5.4 CORE STRATEGY
A Winning Approach
In our experience you could develop a core strategy for winning tenders based around a few simple actions. They are:
- Always submit a conforming tender. This is to make sure that you are not disqualified for not complying with the tender requirements. It also gives the client exactly what they want.
- If you cannot conform to the tender requirements then present as near a conforming tender as possible. Explain in your proposal the reasons for your minor variations. Try to give your client advance warning that you may not be strictly conforming.
Submit a basic proposal with a no frills approach and the lowest possible cost. This gives you a good chance of being included in further discussions with the client. In the simpler tenders it may result in you being awarded the contract.
- If you have more options to offer, upgrade your basic tender with value added goods or services. Make sure these are priced and offered separately. This idea is further developed in "Understanding Pricing".
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