Tag Archives: strategy

Tender Process – The Frequent Errors and how to Overcome them – By Craig Millhouse.


RFT-Request-For-Tender

The tender process is known to be notoriously lengthy, complex and bureaucratic. For many companies – and small businesses in particular – the lengthy process is somewhat daunting and represents a significant drain on resources.  The substantial time and resources directed towards bids is often considered a waste if the bid is unsuccessful. One way to drastically transform the quality of your bids is to address the universal errors made by many businesses. Below we go through some of the more frequent errors and provide solutions for each one

Error #1 – The first and perhaps most grievous error made by many businesses is using old tender trackers that only provide contracts which are 3-4 weeks from their end date.  This restricted deadline severely impacts a business’s ability to engage in pre-bid discussions, carry out detailed research, influence the bid specification, ask questions, seek clarifications and generally formulate a well planned, meticulous bid.

Solution – The solution to this serious issue is to invest in an advanced tender notification system that provides contracts that are at least 6 months from end date. These lengthy deadlines provide businesses with a solid base and allow them to create well structured, detailed and relevant bids.

Error #2 –One recurrent error made by countless companies is to assume they understand the requirements without engaging with the buyer. Second guessing certain aspects of the contract – no matter how small or irrelevant they seem – often causes otherwise well structured bids to fail. It is important for businesses to have a complete grasp of all stipulations in the contract and an understanding of how each condition is to be fulfilled.

Solution – Tender forms come with contact details, – make sure they are utilised. Engage with the buyer, discuss the contract and offer value and insight where required to stand out from the competition.

Error #3 – Some of the most common tender errors are usually seen within the PQQ form.The lengthy PQQ documents are designed to assess your capability as a business and simple grammatical and numerical errors will have a negative impact on the perceived aptitude of your business.

Solution – One way to overcome PQQ errors is to have THREE different people re-read the forms once they have been completed. Taking a slow, methodical approach to the PQQ stage will enhance the bid substantially.

Error #4 – Using a generic tender template is a major mistake that many businesses make. Whilst a tender template may work well for one particular submission, it may be totally unsuitable for another. Every submission should be tailored to tie in with the requirements of the buyer.

Solution – Rather than using tender templates, personalise each bid. Buyers don’t want to hear generic information that is irrelevant to their needs. It is important to concentrate on the aspects of your business from which the buyer can derive benefit and profit and ignore the things which are not relevant to that particular contract. Buyers will be reading numerous bids so it is vital that each submission is clear, concise and, most importantly, relevant.

Author Bio

Craig Millhouse is the founding member and managing director of 7House, a specialist business development firm that offers clients an array of services to aid in their growth. As part of the service, 7House also offers an advanced tender notification system called Contracts Advance.

With over a decade of experience within professional and service based industries, Craig uses his expertise to develop new businesses and kick-start existing ones through a consultative role.

Connect with him on Google Plus to stay in touch with his latest activities, events and articles

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The Impact of Marketing: Back to school pt1 | Crazy about your brand


Boost your business

This post by my fellow blogger Chipo Mapungwana is an essential read for small business.

You could call it Marketing 101. The basics and essentials explained. She has managed to summarise the concept and reasoning behind marketing in a very easy to read but at the same time comprehensive overview.

Do yourself and your business a huge favour.. Read it.

The Impact of Marketing: Back to school pt1 | Crazy about your brand.

Saving Yahoo. CEO Marissa Mayer doing what has to be done.


Marissa Mayer the CEO of Yahoo gets my vote. She is doing it all by the numbers.

When faced with a business like Yahoo with a substantial amount of dead weight dragging it down and a lot of legacy that needs to be cleaned up she has done an awesome job. The first steps in any rescue is to stop the bleed. Only after the patient is stabilised can you get to work in repairing the damage.

Yahoo

First she organises the redesign of the Yahoo interface to bring it up to date (this may even be an interim design).

Second she does something very unpopular that has employees and the media in an uproar. Even Sir  Richard Branson just had to have a dig and criticise calling the move ‘perplexing’ and ‘backwards’ in today’s mobile work environment.

She improves productivity by making it difficult to use the system and slack off.. you can’t tell me that home and telecommuting workers are all 100% committed to the business and working to their maximum productivity. We all know it’s a big perk. If you want to disagree, please do, but I have seen it many times first hand. Yahoo has specific legacy here and many of the employees agree with the CEO.

Third she is removing the unprofitable or unsustainable products and services. A couple of days ago there was an announcement about Yahoo Shutting Down 7 Products. From my perspective this is all by the book or if you like “Rescue 101“. So what is Marissa’s next move? Anyone willing to take a punt at a guess?

In my opinion it will be another strategic move that may not be popular but will be designed to reduce the current cost base or possibly introduce a new product/service offering that will improve revenue figures.

Who ever said being a CEO is a popularity contest?

How to Understand Branding in 7 Minutes « Indispensable Marketing


Brand

Post by Patrick McFadden on branding in 7 minutes.

Building a brand is like any construction project. Planning comes first. Then the foundations and after that the individual bricks to build it. It takes time and effort. It’s not just about the look and feel… it’s also about the experience and everything else.. including the aftertaste once the product and or service is delivered.

Read more from Patrick…

How to Understand Branding in 7 Minutes « Indispensable Marketing.