Tender Tip Number 16
Best and Final Offers
The evaluation team will probably narrow the best tenders down to two or three which they find comparable. The evaluation team may also aim to fulfil their responsibility to their organisation and try and get a better price beyond those submitted in the tender. This is when you may be asked to put in a best and final offer.
There are a number of tendering organisations who believe it is quite improper to issue best and final offers. Nevertheless, both government and the private sector frequently engage in this practice. After all, securing the best deal for shareholders is a clear and legitimate business practice.
Make sure that you:
- Do not reject the offer of an invitation to submit a best and final offer.
- Always respond to such an invitation with a better offer than the one you have previously submitted.
- Some ideas to improve your offer are to:
- reduce your price further.
- put forward better conditions.
- offer extra services.
- introduce new processes and new systems.
- add to your teams credentials.
- reinforce your commitment to the client and their tender.
- improve the benefits.
- Use best and final offers to show that you are responsive to the tender evaluation team and their requests.
Winning Competitive Tenders, Do It
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