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Quoting Tips
Tendering Tips
Registering Tips
Policy and Principle Tips
Tips in Addressing Evaluation Criteria
Contract Tips
Sub-contracting Tips
Tips on Finding and Winning Business
Quoting Tips
When completing your quotation: -
First, prepare a checklist to identify what you have to do.
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Read any quotation documentation carefully and highlight the
important issues and requirements.
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Request more information if you feel that you need it in order to
prepare your quote.
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Ask questions if you don't understand something or require
clarification.
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Check the Conditions of Quotation. Do not assume that they
are always the same.
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Make sure you address all the issues and answer all the questions
in your quotation response.
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Make sure your response addresses each of the specifications.
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Use plain English and avoid jargon or overly technical
language.
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Make one person the contact point for your bid as this makes it
easier for the government buyer and means that you have one central
information point. This person must be fully versed with the
bid.
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Plan to finish your quotation before the closing date and deliver
it at least one day before it is due.
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Finally, review your checklist to confirm that you have completed everything you
needed to do.
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Tendering Tips
I've obtained the tender
documents, now what do I do?{BACKTOTOP}PlanStart early. Once you have downloaded
the tender documents ensure you have registered your interest with
the contracting agency and have noted the closing date and
time. The following points should assist you in planning your
response: -
Develop a checklist to ensure you cover all aspects required.
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Read the contract terms and conditions and make sure you
comply.
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Make sure you understand what is required - do you need to
ask more questions? Are you required to attend a pre-tender
briefing session?
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Determine if you can complete the contract-in-house.
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Identify how to respond.
PrepareA contracting agency is looking for a tenderer
who distinguishes itself from the competition, is innovative,
customer focused and provides value-added services. Keep the
following points in mind when preparing your tender response: -
Present your response in a simple format.
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Know how your tender will be evaluated and maximise your compliance
- give particular attention to mandatory conditions and
criteria with the most weighting.
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Demonstrate (not just assert) your ability.
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Complete the price or cost schedule - include all the items
you are tendering and check whether prices should include or
exclude GST. Ensure you pitch competitively.
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Provide additional information.
SubmitLate tenders will not be accepted, except
where there are exceptional circumstances, if approved by the
contracting officer. -
Identify the method by which you need to submit your tender.
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Sign all appropriate forms.
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Submit at the right location and before closing time.
For further information and resources relating
to these points see How to Tender.
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Registering Tips
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Read the relevant guidelines before you start writing your
application.
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Make sure you address all the issues and answer all the questions
in your response.
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Make sure that you provide documentation that supports your
application to be registered in the category you are
requesting.
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Provide all relevant information so that a fully informed
assessment can be made.
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Contact the relevant agency if you
have questions or require clarification.
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Make one person the contact point for your registration
application.
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Provide a professional looking completed form.
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Purchase, read, and make sure you understand any standard contract
documents required.
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Policy and Principle Tips
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Make sure you understand the principles behind government purchasing processes, such as
value for money, and open and effective competition, so that when
bidding for a project you can be sure that you understand how the
purchasing decision will be made.
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Be familiar with the Government's purchasing policies so that you can make sure your bid complies.
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Value for Money does not necessarily mean the lowest price.
See value for money to find out what it does mean.
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Don't confuse creating opportunities for local businesses
with giving preference to local suppliers. Government
purchasers cannot give you preference over companies from other
Australian states, territories, New Zealand or the United States.
See principles for further information.
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The method in which a bid is sought is usually determined by the dollar value of the item or services to be
purchased. This can provide a clue on the highest price that
will be accepted. For example, verbal quotes are accepted
for goods and services valued at $10 000 or less. So, in
most cases, it would be unwise to quote $11 000.
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Tips in Addressing Evaluation Criteria
Contracting agencies are looking for a
tenderer who distinguishes itself from the competition, is
innovative, customer focused and provides value added services. When addressing each criterion you should: -
ensure you have read the criterion carefully - break the criterion
into the key points you need to address;
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list each criterion as a heading in your response;
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provide examples of how, when and how often your company has
demonstrated the ability to meet the criterion. How well did
you do it? What was the result/outcome;
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ensure your claims against each criterion are strong, clear and
concise;
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think about how you would evaluate your tender against the
evaluation criteria if you were assessing your response; and
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aim to set yourself apart from your competitors by emphasising
areas where you exceed the requirements and where you feel you can
add value for the agency.
Examples: A poor response to an evaluation criterion on
"providing analysis" might be: "The company had
the ability to provide detailed analysis of the survey's
results." This statement does not provide any
supporting evidence. A better response might start with: "The
company's ability to provide thorough and detailed analysis
from raw data is demonstrated through..." then go on to
provide specific examples of your company's ability to
analyse data.
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Contract Tips
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You will sometimes be required to sign a formal agreement.
These are usually based on standard Conditions of Contract.
If you are not sure if a formal agreement will be required, check
with the agency contact.
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All purchases of computer hardware, software and other IT services,
regardless of value, require you to be a signatory to the
Government Information Technology Contract.
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Make sure you fully understand the terms and conditions of the
contract before signing.
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Make sure you understand the milestones and performance measures as
set out in your contract as payment can be determined by meeting
these deliverables.
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Check with the agency contact to find out what the agency's
payment terms are. These can vary between each agency.
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Sub-contracting Tips
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Build a relationship with primary contractors so that they know
what you do and the quality of your work.
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Building construction sub-contractors should review the tenders section
of this website regularly.
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Tips on Finding and Winning Business
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Regularly check the tender
advertisements on this website.
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Check the Tenders section in Saturday's papers.
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If you are a consultant or contractor in the building and construction or road and bridge industry, apply for a registration upgrade if
your qualifications change.
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Develop a personal relationship with government buyers.
The better the buyers know what goods or services you provide, the
more likely you are to be invited to quote.
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Get a foot in the door by approaching buyers for lower value
contract opportunities.
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Keep in regular contact with government buyers to confirm that they
are still in that role. If not, find out whom you should
approach.
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Build a competitive niche, such as a reputation for quality and
service, or experience in local Government sectors.
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Don't assume that you will be given business just because you
are "local". You must market your business to the buyers, and be competitive, in
order to win business.
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Register with ICNTAS and BIZTAS.
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Use ICNTAS and BIZTAS to help you set
up joint ventures and networks.
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Provide buyers with details of your business, such as backup,
warranty, time in business, references.
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Don't be afraid to be innovative.
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Request a debriefing
if your bid is unsuccessful. Find out why your bid was
unsuccessful so that you can be more competitive in the future.
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