Solar, PV and renewables tenders are becoming increasingly common. With government and the private sector now regularly tendering out major solar projects, the tender process has become the go to mechanism for selecting a supplier.
The renewables sector as a whole is currently experiencing exponential growth. Companies with a strong engineering focus are often finding themselves outbid by companies with great marketing but less technical capability. It’s important for companies bidding for work to quickly establish themselves as credible providers by demonstrating previous experience and track records.
The Tender Team and Tsaks Consulting have helped many companies bid for and win renewables and PV contracts in Australia, Europe and Africa. We share three key points to success below:
Explain the technical specs of PV panels
It’s easy to include in your submission reference to the panels you will be using as well as a brochure of the panels issued by the company. This may also be the case for inverters too such as SMA inverters. However, it’s important when putting the document together that you explain your choice of panel and inverter and clearly articulate its benefits. For example, if it’s manufactured in Germany and comes with great after sales service, this needs to be detailed.
You need to go above and beyond in explaining the benefits of the technical specifications of your system. This will give you an edge and justify any higher than normal pricing you are putting forward. The same applies to other renewable sector tenders such as wind farms.
Detail your ability to project manage the delivery
It’s one thing to be able to arrange the carbon credits, design a system and use the appropriate equipment. It’s another, to actually deliver the installation of the project successfully. Focus on your ability to deliver projects similar to those being tendered for. Provide CVs of your technical and project management personnel as well as a methodology for how you propose to deliver the project.
For large projects, community consultation is important as are the logistics for installation. For example, if you are tendering to install a 15MW solar system in the Australian outback, you need to talk about how you will deliver the system, mobilise your team and ensure the installation is completed within the designated timeframe.
Take and innovative, partnering approach
It’s important to take an innovative, partnering approach in your tender. There may be changes or design improvements along the way. The organization may have another 10 projects which they would like to roll-out, and may be looking for a partner for a number of projects. It’s important to give your bid a partnering flavor and demonstrate that you will be innovative in your approach.