Making the Bid/No Bid Decision

Your 8 questions start here
Do we know (and can we influence) the key decision makers? *

We don't know the key decision makers and they don't know us. We don't know the key decision makers but we're sure they will know who we are We have met the key decision makers but we don't have a relationship with them We have met the key decision makers several times The key decision makers consider us to be "partners" or "trusted advisors"

Do we understand the business need or pain driving this bid? *

We have no inside knowledge of this company We have heard some things about this tender but we have not verified it We have a few insights into the tender from an authoritative source. We have a very good knowledge into the background of this tender. We wrote the tender or guided it's development in some way

Is low price a major factor in selecting the winning bid? *

The tender only asks for a price and compliance with all the requirements. We have no ability to position our value. Price is weighted and over 40% Price is not weighted but we know that the company is very price-sensitive. Price is not weighted and we think that they want better performance. We know the company is more concerned about performance and results than what it will cost, and price is not weighted.

Do we have the resources, talent, and will to win this opportunity? *

We don't really know how to put a bid together. Everybody is too busy to contribute. Overtime will be necessary We can probably squeeze this tender into our day jobs We have a dedicated bid team but they are busy on other bids. We have a dedicated bid-team and spare capacity in our team.

Do we have the resources and ability to deliver, if we win? *

No we will need to recruit to fill the roles, and the labour market is tough right now. No we will need to recruit to fill the roles, but there is no shortage of skilled people. Yes and No. We will need to recruit to fill some roles but we already have some key personnel in place. Yes. We have a project or contract ending soon and we can re-deploy most staff. Yes, we have a high performing team with spare capacity right now, and we can demonstrate it.

Do we have a successful track record with similar opportunities? *

We don't have a track record yet. We are working on it. We have a track record, but it's not in this locale/ state/ country. We have a track record, some good, some bad, here in this locale/ state/ country. We have a good track record, but with a much smaller compan(y)ies We have a good track record, and some raving fans for clients.

Is a competitor an incumbent, and does that pose a threat? *

The company has a very strong relationship with the incumbent, and/or who appears to be performing well. The company has a strong relationship with the incumbent, who has had some problems with service delivery and they are working it out. The company has had an incumbent who has been there for 15 plus years The incumbent is not performing well and has not been for some time. There is no incumbent. This is a greenfields tender.

How did you hear about this tender? *

We saw it in the paper/online or our tender search company sent it to us OR we heard about it and looked it up. We were invited to bid as a subcontractor by another supplier and thought we would bid in our own right as well. The company invited us out of the blue - we didn't know about it. We are prequalified and on a panel of suppliers and we were invited by the company. We've been talking to the company about it for some time and have been expecting it.

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