Tips on Tender Marketing

Tips for Tender Manager

When setting up a team to prepare a tender, you should make sure that:

There is a clear understanding of the duties of the people involved in the tender and the people involved in the implementation.
The best people are selected for the team.
There is full commitment from all team members for the tender and their roles and responsibilities.
Participation by unofficial team members is discourages. There is a tendency especially in high profile tenders for persons who are best described as “hangers on” to get involved. If the team becomes too big and unwieldy there is an increased risk of confidentiality breaches and job duplication.
All the tender risks are addressed by the team. That is, the risks in both the tender process and in the implementation process.
The smallest team possible is selected, particularly in joint ventures. Small teams are easier to manage and cost less.
There is early agreement on who does what. Every member of the team must know their exact role and their responsibilities for the tender.
A disciplined approach is maintained at all times. This is very important for the successful outcome of the tendering process.
Tips on Salesmanship

When you get down to it, clinching that deal is all about salesmanship in print. It’s about addressing the needs your prospect client wants fulfilled and proving how fulfill those needs in the most result-oriented way. Some of the suggested guidelines are:

Always call to find out their needs, you will be surprised at how much information you can find out – information that will be priceless in the tender creation process.
Follow the proven salesmanship formula, include specifies about the machines behind you processes. Prove your claims by including results, case studies, testimonials, guarantees, awards etc.
Send a pre-proposal letter, you see, an important factor in your success is your ability to establish a relationship with your prospective clients. That relationship begins from the first telephone call.
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.
Research, and more research to find out absolutely everything you can about the requirements of concerned departments.
Use tables and graphs to represent figures, rather than “text” format.
List your most impressive customers. Listing your customers gives prospects an understanding of your ability to cope with a business of their type, size or reputation.
List the result you’ve achieved. If you have great claims to fame, list them.
Include a guarantee. People, by nature, are worried about strangers, especially in the tendering process. They fear being ripped off. Guarantees reduce this fear.
Never give in. just because you didn’t win a tender, doesn’t mean the department will not do business with you in future, keep in touch with them via telephone calls. Newsletters follow up how things are going. This shows you care.
Tips on Presentation

Government departments may require tender presentation for a number of reasons:

It is considered a part of the evaluation process. It can help determine outcomes or confirm the evaluation teams final choices.
They allow both parties, the client and the tenderer, to be introduced to each other and to meet.
The tenderer has the opportunity to highlight and emphasize key features and aspects of their submission.
New technologies, process or systems can be demonstrated. This is difficult or impossible in the written submission.
The client can access the quality of your team. You also should present and emphasis the expertise of your team.
The client has the opportunity to ask the tenderer clarifying questions on various aspects of their tender.
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.