Tender ResponseManagement
Only those who differ will be successful
Not so long ago, it was enough to have an excellent product, a great team to manufacture it and deliver it together with the associated services, aggressive prices and enough self-confidence.
Unfortunately, even for the best in the class, this no longer means that you simply win public tenders that comply, for example, with the provisions of the US GPA (Agreement on Government Procurement) and its European version of the Official Journal of the European Union (OJEU). We have seen in many projects that there are many formal traps that can disqualify your offer, even if your product and price were actually right.
It has also become very formal in the business-to-business area and many companies are fighting for tenders due to this changed system. We have learned how important it is that an optimized process during the tender phase helps to provide a formally correct and commercially aggressive response and to secure the deal.
We can do that for you
- Consulting services for bidders and customers to create industry-leading solutions
- Conducting workshops for competitive positioning
- Capabilities gap analysis
- Support in the selection of the offer partner with evaluation alternatives
- Bid Vehicle Setup (Direct, Joint Venture, Special Purpose Venture (SPV), Joint Bidding, etc.)
- Support and management of the bidder and pricing team in managing the tendering process
- Manage bid priorities and planning, including assigning tasks
- Creation of initial pricing templates with pricing teams, implementation of regular reviews and creation of individual price analyzes
- Cooperation with the pricing teams and development of alternative pricing models for tenders,
- Coordination of customer price templates / sheets
- Preparation of narrative solutions based on industry trends and tender specifications, including writing new material and using the existing content library, where available
- If necessary, active engagement in all business areas and regions to create unique customer-oriented solutions
- Prepare structured, professional tenders that are tailored to the specific requirements of the customer and the respective industry
- Response management and management of meetings, conference calls and presentations before, during and after the tender process
- Regular, proactive communication with everyone involved
- Formal post mortem analysis and, if desired, suggestions for improvement to optimize for further projects.
