NORM

Ask questions
If you are not offered supplier engagement
activity or a pre-qualification event, this does
not mean you cannot enter into dialogue with
the buyer if you are unclear of any aspects
of the tender. The tender will provide
instructions for communication.
Add creativity and innovation
Add creativity to your bid. Understand the
question and go beyond expectations. Show
them you are capable and back this up with
examples. Work out your unique selling point
and make your response more relevant to
the requirement.
Price appropriately
The public sector does not negotiate, so the
price you bid within the tender is the price
they will evaluate. If you do price at a point
whereby your market intelligence suggests
you will win, ensure that the price is
sustainable for you.
Inform your references
It does not give a good impression if a public
sector body contacts your nominated
referees and they are either not aware they
were listed or, even worse, give you a poor
reference.
Submit the tender on time
Most public bodies have a zero-tolerance
approach to late tenders. Plan your time
methodically and allow time to upload the
documents (I always recommend submitting
a bid at least 24 hours prior to the
deadline).
Introduce the correct people
If you are invited to undertake or receive a
presentation, send the most appropriate
representative from your company. They
should be well versed in the requirement and
in your company, and be presentable.
Sport
Need to track down this pic
Photo: xxxxxxxx
Karen speeds to victory
SPEED QUEEN Karen Stevens, a Service Receptionist at a car dealership in Box, recently piloted her
1972 Chevrolet Vega – affectionately known as Lass Vega – to victory in a tense final, to take the
Drag Racing National Championships in the Super Street Car class.
The Championship had gone down to the wire, with the title still hanging in the balance going into
the last race, at the last meeting of the year, at the ‘Santa Pod Raceway’. With everything still to play
for, Karen managed a spectacular victory and was understandably delighted with her achievement.
“When it happened it was just unbelievable. I had to pinch myself to make sure it was true.”
Karen added, “This was definitely a team effort and I would like to thank my partner Mike for helping
me to prepare my car and also my track crew Adam Shuttleworth and Mike Braney for their support
during this season.”
Her win is made all the more impressive as Karen has only recently taken up the sport and her
first major title comes in her ‘rookie’ year as a drag racer. Although she has been involved in the
sport for a long time, accompanying her partner Mike to track meetings for several years, it wasn’t
until she rode as a passenger in Mike’s car that she was bitten by the racing bug and decided that
she wanted to be out on the track too.
Karen fully intends to defend her title when the season starts again at Shakespeare County
Raceway, later this year.
In general, the way to win public sector
business is by approaching it in a planned,
methodical, energetic and thoughtful way.
Follow instructions, stick to a strategy, take it
seriously and you could be reaping the
rewards. ■
Contributor Philip Norman has worked with SMEs
and mulitinationals in a number of different
sectors and has achieved a three out of four bidwin
success rate for his clients. Connect with him
on LinkedIn or visit www.bid-better.co.uk
Karen’s 1972 Chevrolet Vega – affectionately known as Lass Vega
Photo: Peter Donaldson
aftnonline.com 33