Nowadays, almost all products are purchased on the market on a tender basis.Tenders - is, in fact, the competition, the results of which the company-customer chooses a Supplier or Contractor who is willing to offer the most favorable conditions of cooperation: the low price, the original decision or consummate professionalism.
So, you have decided to apply for the tender.This means that you have to carefully make an offer, to show the customer that you are really good you know your market segment and have sufficient experience.
Tender vs.Auction: What's the difference?
Here you may have a logical question: What is the scheme of choice of performers and suppliers different from others?
Firstly, all bidders can familiarize themselves with offers of their competitors, to know at what price they are willing to work.That is always a possibility to adjust its own proposal in a way that is beneficial to stand out from other companies.But the tender - is, first of all, the absence of such openness.All the participants submit proposals, so to speak, "in a sealed envelope."
In fact, the content of the documents is completely hidden from competitors and is only available a special commission.
What is the tender documentation?
client company and the participants are preparing a package of documents containing the terms of the contests and the future contract.
documentation required to present two parts:
- Technical.Includes a description of the main terms of the contract, general information about the object of trading, information maps showing the procedure for preparing and submitting applications.
- Commercial.Contains a price chart of their determination, payment schedules and conditions, sources of financing, bank guarantees, as well as requirements for certain types of insurance.
important to note that in each case determines the content of the tender committee individually.Correct preparation of documents is of paramount importance.Best of all, if you control the whole process will be experienced by the tender.This is important because how will competently composed and prepared all the necessary documents, at least 50% depends on your future success.After all, even with no experience of working with your organization, the customer will be able to rely solely on the papers that you provide.
Secrets of success for those who are going to participate in the tender
There is an opinion that by choosing a suitable offer, the client company is focused solely on price.Absolutely, and it happens, but much less than you can imagine.Compiling a tender offer, the experts recommend to adhere to several principles.These truths are as old as the world, but over time, they did not lost their relevance.
1. Do not apply for all competitions in a row
Before you rush into battle and send offer ten times weigh all the "pros" and "cons" understand whether or not take part in this particular tender.It is not always the desire to make a profit should be the decisive factor - sometimes much more important to focus on the development of their own business, urgent matters or look for other, more profitable projects that you are working with great pleasure and will bring you much more profit.
2. Let your offer carries the added value
One of the main rules to keep in mind the company that wants to win the tender - is that enough only to achieve full compliance with the proposed conditions specified by the customer.However, even a lower price is not a guarantee that the contract will be signed is with you.Try to learn more about the company, the customer, to understand what exactly the problem faced by management and then to supplement its proposal so that the Commission could not help but pay attention to it.
3. Pay attention to the details
Once again, back to the topic that we have already touched on above.Even if you manage to make a good impression on the customer and offer best price, but you do not pay enough attention to the correct execution of documents, you risk missing many opportunities.But too much focus is not worth it, because happens and vice versa bogged down in the bureaucratic fuss, you can forget about the essence and purpose of the proposal.
4. Remember that the decision was not the organization, and the people
It depends on them is who will win the tender.How it works?Sometimes, in order to be able to work on the desired project, simply make contact with those who will be crucial to your business decision.
5. Keep the mark of the professional
But even if your proposal has worked on 100%, not the fact that you just won the tender.This may be due to many reasons, and one of them - the inability of your negotiator give clear answers to the questions of the Customer during the negotiations.And because the degree of involvement in the work process and competence of all parties, without exception, is one of the critical success factors.
How to prepare a tender?Information for Customer
For its part, the client company, decided to organize a similar competition, must also thoroughly prepare for it and provide all the necessary documents:
- invitation to participate for other companies.
- qualification application form (in it, participants will indicate the official information about themselves).
- Brief (profile, which defines the basic data about the subject of the tender).
- For more information on the project.
- main criteria for evaluating the participants, for which you will be guided by making the final choice.
It is essential that all the information in the documents was truthful, accurate and well-structured.Nowadays, you can easily create an electronic tender - is, in fact, the same competition, but all the information from the company's customers and potential perpetrators enters the network, the Internet.
The contest consists of three phases: the search for potential members, a detailed analysis of their proposals, discussion of the draft and, in fact, enter into a contract with the winner.
