Bid Management

Positioning and Marketing Strategies

Winning business doesn't start with bidding for specific opportunities.

Companies need to familiarise themselves with the issues surrounding the customer’s likely requirements in advance and otherwise position themselves so as to make best use of the limited time available to prepare their bids. In the case of Public Sector opportunities it is particularly important for companies to understand the ‘rules of the game’ stemming, for example, from the EU Directives and Treaty.

Submitting a poor Pre-Qualification Response or Tender is often worse than not submitting one at all.

Marketing can similarly be ineffective - if not damaging to a company’s reputation - where the company has not previously positioned itself well and finds its ‘bluff’ being called.

Sollerta draws on its experience in providing assistance to Companies in these two closely-related areas, particularly in the context of winning Public Sector Business.

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Bid Management and Support

Sollerta has experience of all aspects of the pre-qualification and tendering processes and offers an experienced and comprehensive approach to maximising return on investment in this important area of doing business in today’s increasingly competitive world.

Sollerta assists companies in the preparation and management of bids particularly in response to formal Invitations to Tender (ITTs).

Although the rewards can be great, responding to a PQQ - let alone an ITT - can be expensive in both resource and opportunity cost terms. There are pitfalls at every stage of the tendering process that can waste time and effort. This is particularly true in doing business with the Public Sector.

Public Sector Procurement is a regulated sector and companies need to understand whether buyers are treating them fairly and in line with EU Directives and associated regulations and guidance. Sollerta can advise clients as to their rights and how to benefit from them.

Not only can Sollerta advise but also can work with companies in managing the whole tender process including:

initial positioning and marketing
identification and engagement with the buyers
responding to the PQQ
submitting a tender
contract negotiation
benefitting from debriefings

Alternatively, Sollerta can be called in to ‘Red Team’ companies’ tendering plans and documents at key stages, analysing them with a ‘fresh pair of eyes’ using our knowledge of the ‘do’s and don’ts’ of tendering and our understanding of how bids are evaluated.

Sollerta can also help suppliers by explaining what should happen at each stage of the process either through providing coaching sessions or working on particular live issues. It is important for suppliers to know their rights and buyers to know their duties: the "penalties" can be significant on either side.

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