Get more tips for tender success with our guide
With our 100% success rate at the qualification stage and 88% success rate at tender stage, Augmentas has a wealth of experience helping corporate business win more work from the public sector.
To help clarify what can be a confusing and complex process, Augmentas has produced a new guide to assist corporates, so they are more prepared to approach tenders and their submission. You can download the guide here.
Public Sector buying is conducted by procurement specialists whose objective is to achieve the best value for money for the taxpayer, while reducing the risk of legally ineffective procurement. They are constrained by the Public Contracts Regulations (PCR 2015 (rev.18)), adopted into UK law, to operate against standards which preclude them from being influenced by emotional, rather than rational factors.
Consequently, they have developed processes which generally rely on the analysis of written evidence, rather than on face-to-face sales interaction or relationships.
Public Sector buyers have extensive rules and guidance which determine the way they should operate. There is also an extensive body of knowledge, much of which has been recently developed by the Government Commercial Organisation (GCO) and by the Government Commercial Function (GCF), to guide those with commercial responsibilities. A further complication is that the interpretation of these rules and the ability to apply best practice is not consistent across the Government. Consequently, the structure and clarity of tender documents, especially relating to the requirements of the solution, can vary considerably, and relevant information can be scattered across many documents provided.
In a typical procurement, a buyer may have to read tens of submissions. Their task is to objectively assess and score these submissions against established criteria and find proposals which both demonstrate value and mitigate the risk of making a bad choice. They are, therefore, looking for differentiating evidence of credibility and experience.
If a leadership team has defined their proposition as a team, and put processes into place to understand and meet the buyer’s objectives, they have a considerable advantage.
For more information, or to discuss how we can help you improve your tender submissions, ring us on 0203 918 8550 or email info@augmentasgroup.com.
