When preparing a tender response, it is wise to give consideration to the Evaluators. These are the people who read through your submission. They are responsible for taking a decision on your tender: ‘successful’ or ‘unsuccessful’.
Who are these Evaluators? And what informs their decision?
Their decision depends on how effectively your bid/tender addresses the questions in their minds. Let’s review using three broad categories:
End User of your product or service – those who will use the product/service you are offering; usually the technical team. Their key questions:
Is this the right solution for our needs?
Can this contractor actually do the work?
Will this contractor complete the work with minimal supervision?
Procurement and/or Commercial team: these folks are interested in compliance and financial issues.
Were all the tender instructions observed?
Is this the right price?
Is this good value for money?
Government Representatives such as NNPC (Nigerian National Petroleum Corporation) and NCDMB (Nigerian Content Development and Monitoring Board) are also interested in regulatory compliance issues such as:
Relevance of your DPR (Department of Petroleum Resources) certification to the work.
Where appropriate, was your bid uploaded in NipeX (Nigerian Petroleum Exchange)?
Did you provide all the requested information to qualify?
To secure a successful tender evaluation, you need to understand the mind of each Evaluator and their pain points. This will enable you tailor your submission appropriately.
Take sometime to mull on these thoughts when preparing your next tender submission.
The upcoming online course, 'How to Win Oil & Gas Contracts' delves deeply into this issue. It examines an exhaustive list of unwritten questions in the minds of the Evaluators; questions they need answered. Then it lays out a step by step plan to effectively address these questions; and turn mediocre tenders into winning tenders.
The course will be launched in January 2020.
If you haven't already, join the mailing list so:
(i) you don't miss updates on the course launch; and
(ii) you qualify for early bird discounts!
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