When you start thinking about the best way to prepare for a tender, relationships with the potential client and a good library of information come to mind. You will also need to consider allocation of resources, availability of key personnel and who is actually going to draft the response.
There is more to consider than the standard issues above. You need to add to your list one critical factor to prepare for a tender which may be looming – your website and other marketing collateral.
The reason is simple – most organisations provide a range of services and tenders and requests for information are usually restricted to a specialised area. Let’s take an insurance and commercial law firm for example. A request for proposal may come in for workplace law services. Without a doubt, even if the workplace law practice group is small, your proposal will talk about your expertise and depth of resources in that area.
That’s fine! In fact – necessary to be on par with other workplace law firms. But how do you prepare for a tender in workplace law, or another small area of your business. Here are some tips on how to prepare for a tender:
- Update your website. In the law firm’s case, the procurement team will surely review your website and could be shocked if workplace law doesn’t feature prominently and you look like a specialist insurance and commercial firm. You need to make workplace law a feature practice group and give it some credibility on your website.
- Manage the media. In the law firm’s case, whilst it’s fantastic for your Managing Partner, or other Senior Partners to talk about your business or firm, it will harm the firms chances if they are openly talking about the firm being ‘focused on insurance as a core business’. Imaging a packaging company trying to land a food packaging product talking about how it’s focus is the postal packaging industry.
- Maintain your market position. For the duration of the tender and the review period, you need to maintain the above. Ensure your website is up-to-date and relevant, and balance other interests and client acquisition activities within the business.
For other handy hints, or for a free consultation about how to break into new markets through the tendering process or how to prepare for a tender, contact The Tender Team on 0410 448 770.