Tendering Tips Webinar Presented by the Queensland Government

Transcription

1 Tendering Tips Webinar Presented by the Queensland Government Version 0714

2 Presenter David Kay Principal Project Officer, Supply Chain Optimisation Experience includes: supply chain content workshop development and delivery procurement contract management

3 Webinar Aims Todays tips will cover: Navigating through critical websites to find key information Knowing how to submit a conforming response How we evaluate and award tenders How you can maximise your chance of success

4 Webinar overview the top tips 1: The opportunities 2: Register on QTenders 3: Plan your Response 4: Read the template 5: Choose your opportunities 6: Answer all the questions 7: Write a quality response 8: Be visible 9: Seek more information

5 Tip 1 The opportunities

6 Tip 1: The opportunities Queensland Government Procurement: The Queensland Government spends billions of dollars each year on goods, services and capital works. (e.g. $19.2 billion annual spend in ) Source: Queensland State Budget and Opportunities for Suppliers: Annual opportunities tender, subcontract or supply into these government-funded projects. Definition: A supply chain consists of all parties involved, directly or indirectly, in fulfilling a customer request.

7 Tip 1: The opportunities Operational supply chain Supplier Supplier Supplier Supplier Supplier Supplier Supplier Supplier Supplier Supplier Do you know where your business fits?

8 Where to Find the Opportunities:

9 Tip 2 Register on QTenders

10 Tip 2: Register on QTenders QTenders provides you with: All documents related to a tender opportunity Automated alerts of tender opportunities The ability to see who has been awarded tenders offered through QTenders (once the award process is complete) QTenders Website:

11 Tip 3 Plan your response

12 Tip 3: Plan your response Plan early Map out critical dates Highlight all mandatory requirements Bid / No Bid? Highlight opportunities to add value Identify supporting material needed for reference Complete Tender or Quote

13 Tip 4 Read the template

14 Tip 4: Read the template Multiple templates in use, also online forms Some processes use an Invitation to Offer document with an online form for responses

15 Tip 5 Choose your opportunities

16 Tip 5: Choose your opportunities Tenders take time to complete, even when you are familiar with the template! Choose tenders that: your organisation has the capacity and capability to fulfil you have adequate time to respond to before the closing date match the kind of work you want your business to be doing

17 Tip 6 Answer all the questions

18 Tip 6: Answer all the questions Golden Rule #1 ANSWER ALL THE QUESTIONS Especially on the Specifications

19 Tip 6: Answer all the questions Golden Rule #2 Fill in all the forms and address all the WILLs, SHALLs and MUSTs (this gives you a conforming tender and consideration) Golden Rule #3 answer the evaluation criteria and address the WOULDs, SHOULDs, COULDs or MAYs (this improves your chances of winning the work)

20 Tip 6: Answer all the questions Be succinct mix paragraphs and dot points use detail only where you need to attachments for more relevant information Follow the format Do not reformat or submit in own format Respond in conversational language Say what you mean, mean what you say and no jargon!

21 Tip 7 Write a quality response

22 Tip 7: Write a quality response Respond for your audience Use a critic to check your work The key question to answer is WHY! Why should we want to work with your business, why should we select your offer? Repeat what you have said before if it answers the question Copy and paste from old tenders Reference attachments multiple times

23 Tip 7: Write a quality response Value for money is more than just the cheapest price Value for money assessment should include: Overall objective and outcome being sought Cost factors: Up-front price, whole-of-life costs, transaction costs associated with acquisition, use, holding, maintenance and disposal Non-cost factors Fitness for purpose, quality, delivery, service support, and sustainability impacts

24 Tip 7: Write a quality response Don t assume! Government officers can only assess what is provided as part of a tender response, or through the interview process Don t assume we know who you are, even if you have worked with Government before If you don t write it down or tell us, we can t assess it!

25 Tip 8 Be visible

26 Tip 8: Be visible Update/customise your Capability Statement Tailor your capability statement to your tender Provide examples of relevant past work Identify your key selling point and make that clear Provide evidence that you have the capacity in your business to take on the work and meet the timelines Provide key contacts into your organisation Highlight previous successful work undertaken for the buyer Choose suitable referees Use your capability statement to reinforce your tender response

27 Tip 8: Be visible Update/Refine your Company Website Remember buyers will look at your website Your website should reflect well on your business A website will be viewed on multiple devices

28 Tip 9 Seek further information

29 Tip 9: Seek further information The Business and Industry portal:

30 Finally questions?

31 Thank you for your attendance To register for other workshops & webinars including the Tendering for Government Business Workshop please visit: To contact your nearest Queensland Government Regional Office Phone 13 QGOV ( ) Please fill out this evaluation survey so we can use your feedback to make future training events even better.