For many new tenderers, the concept of decision gates may halt your progress with your tender response from the very beginning.
Decision gates are implemented by governments and many other organisations to weed out tender responses that fail to pass sets of requirements laid out by the procuring team or selection panel. In some ways, it’s similar to an exam format where getting the first question right is essential for getting the correct answers to the later questions as they are all connected. The Tender Team, like all other experienced tender writers, are aware of this assessment style and adept at abiding by these rules.
We have put forth a decision gate format that will help those both new or old to tender responses make sure they pass the first hurdle of the tender in order to finish the race. Many Decision Gates are repeated in tender responses but often in different orders. This reflects the procuring team/selection panel’s preference for businesses that may either be the most experienced or the least in cost to utilise.
Below is an example of a set of Decision Gates found in a tender:
Decision Gate 1
The first gate is usually concerned with the most basic of tenderer requirements – often focusing on things such as
- Work Health Safety (WHS)
- Quality Assurance
- Criminal Checks
- Other regulatory assessments.
The tenderer should either possess these qualifications or either explicitly state a commitment to acquiring them at the start of the contract (should they win). This means you must organise your documents, collating the required info whilst providing a suitable response when you don’t immediately satisfy one of these requirements.
For many businesses new to the tender process, some find it hard to justify paying for an additional WHS or QA template and certification when winning is obviously not guaranteed. Here at the Tender Team, we advise on the most cost-efficient way to progress with your tender.
Decision Gate 2
Once the tenderer passes Decision Gate 1, Decision Gate 2 more often than not dives straight into the heart of whether or not your business is capable of performing the contract.
At this stage, the procuring team/selection panel will assess the following;
Is your business within the same region or state as to where the contract will take place? Many organisations (especially government departments) will clearly favour those tender responses that are closer to home, giving additional weighting to your response if you satisfy locality.
Above all else, the tenderer must have an acceptable, minimal level of expertise, resources and knowhow to abide by the procuring team/selection panel’s requirements. In our roles as tender writers, the Tender Team mainly focuses on our client’s capabilities in the tender response – putting them forth in the best possible light without misrepresentation.
We often make clear that a compelling and yet easy-to-read response, as provided by the Tender Team, that may not satisfy every single criterion possible is still worthwhile. For many new tenderers it is important to note that Decision Gates do not always shut out the less experienced, but instead, provides an opportunity for self-assessment and eventual success.
Decision Gate 3
After passing through the previous Decision Gates, the procuring team/selection panel will often move onwards to interviews. This is the best opportunity for a tenderer to really showcase their worth and capability to complete the contract.
At this stage, tenderers will also need to demonstrate how their tender response provides the best value-for-money solution. Through the combination of a comprehensive tender response and appropriate pricing, Decision Gate 3 will be satisfied and the tenderer announced as the winning bid.
Don’t be the business that doesn’t get business because Decision Gates dissuade them from applying. Call the Tender Team today at +61410 448 770 or email us at firstname.lastname@example.org to enquire about our services and how best to pass through these gates with ease and walk out the other side with the winning bid.