Tackling a pre-qualification questionnaire for the first time can be a daunting task, which is why we have asked our top consultants for their top do’s and don’ts for answering PQQs.
Tip 1 – read, think, read, write
Read the question carefully and answer as clearly as you can. Think about your answer before you start writing and re-read the question when you are working on it to make sure what you have written fits in. Within reason give the required answer and clarify, rather than the “wrong” answer and clarify, just in case the initial sift is done by a computer, and remember to always give a full and honest clarification.
Tip 2 – mirror, mirror
Pick out key words in the tender documents (instructions, evaluation criteria etc.). What are they really looking for? Connect your company’s abilities to the requirement and mirror the language to make it easy for the evaluator to connect the dots.
Tip 3 – know the right flow
Don’t try and get around word limits or sizes – do what is being asked of you and do not include attachments that have not been requested as they will not be evaluated. Ease of reading, substance and content are of higher value than cosmetic/creative presentation, so make sure the words flow well together and check frequently for spelling and grammatical errors.
Tip 4 – get the right fit
Don’t cut and paste from previous scored answers, they may have scored highly on your last PQQ but it doesn’t guarantee a high score this time. Tailor your response to meet the exact question requirements and the buyer’s strategic aims where possible.
Tip 5 – save the selling for the bid
Remember the PQQ is about capacity, experience and ability – it is not about the solution at this stage so don’t try and put “sales talk” into your responses. Relax, be yourself and answer the question being asked. Do not be afraid to highlight your firms strengths, especially where they connect with the requirement, just make sure not to over-do it. A good method is to include a solid testimonial quote from a happy client that is short but adds strength to your response.
Do you have any tips that didn’t make our list? Share them with us in the comments below.
To learn more about how our training courses can equip you with the knowledge to create a striking PQQ – Click Here.