The RFT Key Players

Who are the key players in this journey from project conception to RFT release? What are their roles and who has ultimate authority for deciding which tenderer wins the contract and who has to wait for another day?

What tendering for government projects can do for your business

Government tenders can be large, complex and intimidating. Why would you put yourself and your business through lodging tenders, especially when there is no guarantee of success?

The Fast Lane to RFT Success

Reviewing a new Request for Tender can be overwhelming. Having both drafted and analysed lots of RFTs in my time, here are some top tips on how you can move into the writing phase.
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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.

Winning by a nose

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A little over a month ago I was working with some clients on a particularly large and complex tender. The RFT was some 370 pages and generated an astounding 761 clarification questions. People were working 16 hour days and some suppliers had reportedly thrown their hands in the air and walked away.