Considering the act of competitor research in a PQQ process may bring to mind images of espionage and underhand tactics, but the truth is that any informed organisation will take time to understand their competitors’ strengths and weaknesses, prior to deciding to a bid for a contract.
Understanding how your primary competitors in the industry may pitch to win will give you a sound knowledge of how you must vie for proposal success, knowing where to position yourself in your field.
Competitor analysis supports the following benefits:
- Enables you to think objectively about your own company within your industry sector
- Positions your competitors in terms of strengths and weaknesses
- Brings out your competitive side, focusing upon winning the project
- Provides you with a sound basis for mitigating any strengths in your competitors which you may not have
- Enables you to identify your own weaknesses, developing strategies to overcome them within your bid
- Offers valuable reflection time to consider how you can set yourself apart from the crowd
- Gives the chance to work with your team to analyse the RFP, setting out your strategy
- Identifies any gaps within your solution which may require modification.
While it is unacceptable within the tender writing process to make direct reference to your competitors, there is no harm in explaining why your solution offers an enhanced service, more competitive price structure or sounder strategy than that of other bidders.
For example, if you have the security of longevity on your side as an organisation, you can mention this within your bid without having to make a direct comparison with other, less established companies. Similarly, understanding what your rivals’ key strengths may be will allow you to offer equal or greater strengths within your own bid.
Even though you can’t reference your rivals directly, there is no reason why you shouldn’t have a sound understanding of who your primary competitors are, and make a very strong case to your bid recipient in terms of why you can offer more, in terms of service, product delivery, and service expertise.
A sound understanding of who you will be bidding alongside of will furnish you with all the information which you need to deliver a sound proposal which has the power to persuade in your favour, and deter bid evaluators from choosing people who are bidding against you.
If you are new to tendering you many not be familiar with the concept of the PQQ, or Pre-Qualification Questionnaire. The PQQ is a document designed to let your potential customer know all about your organisation, before making a decision to formally invite you to bid for a project as service provider.Read More >>
Considering the act of competitor research in a PQQ process may bring to mind images of espionage and underhand tactics, but the truth is that any informed organisation will take time to understand their competitors’ strengths and weaknesses, prior to deciding to a bid for a contract.Read More >>
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Many small enterprises assume that penetrating the public sector is the most challenging element of the bid process. However, government policies are geared towards encouraging competition from small businesses, leading to around sixty percent of local authority contracts going to small and medium sized businesses. Sixteen percent of all businesses that have won EU contracts are micros (consisting of ten or fewer employees).Read More >>
When you’re in the midst of bid writing a new project, sometimes it can seem as if there are so many things to consider, it’s impossible for the bid manager to keep track of it all. With content coming through from subject experts sporadically, questions to the client going unanswered for days on end, and an ever-approaching deadline, it can sometimes seem as if the range of considerations which go in to securing a completed bid document are endless.Read More >>
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When faced with a large number of bids to write, every organisation at some point considers whether or not to outsource their proposal writing activity to a skilled proposal writer. There are a number of factors involved with deciding if outsourcing is the best solution for your company, including the resource you have, the size of the bid and the time you can spend upon proposal writing.Read More >>
When the average writer develops material for a response, the most natural thing to do is answer the questions within the RFQ or RFP, enabling the customer’s own structure to determine the way in which our responses will be organised. While this is usually an outstanding way of providing material, there are also further questions which every bid writer needs to include in their response, whether it is solicited or not.Read More >>
The writing process is usually one which involves a number of attributes. Creativity, discipline, focus and commitment are just a few of the words which can describe bid writing, mixed in with a heady dose of self-discipline, organisation and best practice. If all this seems a little too good to be true, it’s worth thinking about the last time you sat down in your role as bid writer, and produced some great compliant copy. The likelihood is, you managed to somehow shut out the rest of the world and focus intently upon what you were writing. You produced the copy in a kind of haze of intent, without allowing the rest of the world to intrude upon what you were doing.Read More >>