Bid Lifecycle and Tender Process
The Bid Lifecycle describes the key aspects you should consider in your tender process.
It defines the relationship between the three vital plases of all bids: pre-tender, tender and post-tender. To be a consistent bid winner requires a full understanding of all three and how they interact with each other.
The Bid Lifecycle: a graphic overview of the tender process
The simplicity of the model is its’ greatest strength, enabling our clients to pinpoint gaps in their knowledge, process or resources along the tender process.
Through further discussion and surveys* conducted during 2015 we have isolated six key aspects in the Bid Lifecycle that separate bid winners from bid losers – two in each phase of the Bid Lifecycle.
1. Pre-tender Phase
This phase is where you should be confirming the exact nature of the opportunity, how it aligns with your business plan and just how well you are positioned to compete effectively. Once you’ve established that, your attention should switch to preparing yourself and your team for the tender process itself.
In the pre-tender phase of the tender process, the two key areas you need to focus on are:
1. Market knowledge and customer relationship
2. Bid/No bid decision making
2. Tender phase
Once the tender documents are released, you have to work with the products and services you have in your armoury. The solution you present may be configured in a novel way, but the client needs to be convinced that this will meet his needs affordably and deliver with minimal risk.
If you’ve done a good job in the pre-Tender phase of the tender process, then this should not be too difficult. If not, then you’re in for a tough time!
In the tender phase, the two key areas you need to focus on are:
1. Managing your team
2. Managing the bid writing process
3. Post-Tender phase
Assuming you become the Preferred Bidder, you will initially enter into final negotiation with the client to agree final terms and conditons – during which time your competitive position will essentially be flat.
However, as soon as that is complete, there is plenty of opportunity to cement and enhance your position with the customer through expanding the products or services you deliver, impressing the client with your KPI results and developing case studies.
In the post-tender phase of the tender process, the two key areas you need to focus on are:
2. Feedback and review
*These findings are supported by independent Bid Cost Research published in April 2015 by MarketingWorks supported by the University of Reading.