The Blog - Archive for tenders

Tendering guide for SMEs – How to prepare a tender template

by Julia Filed under: Knowledge

Writing tender responses or proposals is time consuming, however the most important thing to do the right way if you want to win new contracts. Be time efficient by learning what to include in a tender template so that you can get more proposals in by that deadline!

If you are a small to medium business offering services then this simple guide will help you to prepare a tender template. Here’s what you need to include:

Template design

A simple design with a header and footer not only makes the document look professional but shows your brand identity and makes you more memorable. If you have one, use your logo in the header and your contact details in the footer.

Front page

Using your template design or colours create a smart front page with the name of the buyers company, organisation etc. and the title of the contract or tender.

Contents table

This is a time saver for the buyer who has to read endless contract proposals, so help them out by including one.

Introduction

Every business needs an introduction that explains who you are and what you can provide for the buyer. Spend some time on this and make it striking. First impressions are of course important!

Main section

The main section will be be the hardest part and will take up the most time. Even if you only provide one type of service, each job will be slightly if not very different. The best solution to this is to collect past tenders or look at typical questions you would be asked. By doing this create and A-Z of of useful facts and answers. Put absolutely anything in there that may be of slightest use.

I use my A-Z daily! Instead of re-writing answers you can just edit and tailor what you already have!

Your working environment

A simple summary on how you manage your projects or services. What approach do you take to managing the work, do you have specific methods of doing this? For example, we use an online application (Basecamp) to manage our projects in the most efficient way possible, allowing us (and the client) to have as much information at hand at any given moment.

Staff CVs

Buyers will need to know that you have the right skills and experience amongst the staff, so here’s your chance to show of your wonderful team members.

Statements and policies

The majority of tenders (especially government/public tenders) will ask to see that you are compliant with laws and regulations. Having these policies collated together in one document will save time and hassle. Even if they are not asked for they are always important to include!

Firstly you should have an environmental policy and an equal opportunities policy, they are standard for businesses to have so if you don’t then seek help on how to write them.

You may be accredited with the ISO9000 Quality Management Policy, if so include it. If not then you should have a statement written up for your business, almost every buyer will ask to see this. If you have the time then I would suggest seeking advice on how to gain the ISO9000.

If it is of relevance, you need to ensure that your company is compliant with the Copyright Law and Data Protection Act 1988 and it may be worth checking out if you need to be registered with the Information Commissioners Office under this act.

Testimonials and case studies

The best way to prove that you have what it takes to do the job is to provide examples of past work, and if you have testimonials that’s just the icing on the cake. Word of mouth in my opinion the best form of marketing, having a client testifying how brilliant you are/were can give the winning edge.

Try to include case studies for all of your work that way when using the template you can delete the ones that aren’t relevant to the contract you’re tendering for. For examples of case studies take a look at “Our work” page.

When writing tenders it’s important to answer the questions in the specific order that they are asked in. Many tenders fail to do this and wonder why they are never shortlisted or selected!

Remember this template is only a rough guide to help you prepare tenders and that each one needs to be tailored to the specifics of the contract. The idea of this is to ensure you have the majority of information ready at your fingertips.

Does Business Link Contracts Finder actually find contracts?

by Sarah H. Filed under: Company

In 15 days,  the Supply2Gov website, which allows businesses to search for new tender notices in the public sector, will cease to exist.  In its place will be Contracts Finder on the Business Link website.

But just try finding any “live” notices on it.  The search is very clunky, the search terms unclear – and any results that do show up are all closed as the tendering process is already taking place. Oh, and by the way,  you will need to have your Government Gateway number in order to get into the system.

The Cabinet Office has (once again) made a great show of Government’s intention to be more transparent and small business orientated in the public sector tendering arena.  Even to the extent of appointing a Crown Commercial Representative, Stephen Allott. His remit is “to build a more strategic dialogue between Government and smaller suppliers”.  He is setting up  an SME panel, with the tempting invitation  to “Join the SME Panel and hold our feet to the fire on delivering this exciting package of measures.”!

Contracts Finder is still in Phase One – so now is the time to get on in there and try to influence improvements – quickly!  We would be happy to engage in user feedback. . . . ..  but  is there going to be a chance to do so?

