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    • The 23 Biggest Mistakes that Bidders Make

    MENA Rail News is pleased to announce its media partnership with Win That Contract and the syndication of a number of their in depth strategic reports.

    Win That Contract is part of HMC Limited which was established by David Harrison in 2003 and provides innovative consultancy, training and development services in business development, bid management, procurement, project management, and performance improvement (for businesses, projects, team and individuals).

    This week’s featured article:

    Relationships:
    Not asking the right questions before the PQQ, ITT or RFP is issued

    The original ‘The 23 Biggest Mistakes that Bidders Make’ report was written in 2008. It is certainly a different world now in 2013 and the new report reflects the changes that have occurred in the competitive environment. We genuinely hope that it provides some insight into what clients and their procurement evaluators are looking for and enables you to improve your chances of success in what is a highly competitive and challenging economy.

    Full contents of the report:

    Introduction

    Introduction < <

    Competitive Advantage

    1. Pursuing unsuitable opportunities < <
    2. Lack of innovation and creativity < <
    3. Failing to differentiate your solutions < <

    Relationships

    4. Weak relationships with the customer and their evaluators < <
    5. Failing to build trust and rapport < <
    6. Not asking the right questions before the PQQ, ITT or RFP is issued < <

    Processes

    7. Unstructured business development, ‘capture’ and bid processes
    8. Insufficient planning and preparation

    PQQ and Bid Teams

    9. PQQ and bid teams under resourced
    10. Little commitment shown by key contributors

    Understanding

    11. Not understanding customer’s needs, standards, expectations, constraints and concerns
    12. Misinterpreting the procurement process, instructions, questions, scoring and selection criteria

    Strategies and Tactics

    13. Being outsmarted by competitors
    14. Pricing tactics which backfire
    15. Late surprises
    16. Running with the wrong partners

    Evidence

    17. Performance data is threadbare
    18. Aspirational answers
    19. Poor references

    Content and Presentation

    20. Demonstrating how your solutions will add value and reduce risk?
    21. Features and benefits
    22. Poorly written and poorly presented documents

    Post-tender Interviews

    23. Snatching defeat from the jaws of victory

    Summary

    Summary

    If you enjoyed this report, visit www.winthatcontract.com.

    Win That Contract
    207 Regent Street, 3rd floor, London, W1B 3HH

    Tel: +44 (0) 20 7692 4078
    Email: [email protected]