Gaining Entry To The Tendering Market

If you are a small company and have yet to win any substantial contracts from the government sector, you should try to build up a track record of small supplies to the government or private sector. First target local government offices within your immediate area. Check yellow pages – you will be surprised how many local and central government offices there are within a reasonable radius of your company. Virtually all will have an authority to purchase low-value commodities up to twenty five thousand rupees, and in many instances without any complex tendering process.

Local Purchase

All government departments have local purchasing officers. Each one empowered to deal directly with suppliers. The value of most of their requirements will be in the region of twenty five thousand rupees. These supply requirements provide small business with many opportunities and with such contracts often being awarded on the basis of oral or fixed quotations. Once you are a supplier to these departments you can promote that fact when tendering for other government sector likes nothing better than a supplier already working with other government sector entities.

Delivery

As stated above, you must only seek to supply those whom you know you can supply effectively. You should seek to provide evidence of your past supply record and assurances on how you ensure your suppliers deliver efficiently to yourself. Prior to tender identity the client’s need regarding delivery just in time, stockholder etc. seek information on how and when and where deliveries could be made to best serve the client’s requirements seek information from their stores personnel through a personal visit, if possible. The more you understand about and can satisfy your potential client’s real needs the better.

Function

It goes without saying that the product you provide must be fit for its purpose. Your product/service has to satisfy the actual need of your potential customer, not the need that you perceive your customer to have. It is vital, therefore, to have a through appreciation of your potential client’s requirements.

Expertise

It is vital that you express at all times knowledge not only of your company’s product, but also of the market in which it operates; new developments, concerns, etc. show the expertise of your company through promoting its knowledge. Issue reports, guidance and provide articles and comment to trade press and newspapers. Enter debates, even start them; all will help express the expertise of your company and reflect positively on your company and its products. Government sector purchasers are keenly aware that the supply of a product or service does not end on the date of delivery. Therefore, issues such as technical support, after-sales service, maintenance and re-supply are essential considerations. Tell the customer how you will ensure the highest standards and most comprehensive service. Again, the after-sales aspect should be addressed in your promotional literature, letters of acclamation and where appropriate, satisfaction Certificates.

Innovation

It is very likely the product/service you offer can be offered by others. So in order to achieve competitive advantage you must provide added value, such as innovation. Government wants innovation, but is, for obvious reasons scared of the risk it may involve. You have to overcome this concern by addressing it in your tender proposal and supportive product literature. Your client should also be made aware of your product development program and how you will continue to monitor products to ensure they develop in line with client requirements. Provide them with a view of the future, and the positive impact you visualize your product and its future developments will have for the benefit of the client. You should also be proactive in identifying and promoting practices and process, which clients could use to increase performance and value. Emphasize how your proposal addresses environmental issues/ concerns.

Awareness

when you meet friends, you do so to speak of their news, not just your own. Clients are exactly the same. It is important to become aware of their needs, concerns, developments and pressures. Within the government sector there are many such pressures coming from various directions such as legislation, government initiatives, finance and personnel. Ensure your clients are consulted whenever you seek to change the product/service being offered. If you do not, the likelihood is that they will perceive change as potential risk.

There are many on line tender information providing websites like www.tenderserviceonline.com .You can also visit this site for latest tender news and articles. So you can plan your response to tender invitation today and get lots of business possibilities in government sector.