Tender roadshow 1

Red Tape Busters

Delivered by:Shane Bowering

DirectorRed Tape Busters Pty Ltd

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23/5/323/5/3Red Tape Busters Pty LtdRed Tape Busters Pty Ltd

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From Little things Bigger things Grow Created Opportunity to leave Public Sector Started Planning Business (TCATS) Asked to lobby QT Brisbane Extra ACA Sunday Mail Talk Back Radio/ABC Rest is History

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RTB services

Started as Lobbyists and writing Job Applications

Moved into Grant Writing

Then Tenders

Then Business/Strategic Plans

Now Organisational Development

Business Support Services

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Successes Lobbying – rezonings, resumptions, banks,

telecommunications, Government, Councils.

Tenders - multi million dollar commercial tenders; multi million dollar Government/Council tenders. Successful tenders across all industry sectors including construction, manufacturing, retail, landscaping, security, health care; office supplies; building services; transport; asset management; tourist park management .

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Successes Grants – approx $70 million in grant

applications for commercial and non profit sectors.

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Today’s Approach Provide an alternate view from a

former senior public servant

Provoke thought

Not meant to be all encompassing – training to write quality tenders takes days, then months/years of experience

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How to PREPARE Successful TENDERS

Identify possible tender opportunities

Undertake research to verify prospects of success

Review tender requirements Assess potential competitors Indentify supporting

documentation/evidence Craft Response Words that Sell?

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How To Prepare Successful Tenders

Develop pricing strategy

Develop relationship with Offering Agency

Review tender content/format

Submit in time

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Identify possible tender opportunities

Research widely to identify possible opportunities

Review Sat and Wednesday’s Newspapers

Network with others in the Industry/Chambers of Commerce

Access dedicated tender related websites such as Tender Link, Tender Search, Government, Councils, Corporate

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Critically analyse prospects of success

Consider the competition

Does the tender support organisational goals and objectives?

Can you complete the work if successful?

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Do you have the time, resources and skill to prepare a winning tender bid or can you hire the expertise in?

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Review tender requirements

Read all tender documents, read, read then re-read

Identify requirements/criteria – format, content, supporting documents, lodgement process, lodgement date

Develop a list of issues to be address to complete response PROFESSIONALLY

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Assess potential competitors

Critically analyse possible competitors

Identify their strengths and weaknesses

Identify you strengths and weaknesses

Compare – This is VITAL to success

Identify possible pricing strategy/structure of competitors

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23/5/323/5/3Red Tape Busters Pty LtdRed Tape Busters Pty LtdIndentify supporting documentation/evidence

Assess what supporting documents or evidence is required to support response

Develop documents not in place ie policies and procedures, manuals etc

Ensure all documents/evidence are collated ready for attachment to response

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Craft Response

Respond thoroughly and succinctly to all questions/criteria

Write with passion and flair

Don’t expect padding to cover shortfalls

Sell the benefits/experience/expertise of your organisation

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Craft Response Ensure all forms and contact information

etc are included and ALL sections are completed

Deconstruct question/criteria

Open response with direct reference to question/criteria

Focus on your strengths and subtly highlight the weaknesses of the opposition

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Craft Response Demonstrate means prove – provide

evidence – give an example – not just to make unsubstantiated claims

Really hammer your value adding proposals

Highlight points of difference

Refer to Appendices and reference supporting documents

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Words that Sell? More a gimmick than reality

Tenders are assessed on quality and completeness of response not on number of buzz words

Innovation, points of difference, value adding, value for money, demonstration of experience, past performance are important foci

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Develop pricing strategy

Develop comprehensive competitive pricing strategy/schedule/framework

Ensure pricing demonstrates great value for money

Ensure pricing does not negatively impact on business in a significant way

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Develop relationship with Offering Agency Where possible discuss your tender

with Offering Agency

Try and form a relationship – people give to people

Clarify any issues

Take the opportunity to subtly promote your response and your business and highlight your points of difference

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Review tender content/format When tender is “complete” review

content and format

Validate that ALL sections complete

Have someone not involved in the process read the final draft and make comment

Ensure final document addresses all tender requirements

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Submit in time

Ensure tender is submitted in time

Ensure lodgement process is followed exactly!

Ensure tender is appropriately signed

Questions????????????

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Tender roadshow 1

Health & Medicine

Transcript of Tender roadshow 1