Understanding what is required.
WHY IT MATTERS MORE THAN ANYTHING ELSE
Most failures are failures to do exactly what was asked.
WHAT THE DOCUMENTS TYPICALLY CONTAIN
Instructions to bidders Eligibility criteria Scope of work or specification Evaluation criteria and weighting Submission requirements and format Contract conditions Forms to be completed Deadline and submission method
WHAT TO READ FIRST
The evaluation criteria.
WHY
They tell you exactly what the bid is scored on.
WHAT TO DO
Structure the response around them, in order.
WHAT TO EXTRACT
Every requirement, into a checklist.
WHY A CHECKLIST
Requirements are scattered through the documents and they are missed.
WHAT TO NOTE
Mandatory requirements, where failure means rejection Documents that must be attached Formats that must be followed Signatures and stamps required Number of copies Submission method and address The exact deadline
WHY THE EXACT DEADLINE
Late submission is rejected without exception, regardless of merit.
WHAT TO ESTABLISH
Whether questions may be asked, and by when.
WHAT TO DO ABOUT ANYTHING UNCLEAR
Ask, through the formal channel, before the deadline for questions.
WHY FORMALLY
Informal answers are not binding and contacting officials outside the process may disqualify you.
WHAT TO EXAMINE IN THE CONTRACT CONDITIONS
Payment terms Liability and penalties Performance security requirements Variation and termination provisions
WHY BEFORE PRICING
They affect cost and risk substantially.
WHAT TO ESTABLISH
Whether the conditions are acceptable.
