no secret that in my opinion, content is king. My opinion is based on personal observation within the tender evaluation room where I have seen very flash tenders end up in the ‘no thanks’ pile, while more humble looking versions go into the ‘yes please’ pile.