Did you like playing hide and seek when you were a child? Wasn’t it great when they couldn’t find you until the very last and you emerged the winner? Except of course when your hiding spot was so good no one could find you; there was no fun in that!
What has this got to do with improving your tendering results? Companies often miss an opportunity to create a clear and strong impression of their skills and experience by inadvertently playing a form of hide and seek with the evaluation panel.
Let me take you inside the tender evaluation room to set the scene.
Imagine the assessment process is underway and the evaluation panel is going through your submission. So far you have impressed them with your technical solution to their problem… however, paper solutions are only part of the answer. You also need a good team with relevant skills and experience to get the job done successfully. Imagine the evaluators turn the page and start reading the section headed relevant knowledge, skills and experience of specified personnel.
What would they see if they were reading your proposal? How have you presented your credentials in the past?
Forget Generic Resumes
Vendors often submit the full resume of each member of the project team and leave it to the panel to pick out the relevant bits of information. Many a time I have heard evaluators groan, “oh no, not the whole life story again!” It is understandable that you want to impress the evaluators with the depth and breadth of your team’s experience but they are only interested in what is directly relevant to their project. If you leave it up to the panel to interpret your resumes you risk them losing interest and missing something important.
Up front is best
Ideally evaluators want to see that you or your team have done similar work, in a similar situation and in an organisation of the same size or larger. Give examples in three or four bullet points. Put the information right at the front of the section and directly under the name of each team member. This way the evaluators get a clear and direct impression that your team can do the job. Remember, the objective is to make it easy for the evaluators to select you as the preferred supplier. Most times they will read this short section, think “Yes, they can do the job”, award a high score and move on. After all, you can always attach full resumes but just not here.
It is to your advantage to make the evaluator’s job easy and achieve maximum impact in the process. In this version of hide and seek the first found is most often the winner.