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So you want to improve your chances to win an EU public tender, but you aren’t sure where to start? Here are a few hints to get you started.
In each tender you bid on, you will have to make sure that you have several key documents ready. These documents include company founding documents, proof of insurance, several years worth of accounting files, matching codes for the sector and subsector you work in, plus many documents that may be requested in addition for a specific tender. Keeping this file up to date so you can provide this quickly will help you to bid more easily without having to gather all the information each time.
Unlike the private sector, award criteria in a public tender are largely set and immovable. Once you have reached selection, very often the focus should be on creating a proposal which has the right quality and cost ratio and confirming the economically advantageous offering.
Don’t start out by responding to every tender you think you are qualified for. Consider responding to a select few very well and use the scoring feedback to refine and hone your approach. Those reviewing a tender
You don’t know about how those reviewing your proposal prefer to read your response. Try to appear to all audiences by providing first a quick, scorable response to a question and then a second response which goes into more detail. Provide your response in direct language, considering that some scorers may not be familiar with overly technical vernacular. Consdier spelling out abbreviations and acronyms so that even those with less familiarity on a topic can immediately understand your response. Don't assume that just because someone is reviewing your proposal that they are an expert in every part of your service.
Before ever responding, read the questions a few times to determine what is really being asked and then make sure your response provides the right level of detail for several types of scorers.
In some processes, you will see a small box checked which offers to accept alternative proposals. Perhaps the tender specifies an approach in a technology that is older or more expensive but the result could be accomplished better and for less with a different approach or technology. If you can find a way to create a more economically advantageous or more efficient solution simply by considering alternatives, you could be well on your way to developing a winning bid.
Sustainability is not a buzzword, it is a real EU objective and quite often they are real selection criteria that very often have real scoring consequences. Before even searching for tenders for your service, ask yourself if what you are doing is environmentally responsible and if you have the right processes and tools in place to demonstrate this.
Consider the environmental (and other) goals set out by the EU and align your proposals to this approach.
As with any unfamiliar journey, you can find a guide to help you navigate the best way to your goal. Procurement Europe specialises in helping small and medium enterprises participate in the vast EU public tender market. Let us take some of the burden by analyzing your bid approach and providing you with reasonably-priced support. Get in touch with us to see how we might be able to help!
