Winning A Council Tender In Scotland

For a realistic chance of winning a council tender in Scotland

, a micro-SME must ensure that their bid demonstrates excellence. The document must address the points mentioned in the notification in the same order. It must be a convincing reply that shows your worth as a supplier and your ability to meet or even exceed the contracting authoritys requirements.

If you are a micro-SME who finds national tenders in Scotland too large to bid for, you could try council tenders. These are comparatively smaller and you have pretty good chances of winning, provided you prepare a convincing reply.

Tendering success depends on the way you draft your tender response. The document must be set out in the same order as the tender notification, with any additional information appropriately indexed. The bid must establish your enterprises credibility as a responsible supplier who can be trusted with the job.

A company can be successful in winning public sector contracts if they demonstrate an exceptional understanding of the contracting authoritys requirements and a willingness to work in close collaboration with them. Your document needs to demonstrate excellence in all you offer. Make sure that your tenders are timeous, compliant and detailed.

If your company is accredited, you can use this to indicate your commitment to quality. Companies without formal accreditation can mention their quality assurance processes and training systems. You could also use satisfaction certificates provided by your previous clients. It is reassuring for a potential client to see a certification that a tenderer has successfully delivered on their past commitments.

To improve your chances of tendering successfully, you must be aware of the processes and practices used by the contracting authority, the criteria against which a tender will be evaluated and the legislative frameworks within which public authorities are required to act. If you are seeking to tender with the Scottish public sector, this means understanding the new Public Contracts (Scotland) Regulations 2012 and appreciating that Scotland has its own legal system.

You must know how to promote your companys expertise while ensuring that your response is clear and succinct. Take into account the contracting authoritys aims and policies for example on sustainability or green procurement and illustrate how your company can meet these requirements.

There will be times when your bid will not be accepted even when you have done everything right. Well, there is still scope. You could apply for sub-contracts issued by the larger contractors. That way, you can be indirectly associated with a public sector tender, which could strengthen your future bids.

You must also consider the contracts that may later require your products or services. For instance, if a body has published a tender for a new office building, they may later require desks as well. You can take advantage of these opportunities.

Once you begin drafting your response for council tenders, commit appropriate resources so that you can prepare a good bid on time. Start a timescale diary, log the receipt date and the last date for the submission of the document. Set a schedule for timely completion of the various stages of your response and ensure that the bid team have sufficient time within their schedules to prepare the tender response. Once the response document is ready, you must read and re-read it to ensure that it is error-free. It is a good idea to get it cross-checked by two senior people in the organisation who come to the process with fresh eyes to ensure that all the information is accurate and any shortcomings or omissions can be remedied.

by: Fiona Campbell

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