After submission.
WHAT MAY FOLLOW SUBMISSION
Requests for clarification Requests for additional documents Presentations or interviews Site visits or inspections Negotiation, in some processes
WHAT TO DO ABOUT CLARIFICATION REQUESTS
Respond promptly, precisely and within the deadline.
WHY PROMPTLY
Delay is taken as inability.
WHAT TO AVOID
Changing your bid in the response Providing more than was asked Contradicting your submission
WHY
Clarification is not an opportunity to revise.
WHAT TO PREPARE FOR A PRESENTATION
The people who will actually deliver Answers to the obvious questions Evidence for every claim
WHY THE ACTUAL PEOPLE
Evaluators assess whether the team is credible.
WHAT TO EXPECT TO BE ASKED
How you will handle specific difficulties What your experience of comparable problems is How you will resource it What could go wrong
WHAT TO AVOID
Claiming certainty you do not have Criticising competitors Being unable to answer questions about your own bid
WHAT TO ESTABLISH BEFORE NEGOTIATION
What you can and cannot concede.
WHY IN ADVANCE
Concessions made under pressure are regretted for the contract's duration.
WHAT TO BE CAUTIOUS OF
Pressure to reduce price after technical selection Scope expanded without price adjustment Conditions altered from the tender
WHAT TO ESTABLISH
That any change to scope or conditions is reflected in price.
WHAT TO NEVER DO
Accept a price you know is unviable.
WHY
The contract will be performed at a loss and it will damage you.
