By Harold Lewis
A realistic advisor to profitable contracts and investment via aggressive bids, tenders and suggestions. utilizing examples and checklists, it explains how you can create bids which are striking in either technical caliber and price for cash.
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Extra info for Bids, Tenders and Proposals: Winning Business Through Best Practice
If the contract is in a target sector of the market or for a key client, the answer is likely to be positive. But it often involves balancing a complex set of points for and against. Some businesses require a risk assessment to be undertaken if the cost of preparing a bid is likely to exceed a defined proportion, say five per cent, of the contract price, or where a substantial amount of working capital will be needed if the bid is successful. Thresholds may be defined at which progressively more demanding criteria are applied - for example, where contract values are above £1 million or where peak working capital needed during the contract will exceed £500,000 and so forth.
The important point is to have in place a consistent procedure that can ensure time and money are not spent wastefully on contract opportunities with little economic sense or professional merit. If you have to decline the invitation, tell the client as soon as possible of your intention not to put in a bid. Unless you really want to have nothing more to do with the client, try to explain your decision in a way that indicates a conscientious assessment of the situation and does not prejudice your chances of being invited to bid for other work in the future.
Does the specification refer to mandatory procedures, methods or standards with which contractors must comply? • If the client intends several contractors to have a role in the work, do there appear to be overlaps or gaps in their responsibilities? An exhaustively detailed specification may be the mark of a practical, carefully thought-out approach and a consistent sense of professional direction; or it may reveal a rigid attitude to the contract, restricting your freedom of choice as a contractor and perhaps indicating that the client has a certain bidder in mind for the work.