Air services and aviation is a growing industry globally as well as locally in Australia. The Federal Government has confirmed it will construct Sydney’s second airport at Badgery’s Creek and there is significant private investment in the industry. The challenges and opportunities to win air services and aviation tenders are more prevalent than ever.
Understanding the industry
When bidding for air services and aviation contracts, it’s important to demonstrate an understanding of the industry. This can be demonstrated through using the correct terminology, incorporating aviation specific factors into consideration in your methodology, and clearly and concisely demonstrating your experience in the industry. It’s critical that any air services tender you put forward demonstrated your experience and understanding of the industry.
For example, a catering company that caters to airport personnel should provide a round-the-clock offering. It’s important to talk about any peaks in demand that are anticipated, as well as addressing the specific needs of airport staff such as dietary or religious needs. There may not be a question explicitly requesting this in the tender, however, you still need to ensure this is communicated.
In order to gain insights into the industry and the key challenges you can:
- Review commentary in industry magazines
- Liaise with and align with other industry providers
- Conduct initial research into industry
It’s critical that you approach your response with a focus on the correct win themes. These win themes have to address the issues and key points facing the company, as well as the industry.
Beating the incumbent
The industry is challenging to penetrate. Contracts and relationships are often difficult to break, with significant costs involved in transitioning in and out of certain contracts as a result of air services and aviation tenders. The incumbent provider usually as strong relationships in place across multiple levels of the organisation. They will almost always be active in maintaining the contract.
There are a range of strategies you can deploy to increase your prospects for success including:
- Value added services – Provide them and ensure they add value. These can give you an edge over your competition. It’s great to be competitive on price but to win an aviation tender you need to give that something extra. It may be better reporting, communication, add-on services that your competitors may overlook.
- Complete a comprehensive bid. Go into detail, provide referees and provide case studies to give your bid credibility. The client will generally be going out of their way to select you. They may not have dealt with you before and so credibility is crucial.
- JV with a well known supplier. This can help you leverage of their credibility and increase your prospects of success. You will need to be flexible in your approach and dealings with the JV company to get the right result.
At The Tender Team, we help businesses large and small complete bids and tenders across Australia, New Zealand and the Pacific.
Call The Tender Team on 0410 448 770 for assistance with your next air services and aviation tender.