Essentially, most aspects of business in the corporate world revolve around pitches. In job interviews you're pitching yourself; in corporate meetings you're pitching both yourself and your business; and the ultimate pitch is widely considered to be bidding for business tenders.
How to Source Tenders
Business tenders are advertised in local newspapers and magazines, in official tender gazettes, on the websites of companies offering the tenders, and also through the economic departments of government. There are also numerous 'tender sites', which list tenders by sector and country. These can be filtered by search, email alerts can be set up to deliver appropriate pitches to your inbox and some offer membership subscription services if pitching for tenders is something you and your company will be undertaking frequently.
Ask yourself a few questions to determine if you've found the right project: Can I complete the work to the client's standards; will the project bring prosperity and growth to my business; and will the project generate revenue for my company?
How to bid for tenders
Bidding for a tender is essentially an important sales pitch. They will either be written responses to advertised tenders or a physical appearance in a meeting (or both). During a presentation-type bid you'll need to promote your company in the most concise manner possible, making sure that your key messages are put across and also that the recipients are convinced by the end that your company is perfect for the job.
If you're not sure how to craft a written bid, consider outsourcing to a professional writer until you're happy with doing it yourself. There are also many online templates for business tenders that will point you in the right direction. Many companies and government departments also have strict bid requirements, and may provide you with tender information packs. If these aren't offered when you first make a query, ask if such documentation exists or if the company has any guidelines.
Not sure how to put together a bid for a specific company? There are companies which specialize in building services, technology services and business support services and can often advise third-parties how to pitch for government contracts. The company frequently holds training sessions and days. These sessions explain how a pitch should be formulated and delivered. If you're not sure how to put your pitch together, attending sessions such as these could be invaluable.
How to win tenders
So you've found the perfect project for your company and you've formulated the pitch. How will you win it? Khalid Maniar, founder and managing partner, Horwath MAK, gives five top tips to check off:
"This is a very important characteristic of a good manager," Panos Manolopoulos, vice president of Europe, ME&A at Stanton Chase, said. "A good manager is one that's able in the less possible time, with least possible information to place the company and sell it well," he said.
Winning business tenders: A step-by-step guide
1: Sourcing.Check local newspapers, official gazettes, economic departments, private companies, government entities, and business tender sites for appropriate projects
2: Self-assessment. Assess your core competence on the project/tender being offered. Does your company fit the bill? Consider teaming-up with another company that can provide additional services if you need to, in order to offer what capabilities the project requires.
3: Pitch personnel. Identify who will carry out the pitch. This should be an experienced manager or senior member of staff, who can talk well about the company and on behalf of the company, who doesn't necessarily need the aid of large spreadsheets or presentations to present the company in a favorable, appropriate light.
4: During the pitch. Formulate a presentation that will inform, impress and enlighten the company you're bidding to. Be ready to answer any questions and prepare well. Try and identify areas in which the company might seem weaker, and prepare answers/solutions to calm any worries the tenderer may have.
5: After the pitch. Follow-up with the company or government entity after your pitch, firstly to maintain contact and show interest, but also to determine if the company needs additional information from you.
© Zawya BusinessPulse QATAR 2014
How to Source Tenders
Business tenders are advertised in local newspapers and magazines, in official tender gazettes, on the websites of companies offering the tenders, and also through the economic departments of government. There are also numerous 'tender sites', which list tenders by sector and country. These can be filtered by search, email alerts can be set up to deliver appropriate pitches to your inbox and some offer membership subscription services if pitching for tenders is something you and your company will be undertaking frequently.
Ask yourself a few questions to determine if you've found the right project: Can I complete the work to the client's standards; will the project bring prosperity and growth to my business; and will the project generate revenue for my company?
How to bid for tenders
Bidding for a tender is essentially an important sales pitch. They will either be written responses to advertised tenders or a physical appearance in a meeting (or both). During a presentation-type bid you'll need to promote your company in the most concise manner possible, making sure that your key messages are put across and also that the recipients are convinced by the end that your company is perfect for the job.
If you're not sure how to craft a written bid, consider outsourcing to a professional writer until you're happy with doing it yourself. There are also many online templates for business tenders that will point you in the right direction. Many companies and government departments also have strict bid requirements, and may provide you with tender information packs. If these aren't offered when you first make a query, ask if such documentation exists or if the company has any guidelines.
Not sure how to put together a bid for a specific company? There are companies which specialize in building services, technology services and business support services and can often advise third-parties how to pitch for government contracts. The company frequently holds training sessions and days. These sessions explain how a pitch should be formulated and delivered. If you're not sure how to put your pitch together, attending sessions such as these could be invaluable.
How to win tenders
So you've found the perfect project for your company and you've formulated the pitch. How will you win it? Khalid Maniar, founder and managing partner, Horwath MAK, gives five top tips to check off:
- Assess your core competence on the item/ service being tendered
- Ensure the document/pitch is completed by experienced personnel
- Be competitive in price
- Verify terms with your own viability
- Ensure the document is totally complete
"This is a very important characteristic of a good manager," Panos Manolopoulos, vice president of Europe, ME&A at Stanton Chase, said. "A good manager is one that's able in the less possible time, with least possible information to place the company and sell it well," he said.
Winning business tenders: A step-by-step guide
1: Sourcing.Check local newspapers, official gazettes, economic departments, private companies, government entities, and business tender sites for appropriate projects
2: Self-assessment. Assess your core competence on the project/tender being offered. Does your company fit the bill? Consider teaming-up with another company that can provide additional services if you need to, in order to offer what capabilities the project requires.
3: Pitch personnel. Identify who will carry out the pitch. This should be an experienced manager or senior member of staff, who can talk well about the company and on behalf of the company, who doesn't necessarily need the aid of large spreadsheets or presentations to present the company in a favorable, appropriate light.
4: During the pitch. Formulate a presentation that will inform, impress and enlighten the company you're bidding to. Be ready to answer any questions and prepare well. Try and identify areas in which the company might seem weaker, and prepare answers/solutions to calm any worries the tenderer may have.
5: After the pitch. Follow-up with the company or government entity after your pitch, firstly to maintain contact and show interest, but also to determine if the company needs additional information from you.
© Zawya BusinessPulse QATAR 2014
