Demonstrating capability.
WHAT IT MUST DEMONSTRATE
That you understand the requirement That you have done comparable work That you have the capability and resources How you will execute it That your approach is sound
WHY UNDERSTANDING FIRST
Proposals that describe the bidder without addressing the requirement score poorly.
WHAT TO DEMONSTRATE UNDERSTANDING THROUGH
Restating the requirement in your own terms Identifying the challenges Showing awareness of the context
WHAT TO AVOID
Generic content Material copied from previous bids without adaptation Describing your company at length before addressing the work
WHY GENERIC CONTENT FAILS
Evaluators read many bids and they recognise it immediately.
WHAT A METHODOLOGY SHOULD SET OUT
How the work will be performed, in sequence What resources are applied at each stage How quality is assured How risks are managed The timetable
WHY THE TIMETABLE MATTERS
It demonstrates that you have thought about delivery rather than just capability.
WHAT TO INCLUDE ABOUT EXPERIENCE
Contracts genuinely comparable in scope and scale What was delivered What the outcome was References
WHY COMPARABLE
Unrelated experience does not score.
WHAT TO INCLUDE ABOUT PERSONNEL
Named individuals, with relevant experience Their role on this work Their availability
WHY NAMED
Anonymous capability is discounted.
WHAT TO ESTABLISH
That named personnel will actually be available.
WHY
Substituting them after award is a common complaint and it damages standing.
WHAT TO ADDRESS
Every evaluation criterion, explicitly.
WHY
Evaluators score against a checklist and unaddressed criteria score nothing.
