Tag: bid writing

What criteria do buyers use to evaluate bids?

When you’re considering whether to bid for a piece of work in the public sector there are many considerations to be made. One of the most critical questions you have to answer is:

How will the buyer be evaluating the bids and choosing who to work with? 

If you’ve a good understanding of the competitive landscape and where you stand within it, this question could be the difference between deciding to bid or not. 

Within the public sector, any published tender you look at will have clearly defined criteria against which the buyer will be assessing responses. 

For the most basic level of consideration, your submission will be checked to make sure you have provided all requested information – provision of accounts, proof of insurance, all questions answered. This qualification section of the response usually results in companies being passed or failed (as opposed to being scored). It’s only after passing this stage that your proposal will actually be assessed and scored.  


The Scoring Stage

The scoring stage focuses on two components to evaluate your bids – Commercial (pricing) and Quality (which will often include Social Value). The importance of each component will be stated in the documents and varies from tender to tender – one submission could be 80% price, 20% quality whereas another could be 80% quality, 20% price. Your score for each component will be combined to provide your overall score, which will be compared against the other submissions. 

From this scoring, one or more bidders will be successful in either securing the work or gaining access to framework. 


How the pricing in your bid is evaluated 

There are different ways for price scoring to be calculated, and it will always be clearly stated in the document pack which method the buyer will be using. 

By far the most common way is for the prices of the bidders to be compared against each other and for the lowest overall price to be awarded the full allocation of marks.  The other bidders will be awarded marks in proportion to their price versus the lowest price.

Company 1 Company 2 Company 3 
Bid value £100,000  £116,279 £122,448 
Score 60% 52% 49% 
Calculation N/A (£100,000/£116,279)  
x 60% = 52% 
(£100,000/£122,448)  
x 60% = 49% 
Example: Commercial is worth 60% of tender 
In this example, the company with the lowest price will be awarded the highest score (60%) and the scores of the other companies will be a proportion of this. 

It’s worth noting that often there will be maximum price set by the buying authority and any bids that are over this won’t be considered. For some projects the authority has a pretty good idea on where costs should be and the maximum price will be set quite keenly. 


How the quality of your bid is evaluated 

Unlike price, quality is usually evaluated in absolute terms, meaning that each submission is assessed independently of the others. 

For quality, there will be number of questions each with its own weighting to reflect the importance of that answer.  

QuestionWeightingPossible
Scoring
Company
Score
% Score
120%0-555/5 x 20% = 20% 
220% 0-5 44/5 x 20% = 16% 
320% 0-5 33/5 x 20% = 12% 
420% 0-5 33/5 x 20% = 12% 
520% 0-5 55/5 x 20% = 20% 
Total20/2580%
Weighted Total80% x 40% = 32%
Example: Overall quality is worth 40% of tender 
For each question you can be awarded a score of anywhere between 0-5, based on the quality of each answer and there are five questions in total.

How the overall score for your bid is calculated 

Once your price and quality score have been calculated they will be combined and the bidder(s) with the highest overall score will be the winner(s). 

Company 1 Company 2 Company 3
Commercial (Price) Score 60%52%49%
Quality Score 22%32%32%
Total 82%84%81%
Example: Total Scores 
In this example we tally the scores of our three companies. We can see that even though Company 1 has the best price, they were let down by the quality of their answers. The quality of the answers from Company 3 was on par with Company 2, however their pricing cost them the contract.  

What should I look out for when writing bids? 

From the tender documents provided, it should always be clear how the submissions will be assessed. You should always expect to see:
 
◆ Price weighting and criteria 
◆ Quality weighting and criteria 
◆ Number of suppliers that will be awarded 

From the first stages of planning you need to consider each of these factors – making sure the opportunity is viable, and that your approach to the bid reflects how it will be scored:   

◆ If the bid is very heavily weighted towards quality how much sense would it be to focus on a very low cost, low quality solution? 
◆ Can you meet the buyer’s criteria for an acceptable price? 
◆ Do you have quality advantages over your competitors that you can evidence for a tender that is heavily weighted towards quality? 


Bid writing support and training   

We have a range of other articles and resources which may be useful for helping you with your tender writing needs. You can find details of these below.
 
If you would like would like to have structured learning to develop your skills, we offer online training courses split over two half-days. We have courses for beginners as well as more advanced courses for experienced bidders. If you have already started a proposal for tender and are in need of support, we do also have consultants who can offer a wide range of support to help you get you bid in on time.

If you would like more information, please feel free to contact me directly or visit our Consultancy Services page. 
 
Andrew Watson 
Bid Consultancy and Training Manager 
Tel: 07384 818 704  
E-mail: andrew.watson@proactis.com  


The Tender Writing Process
A 9 step tender writing process detailing the most efficient way of planning your proposals.

Q: What are my chances
of winning a tender?
A lot of people have doubts about their chances of winning, and here we explore this is a very common question.  

Essential Bid Writing Skills
Details of the essential skills every
Bid Writer should have. 

Access our free 
on-demand webinars 
A library of our past webinar recording covering a wide range of topics for bid writers of all levels. 


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Tenders Direct is the UK’s most accurate tender alert service. We are the only service to guarantee that with us – you’ll never miss a tender.

For more information about we can help you find and win more work in the public sector, please visit www.tendersdirect.co.uk or call us on 0800 222 9009.

Q: Should you offer more than the specification stated in the tender if you know that’s what the buyer needs?

 

The short answer is yes, almost certainly!

This knowledge is gold.  Why do you spend time and effort cultivating relationships with potential buyers? So you can more deeply understand their needs so you can then propose solutions that meet and exceed them. 

I’m often faced with the complaint from unsuccessful bidders that the buyer was always going to award the contract to the current supplier. More often than not there is no conspiracy. The reality is just that the incumbent knows more about the buyer than the other bidders and the quality of their submission reflects this. 

The other thing to bear in mind here is how the questions are being scored. For top marks some scoring criteria ask for something like: “fully meets requirement” others might say something like “meets and exceeds requirement”. In this second example to score top marks you are explicitly being asked to go above and beyond the given specification!  Even if it isn’t explicit like this you should always find a way to show how you will deliver value above and beyond what they are expecting. 

Think about your overall proposal plan and work out the most appropriate places to include it. The winning bid is more often than not the one that demonstrates the biggest difference between value and price.  


During my monthly webinars I get asked great questions like the one covered above. By sharing the most common questions on this blog, my hope is that I can help more people find the answers they are looking for. 
 
If you have your own questions or are looking for specific help with your bid, please get in touch. Every week I help clients with their tendering, from bid writing to leading on bid responses. Use the details below to view the range of services we offer or to contact me directly.   

Tel: 07384 818 704 
E-mail: andrew.watson@proactis.com   
Web: View our training and consultancy services  
Web: View our upcoming and on demand webinars 

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