Want to win a competitive tender, but not sure where to start?

written by Robin Hastings
4 · 27 · 17

What can I do to prepare before I submit my first tender?

Many companies approach us when they are getting ready to start bidding for longer term services contracts. After many years of organic growth through contract or project work, mid tier services companies are seeking ways to drive more sustainable growth.

Long term service contracts, either with government departments or commercial business, provide a means for securing income stability. Typically over a 3-5 year term (often with options to extend based on performance measures), a tendered service contract can allow the company to focus on developing resources, knowing that salaries are safe during the term of the contract.

As a minimum, Pitch This suggest the following documentation should be prepared and kept together in a folder (the beginning of your tender ‘Toolkit’). One person in your organisation should be given responsibility for ensuring all documentation is kept up to date (certificates will be updated annually, etc).

  • Certificate of incorporation / business registration
  • Company accounts (3 years)
  • Company structure chart
  • Case studies outlining company experience
  • Testimonials & Quotes from happy clients
  • Statistics and data relevant to the business
  • Employers Liability Insurance Certificate
  • Public Liability Insurance Certificate
  • Accreditation Documents
  • Health and Safety Policy
  • Quality Assurance Policy
  • Environmental Policy
  • Work, Health and Safety Policy
  • Equal Opportunities Policy
  • Documents Supporting Technical Capability
  • ISO Certifications and/or blurb articulating adherence to standards
  • References
  • Community and Social Responsibility

This list should not be seen as a comprehensive one size fits all. It does not. Each tender is different, and specific questions on the Request for Tender (RFT) or Invitation to Tender (ITT) will require bespoke answers. However, if you are keen to start bidding for competitive tenders, and unsure where to start – use this list as your starting point. If you have these details ready, you can safely assume you are ready to take the next step, and start monitoring the environment for opportunities.

Robin Hastings

Managing Director & Founder of PitchThis, Robin is a senior bid manager and corporate writer with extensive experience in bidding and project management across corporate, public and NFP sectors.

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