Grow your greener business success

by Sarah H. Filed under: Company

Is our attitude to the environment in danger of becoming vuvuzela background noise – a constant drone that we filter out?  Reducing the environmental impact of business and industry has been on the agenda for decades.  Ten years ago, it was still quite easy to ignore and it has taken the big stick of legislation to make businesses respond.

The need to demonstrate sound environmental practices is being pushed further and further down the supply chain by larger organisations and by the public sector. As we have clients in both those categories, making sure we have an environmental management policy place is crucial.

But we are small company in the services sector, so do we have an environmental impact?

Maybe not the kind of impact that a chemicals giant or a metal bashing business would have, but we use energy, computer and office consumables and we travel to work – so yes, we do.  And we would like to see if we can save on the bottom line – and be more competitive by qualifying for extra brownie points when bidding for new business.

Does this mean we need full ISO14000 accreditation?

Well no, at least not at this stage.  ISO14000 is the international quality standard for environmental practice.  Accreditation requires external assessment on an ongoing basis and is expensive. For the time being, this is a  bridge too far.  We have opted for putting an environmental policy in place that is monitored, reviewed and updated internally.

So what does our policy say?

In outline, we “copied with pride” by looking at other people’s environmental policies and following the guidance on the Business Link website and the Envirowise website

But of course the policy has to be ours to live up to.  We assessed the areas in which the company has an impact and where we thought we could improve, for example by looking at what we buy as office consumables and what we do with office waste. The result is a straightforward policy statement with the undertaking to monitor for continuous improvement.

As far as the impact of our  travel to work goes, we are fortunate that most of us can and do cycle to work.  However, for many companies this is not the case.  Carrying our a travel to work survey and reviewing ways of  reducing commuting and business miles can really make a difference.  For example, using video conferencing can save huge amounts of time and travel costs for a business. Encouraging car sharing and  putting in cycle racks and shower facilities can help individuals to save on fuel and reduce congestion.  Check out the Bike2Work Scheme.  This can be a good incentive for employers and employees to encourage cycling to work.

And why is it important?

Skeptics might view setting up an environmental policy as merely  a “box ticking” exercise carried out to support the bidding process. That would be an injustice. It led us to think constructively about our business consumerism and any waste products. It has also raised awareness amongst staff, both at work and on a domestic level. Most importantly, it will help us to stay competitive and win lucrative business.

Thanks to V-2 for use of their image

Quality Management – preparing for tenders

by Sarah H. Filed under: Company

Of course one thing leads to another – so once we had our Health and Safety policy in place, we tackled what we thought would be a bigger hurdle:  How to demonstrate to the world that this company is a quality operation in terms of our services,  our management  and our ethos – without going for ISO9000.

What pushed us into doing it?

Sheer ambition!  We wanted to be able to bid for more work, some in the public sector.  Such contracts, as well as those related to the 2012 Olympics, are perceived as difficult to win and we do not disagree.

However, without being fit, we could not even reach the starting block – let alone the winners podium.

Where to start?

What we really wanted was an example or template to follow that we could use as a check list and make into our own policy.  With a bit of digging, and we found the Chartered Quality Institute’s Small Business Standard

This gave us the basis for our own Quality Management Statement and the systems that we needed to put in place to live up to it.

So what exactly is a QM system?

It is a bird’s eye view of all aspects of our business management, underpinned by corresponding good practice measures.  The broad headings, cover everything from the responsibilities of management, financial processes and HR policies to customer service standards and quality measures for service delivery.  In short, we had to think systematically about all the things we do and how we do them. Our Quality Management Statement sets out the standards and practices by which the company operates and can be measured.

More pain or more gain?

Gain! Now we have done the thinking and writing, there is a clear structure in place on which to build and improve;  All staff have a clear idea of the company’s working practices, ethos as employers and aspirations; Life is easier for new starters with an induction process;   And it means we are already on the starting block when evidence of quality systems is a pre-requisite for bidding for a contract.

But there’s always more!

As we established our QM systems,  the need for other policies emerged.  Next in line were environmental and equal opportunities policies. Both crop up as elements of our QM systems and will always be requested when bidding for public or 2012 Olympic tenders.  But by now, we were on a roll and able to put them in place quite quickly.