When writing a tender during a recession, you will find that
price and what you are prepared to offer at a rock bottom price will be key to
you winning a tender. So how do you get your price as low as possible, whilst
still making a profit and just as important, keeping your customer happy?
First of all check what percentage of the tender evaluation you will earn for the price. If it is less than 40% you need to concentrate on what you will be providing within the bid. Remember, that in a recession, money is tight and cash flow even tighter and hence the company will always look at the price at the same time, however many evaluation points they will award.
All the way through your tender you should be concentrating on the benefits that you will be bringing to the new company, how it will expand their business and how you will teach their staff as you work with them.
In a recessionary time the following points are particularly important:
· The company will have cash flow at the forefront of their mind, so set up your payment requests to meet this need.
· They will want as much as possible for as little as possible, now more than ever “bang for bucks” is important.
· Emphasise how little you will disrupt their current trading, as you implement the project. This will keep them happy that they will not lose income and cash flow.
Lastly remember that the recession will not last for ever and if you are preparing a tender that will last longer that a year, build in some extras that can be taken at a later date. Show how easy and cost effective it will be to upgrade and how this will assist an expanding business.
In summary, ensure that you have priced your proposal well and indicate what kind of benefits that working with your company will bring.