Winning work.
HOW WORK IS AWARDED
Through tenders, largely.
WHAT A TENDER PROCESS INVOLVES
Prequalification Invitation to tender Technical submission Commercial submission Clarification Evaluation Award
WHY TECHNICAL AND COMMERCIAL ARE SEPARATED
Technical capability is assessed before price is considered.
WHAT THAT MEANS
Failing technical evaluation means the price is never opened.
WHAT TO PRIORITISE
The technical submission.
WHAT IT MUST DEMONSTRATE
That you understand the scope That you have the capability and resources That you have done comparable work That your safety and quality systems are adequate How you will execute the work
WHAT COMMONLY FAILS SUBMISSIONS
Not answering the questions asked Missing documents Generic content not addressing the specific scope Late submission Non-compliance with the stated format
WHY FORMAT COMPLIANCE MATTERS
Submissions are scored against a checklist and non-compliance is scored as absent.
WHAT TO DO
Answer every question, in order, in the format required.
WHAT TO ESTABLISH BEFORE BIDDING
Whether you can genuinely deliver Whether the price is viable Whether you can fund the payment cycle Whether an incumbent exists
WHY THE FUNDING QUESTION
Winning a contract you cannot fund is worse than losing it.
WHAT TO CALCULATE
Cash required before the first payment arrives.
WHAT TO AVOID
Bidding low to enter.
WHY
Loss-making contracts in this sector are large losses.
WHAT TO TRACK
Tenders submitted and won, and why others were lost.
